Area Sales Manager | Abbott – ANI Nutrition | Mumbai

Apply Now

Job Overview

  • Date Posted
    June 5, 2023
  • Location (State / UT)
  • Expiration date
    April 17, 2024
  • Experience
    4 Years
  • Gender
  • Desired Qualification
    Bachelor Degree, Master’s Degree

Job Description

Key Job Responsibilities

Deliver topline sales number for the Area/State
  • To plan and achieve sales targets.
  • To plan and achieve the distribution targets
  • Ensure control of Damage, Returns, and Expiry in line with norms

Area & Business Planning (in line with S&D norms)
  • Ensuring quality of market coverage through TSE and distribution network
  • Achieve S&D Targets as per plan (DBs, AFCs, Outlets, Eco, and Relative Distribution Targets)
  • Monitor implementation of Distribution plan across distributor territories
  • Monitor brand availability, visibility & freshness (Stock rotation)
  • Drive NPI in line with CM plan across TT, PT, and SS network
  • Ensure that the TSE is regularly working with the ISR & visiting PT distributors
  • 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 Ethical teams (RM & ABM in the area)
  • Work at least 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)
  • Timely ROI calculation and communication for distributors

4.   Distributor & Infrastructure Development and Management
  • Educate and train the TT and PT 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
5.    Code of conduct and compliance to stat / regulatory norms
  • Adherence to the code of conduct
  • Adherence to SOP
  • Conformation to all financial and administration systems
  • 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 with 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 the 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 at least 1 TSE for higher responsibility in the long.
  • To identify talent in the market (attract talent /prelim interviews for recruitment)
8.   Localised Trade Marketing Initiatives
  • To develop a new business plan in order to increase volume/value 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

Key Behavioral Competencies Required :

  • Leadership
  • Interpersonal and team-building skills
  • Communication skills
  • Analytical skills
  • Negotiation skills and influencing ability
  • The high degree of initiative and enthusiasm
  • Mobility, Adaptability
  • Achievement orientation
  • Planning and organizing ability

Qualification & Experience:

Graduate 6 – 8 years experience at area level in an FMCG company with sufficient knowledge and understanding about Sales systems and processes or an MBA with upto 2-3 yrs experience Mobility Interpersonal skills IT – computer skill, MS office

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
  • Computer skills – MS Office