Area Sales Manager-Lucknow/ Varanasi
Gurgaon (Gurgaon) Sales
Job description
JOB DESCRIPTION:
Division:
ANI International Nutrition
JOB SUMMARY
Contribute to the long-term growth of Abbott Nutrition products in territory/ area by servicing a defined customer base through a reliable distributor network
Manage & develop a team of sales reps to generate new business and grow existing business throughout the area
Develop a reliable distributor network that optimizes the breadth and availability of product SKUs throughout the area
CORE JOB RESPONSIBILITIES
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
MINIMUM QUALIFICATIONS
Minimum Education
Graduate in any field
Education Level
Major/Field of Study
MBA/PGDM
Sales/Marketing
MINIMUM WORK EXPERIENCE
Experience
Experience Details
· 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
MINIMUM LICENSES AND CERTIFICATION
Licenses/ Certifications
Other License/Certification
NA
NA
REVISION
DESCRIPTION OF CHANGE
A
New Format for Job Description
The base pay for this position is
N/A
In specific locations, the pay range may vary from the range posted.
JOB FAMILY:
Sales Force
DIVISION:
ANI International Nutrition
LOCATION:
India > Gurgaon : BPTP Park Centra
ADDITIONAL LOCATIONS:
WORK SHIFT:
Standard
TRAVEL:
Yes, 100 % of the Time
MEDICAL SURVEILLANCE:
Not Applicable
SIGNIFICANT WORK ACTIVITIES:
Continuous standing for prolonged periods (more than 2 consecutive hours in an 8 hour day)