Sales Development Manager - Lucknow

Overview

Sales Development Manager for Abbott Nutrition products in the Lucknow territory, growing volume by servicing a defined customer base on a set route and schedule.

What you'll do

• Create a business plan to achieve territory targets by driving market traffic and optimizing product availability.
• Identify potential towns, appoint distributors, and induct them on ANI processes and systems in line with business strategy.
• Allocate ISRs based on market potential.
• Facilitate hiring, induction, training and coaching of ISRs to ensure alignment with "ANI ways of working" and engage ISRs to ensure high retention.
• Establish relationships with customers to uncover needs, drive orders, and increase the number and variety of SKUs stocked.
• Conduct daily sales calls to coach the team, increase orders taken, check stock, and ensure proper merchandising at each customer.
• Negotiate customer deliverables and contracts that provide win-win solutions.
• Ensure shops are merchandised and key SKUs are maintained in accordance with Abbott expectations.
• 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.
• Influence distributors to carry stock and adhere to route plans that implement trade and consumer promotion plans.
• Ensure adequate daily stock replenishment to meet weekly, monthly and quarterly targets through accurate forecasting.
• Build a quality customer database, territory information, and a view of the competitive landscape.
• Integrate the digital customer journey with the customer lifecycle to support demand creation and retention (e.g., POS app, self-serve app/web, learning management systems, retail communities, webinars).
• Act in alignment with compliance and regulatory expectations.

What you'll need

• Graduate in Arts, Science or Commerce.
• Minimum 5+ years of relevant experience.

Nice to have

• MBA.

Details

• Location: Lucknow, Uttar Pradesh, India.
• Work mode: Remote.
• Travel: 75% of the time.
• Work shift: Standard.
• Significant work activity: continuous standing for more than 2 consecutive hours in an 8-hour day.