Area Sales Manager - Bangalore

Job Description

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 Experience MINIMUM WORK 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 Show more Show less