Job Description

JOB DESCRIPTION:

Job Title:

Senior Territory Sales Executive

Job Profile:

SLS/SF/PROF1/18004

JOB INFORMATION

Approved Job Profile:

SLS/SF/PROF1/18004

Grade :

13

Country:

India

Approved By:

Director - Trade Sales

Approved On:

26 Sep 2022

Last Reviewed By:

Director - Trade Sales

Last Reviewed On:

26 Sep 2022

REVIEWER COMMENTS

Date

Reviewer Name

Reviewer Comments

26 Sep 2022

Saptarshi Lahiry

NA

ORGANIZATION

Job Family:

Sales

Job Sub-Family:

Sales Force

Division:

ANI International Nutrition

JOB SUMMARY

Contribute to the long-term growth of Abbott Nutrition products in territory by servicing a defined customer base on a specific route and dedicated days, weeks or monthly cycles as set out by the customer manager of the region and to achieve volume targets by taking orders and placing them as per the standard Abbott operating procedure.

CORE JOB RESPONSIBILITIES

Create a business plan to achieve targets that meet territory objectives by driving market traffic and optimizing product availability

Establish relationships with retail and wholesale customers to uncover needs, take orders, and increase the number and variety of SKUs stocked

Conduct daily sales calls to increase the number of orders taken, check stock, and ensure proper merchandising at each customer

Negotiate customer contracts that provide win-win solutions to deliver on account objectives while satisfying the customer's needs

Ensure shops are merchandised in accordance with Abbott expectations to maximize product availability and potential sales

Demonstrate the superiority of Abbott products from the customer's perspective, emphasizing the ROI advantages of the Abbott brand

Influence customers to maintain a proper balance of stock and market credit relative to accounts receivable by telling a persuasive brand story that links to increased traffic and sales

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 align with customer plans

Ensure adequate stock replenishment daily to meet weekly, monthly, and quarterly targets

Build quality customer database , territory information and have competitive landscape of territory/Route,

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

MINIMUM QUALIFICATIONS

Minimum Education

Graduate in Arts/Science/Commerce

Education Level

Major/Field of Study

Graduate in National Institute of sales will be a plus

Sales

MINIMUM WORK EXPERIENCE

Experience

Experience Details

• Minimum 2+ years of relevant experience.

• Upto 4years experience for Grade 12 and 4+ years' experience for Grade 13
• Experience primarily in FMCG, retail
• Should have worked in the same or nearby geography being hired for
• Ability to manage distributors effectively ensuring compliance to processes and agreed deliverables
• Uses appropriate interpersonal styles, methods of communication, data and arguments to gain agreement or acceptance of idea.
• Understands the fundamental concepts of Sales and distribution and applies it to the job
• Prioritizes business requirements Finds ways to improve and enhance productivity
• Demonstrates a passion for sales, applies extra effort to overcome work barriers, issues and obstacles

MINIMUM LICENSES AND CERTIFICATION

Licenses/ Certifications

Other License/Certification

NA

NA

REVISION

DESCRIPTION OF CHANGE

A

New Format for

The salary for this role is between: N/A

JOB FAMILY: Sales Force

DIVISION: ANI International Nutrition

LOCATION: India : Remote

ADDITIONAL LOCATIONS:

WORK SHIFT: Standard

TRAVEL: Yes, 25 % of the Time

MEDICAL SURVEILLANCE: Not Applicable

SIGNIFICANT WORK ACTIVITIES: Continuous walking for prolonged periods (more than 2 hours at a time in an 8 hour day)