The Senior Territory Sales Executive is responsible for creating and executing a business plan to achieve territory targets, hiring and training distribution teams, building customer relationships, managing inventory, and ensuring compliance with company standards and customer needs. This role involves frequent travel and requires strong sales and negotiation skills.
JOB 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
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 > Mumbai : BKC Building
ADDITIONAL LOCATIONS:
WORK SHIFT:Standard
TRAVEL:Yes, 75 % 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)
Top Skills
Compliance
Customer Relationship Management
Forecasting
Negotiation
Product Merchandising
Sales Strategy
Team Leadership
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