Senior Territory Sales Executive - Calicut

Overview

Senior Territory Sales Executive responsible for growing Abbott Nutrition products in the Calicut territory by servicing a defined customer base on a set route and cycle, and achieving volume targets through driving and placing orders per Abbott operating procedure.

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 align 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 while meeting account objectives and customer needs.
• Ensure shops are merchandised and maintain Key SKUs in accordance with Abbott expectations to maximize product availability and 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 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 of the territory.
• Integrate the digital customer journey with the customer lifecycle to support demand creation and retention (e.g., POS App, self-serviced app/web, learning management systems, retail communities, webinars).
• Act in alignment with compliance and regulatory expectations.

What you'll need

• Minimum education: Graduate in Arts, Science or Commerce.
• Minimum 3+ years of relevant experience.

Nice to have

• Graduate from National Institute of Sales.

Details

• Location: India, Kerala, Calicut.
• Work shift: Standard.
• Travel: Yes, 75% of the time.
• Significant work activities: continuous standing for prolonged periods (more than 2 consecutive hours in an 8-hour day).