Senior Territory Sales Executive - Chennai

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

In specific locations, the pay range may vary from the range posted.

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