Senior Territory Sales Executive

October 9

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Abbott

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Nutrition • Diagnostics • Medical Devices • Branded Generic Pharmaceuticals

10,000+

Description

• Create a business plan to achieve targets that meet territory objectives by driving market traffic and optimizing product availability • Identify potential towns, appoint distributors, induct them on ANI processes & systems in line with business strategy and allocate ISR’s basis market potential • Facilitate hiring, induction, training & coaching of ISR’s to ensure alignment to “ANI ways of working” and engage ISR’s to ensure high retention rates • Establish relationships with customers to uncover needs, drive orders, and increase the number and variety of SKUs stocked • Conduct daily sales calls to coach team and increase the number of orders taken, check stock, and ensure proper merchandising at each customer • Negotiate customer deliverables/contracts that provide win-win solutions to deliver on account objectives while satisfying the customer’s needs • Ensure shops are merchandised and maintain Key SKUs in accordance with Abbott expectations to maximize product availability and potential sales • Demonstrate the superiority of Abbott products from the customer’s perspective • Influence customers to maintain a proper balance of stock and market credit relative to accounts receivable and periodically review their financial health • Conduct monthly reviews of channel performance and create plans to address lagging channels to meet channel targets • Influence distributors to carry stock and adhere to route plans that ensure implementation of trade & consumer promotion plan • Ensure adequate daily stock replenishment to meet weekly, monthly, and quarterly targets through accurate forecasting • Build quality customer database, territory information and have competitive landscape of territory • Integrates the digital customer’s journey with the customer lifecycle to support demand creation & retention e.g., POS App, self-serviced app/web, learning management systems, retail communities, webinars etc. • Act in alignment with compliance and regulatory expectations

Requirements