Abbott India Limited is a subsidiary of Abbott Laboratories, USA, a global, iversified health care company devoted to the discovery, development, manufacture and marketing of pharmaceutical, diagnostic, nutritional and hospital products. The company now employs approximately 70,000 people and markets its products in 130 countries worldwide.
Post: Area Sales Manager- ASM PUNJAB-12000002MH
Job Description:
1. Deliver topline sales number for the State
• To plan and achieve the sales targets.
• To plan and achieve the distribution targets
• Ensure control on sales waste(managing SDR / BIR)
2. Area & Business Planning
• Ensuring quality of market coverage through TSE and distribution network
• Monitor implementation of Distribution plan across distributor territories
• Monitor category availability, visibility & freshness (Stock rotation)
• Ensure that the TSE are regularly working with the ISR
• Formulate & execute the secondary sales plan – Area wise , TSE wise, Brand wise , SKU wise
• Conduct JCM’s for TSE and review area performance every month and also attend the JCM of the TSE with the ISR once a year
• Work closely with the medical teams (RM & ABM in the area)
• Work atleast 2 days with the MT KDE every month
3. Ensure Financial management by way of:
• Implementing credit policy and credit controls
• Timely claims settlement
• Risk-free realization from the customer (distributor, institutions & cooperatives)
• ROI calculation for distributors
4. Distributor Management
• Educate and train the distributors on ANI systems & processes
• Ensure optimal stocking levels and high billing efficiency for all distributors
• Ensure distributor compliance to agreed service levels & credit terms
• Review distributor financial health (pipeline and outstanding)
• Ensure that the claims of the distributor are settled by ANI within specified time limits
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5. Code of conduct and compliance to stat / regulatory norms
• Adherence to code of conduct
• Adherence to SOP
• Conformation to all financial and administration systems
• To ensure that Trade Marketing activities are carried out as per norms laid down.
• Analyze the market situation and ensure accurate sales forecasting in line with ANI norms
• Compliance to statutory and regulatory norms
• Handle Legal Issues, PFA issues, packaging defects etc
6. Administration Responsibilities
• Provide administrative support to the Regional Sales Office through timely and accurate reporting
• Monitor competitor activity and ensure timely reporting of the same
• Ensure timely submission of claims for the area
7. People Management
• To motivate, train & develop TSE for achievement of Targets, to maintain hygiene in the marketplace & work towards their all-round development.
• Facilitate and support training for the field force. Active role in developing their Skills.
• To identify good talent and develop atleast 1 TSE for higher responsibility in the long.
• To identify talent in market (attract talent /prelim interviews for recruitment)
8. Localised Trade Marketing Initiatives
• To develop new business plan in order to increase volume sales.
• Design, recommend and implement innovative Trade Marketing activities through proper identification of trade channels and segments within.
• Implement regional plans developed by the Customer Marketing Team
• Support & Provide feedback on marketing plans for the area
Candidate Profile:
1. Graduate 6 – 8 years experience at area level in a FMCG company with sufficient knowledge and understanding about Sales systems and processes or an MBA with upto 1-2 yrs experience
2. Mobility
3. Interpersonal skills
4. IT – computer skill Technical Knowledge / Skills Required:
• Knowledge of Sales systems and processes
• Knowledge of market dynamics, demographics of the area
• Knowledge of various statistical techniques, operating packages
• Financial & Marketing management
• Logistics & supply chain management
• Understanding of basic science and product knowledge
• Networking and orientation towards customer (retailers/associations) management.
• People management
• PC usage – computer skills
Additional Information:
Location: Mumbai, Maharashtra
Experience: 6-8 year
Industry Type: Pharma / Biotech / Clinical Research
Functional Area: QA
Last Date: 3rd Jan, 2013
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