Area Sales Manager

November 22

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Abbott

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Nutrition • Diagnostics • Medical Devices • Branded Generic Pharmaceuticals

10,000+ employees

Founded 1888

⚕️ Healthcare Insurance

🧬 Biotechnology

Description

• Drive results to gain market share within the area through execution of S&D plans and ensure delivery on set M&P initiatives • Analyze market and category opportunities within territory using real-time omnichannel business intelligence to identify opportunities for market share growth at the customer/account level • Hold distributors accountable to the service, infrastructure, and financial terms of the contract • Support team members in providing win-win solutions through distributor negotiations • Collaborate with distributors as business partners, gain their support for Abbott’s priorities/plans and at the same time helping them in managing their ROI’s • Work closely with the Talent Acquisition & Business HR team to source & recruit the right talent for all vacant positions • Observe and provide progressive, real-time coaching and feedback to sales team in the field on every aspect of the customer lifecycle • Accelerate the development of digital knowledge and application in sales team through coaching and role-modeling • Maintain development plans for sales team members, considering development needs at the individual and team levels • Optimize team performance through regular review & feedback mechanism • Provide direct, on-going support to trade sales reps in the field through collaborative problem-solving, education, coaching, feedback and escalations • Act as a business advisor to distributors, helping them maximize ROI while supporting Abbott’s priorities and strategy • Hold sales reps accountable in the success of the territory, by setting targets that roll-up to territory objectives, and enables account planning to meet sales objectives and shares • Integrates digital tools with traditional touchpoints to build relationships with a diverse customer audience e.g. POS App, self-serviced app/web, learning management systems, webinars etc. • Collaborates with the Ethical counterparts in ensuring business deliverables • Proactively monitor competition activity in the market and share the feedback with management • Act in alignment with compliance and regulatory expectations

Requirements

• Minimum Education Graduate in any field • Education Level Major/Field of Study MBA/PGDM Sales/Marketing • Minimum 2-3 years of relevant experience. • 5+ years’ experience at area level in a FMCG company with sufficient knowledge and understanding about Sales systems • Must have knowledge of market dynamics, demographics of area • Must have knowledge of Channel sales across different types of outlets • Networking and orientation towards customer (retailers/associations) management • Possess negotiation skills, people development, Networking Ability and influencing ability