Job Description

Abbott is a global healthcare leader that helps people live more fully at all stages of life. Our portfolio of life-changing technologies spans the spectrum of healthcare, with leading businesses and products in diagnostics, medical devices, nutritio

Abbott is a global healthcare leader that helps people live more fully at all stages of life. Our portfolio of life-changing technologies spans the spectrum of healthcare, with leading businesses and products in diagnostics, medical devices, nutritionals and branded generic medicines. Our 109,000 colleagues serve people in more than 160 countries. SUMMARY The BM u2013 leads a Team of Area Business Managers to achieve and exceed value and volume sales and 3D (Detailing, Demand Generation, Distribution) objectives for the healthcare brands within budget, time and policy parameters. The role achieves its deliverables by: 1) Setting up and nurturing an efficient, well trained and effective Detailing sales force 2) Establishing appropriate processes and reporting systems to manage the team and 3) Seeking and securing support of WH&GI Team. RESPONSIBILITIES / ACCOUNTABILITIES Overall Sales responsibility of the region Achieve month wise sales objectives of the region for entire product range under Team Scope Achieve 3D (Detailing, Demand generation and Deliverables) business objectives Achieve New Product Business Plan through Innovative Sales Management. People Plan and initiate timely recruitment of all Personnel in the regions ensuring complete manning Ensure that all new people who join the region are inducted and trained (on areas of scientific, product knowledge and detailing practice) well, and as per a pre defined system Conduct and lead the communication meeting and ensure that the entire communication flows down appropriately right till all the MR/TBM level in the region. Set objectives for and coach the Area Business Managers to ensure that they meet their objectives. Appraise periodically, the individual performance of direct Reportees against agreed standards of performance, identify areas for improvement and implement training plans. Study all the appraisals sent by Area Business Managers and implement a fair and objective performance management system. Prepare developmental plans for Area Business Managers, and TBMu2019s) in consultation with HR and NSM, and ensure its implementation. Manage the aspirations of the entire Team in line with the career progression policy of the company and ensure that the employee turnover of reporting sales team and outsourced team is within acceptable limits. Maintain open communication with entire team and succeed in building and maintaining enthusiasm and a positive attitude in all of them Carry out timely disciplinary measures and separation procedures as appropriate within the company guidelines. Coverage of Doctors and Pharmacies and Conversion Targets Define an overall Coverage Strategy for each of the Region and communicate it down the line. Study, approve and ensure implementation of systematic and cost effective coverage of Dru2019s and Nursing homeu2019s as per targets. Develop a strategy for New Product sales (Transferred brands) and drive business as per targets Set, monitor and ensure achievement of brand wise and area wise distribution targets for outlets under direct coverage and also analyze Town wise Growth. Study IMS /CMARK audit data on trends in number of Prescriptions and Precribers per Area for company and competitive brands and use the same for Lead development of innovative plans / programs in consultations with Marketing / Trade Marketing / NSMu2019s and in feedback from GPMu2019s. Build Strategies for Specialty wise Business development in consultation with NSM and Marketing and ensure effective implementation of the same for Business Objectives. Liasioning with Trade Team Sales Set-up Set-up processes and ensure adherence to process to facilitate interaction between WH&GI and Trade Team at all levels Feedback system to plug distribution gaps in areas of ISR coverage and non-Coverage. Personal Order Booking System to be followed up and increased. Reporting and Administration Maintain contact with NSM, discuss issues, follow instructions and report implementation levels. Monitor results obtained on a regular basis. Determine deviations from plans, if any, and institute corrective actions as necessary. Report to NSM of any major deviations and suggest corrective measures. Study, analyze, verify, approve of and control all regional and territory reports. Study, analyse, verify and approve travel plans and expenses of Area Business Manageru2019s. Plan and undertake travel to meet all contact norms, monitor contacts made by managers with Stockists and KOLu2019s. Highlight any special achievement Area Business Managers, Medical reps and TBMu2019s. Ensure timely and accurate reporting from the field / Outsourced team (RME) reports via Project in-charge of outsourced set-up, meet all reporting schedules to HO. Maintain and update periodically the Stockists and Pharmacy lists with coverage plans and keep the database for the Detailing set-up available with all stakeholders Ensure that all local statutory requirements are complied with fully in all promotions and programs KEY CHALLENGES The role holder plans and initiates timely recruitment of all Personnel in the region ensuring complete staffing. S/he also manages the aspirations of the entire regional team in line with the career progression policy of the company and ensures that the employee turnover of the regional team is within acceptable limits. The challenge is to study, analyze, verify, all reports in the Region and build a strategy long term and short term based on the data collated and implement it to the lowest level in the hierarchy till MRu2019s and TBMu2019s. All in All the Key challenge is to maintain the Acceleration process of Abbott in his area and also bring fresh idea(s) so far as New Product Growth is concerned. Also, most people are experienced and unionized and need to explore their strengths and make most Productive work force. PROFESSIONAL QUALIFICATIONS/ EXPERIENCE Qualification- MBA (Sales and Marketing) 10 + years of experience in Sales environment Strong knowledge of field sales Basic understanding of other functions, especially Marketing & Commercial. PERSONAL ATTRIBUTES Leadership and interpersonal skills capable of building strong working relationships and influencing and customers and internal teams Highly motivating and encouraging as a guide Team working spirit and excellent communication skills Results oriented, entrepreneurial and self-motivating Tenacious and resilient, driven to achieve even when faced with obstacles Sound commercial understanding of business issues and opportunities Clear understanding of sales and marketing strategy and planning issues Strong analytical skills with ability to develop strategies, tactics and measurable implementation Basic grasp of regulatory, legal compliance Connect with us at www.abbott.com, on LinkedIn at www.linkedin.com/company/abbott-/ , on Facebook at http://www.facebook.com/Abbott u00A0and on Twitter @AbbottNews.

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