District Manager â Key Accounts ADC Chandigarh

3 weeks ago

Chandigarh, India Abbott Laboratories Full time

KEY RESULT AREAS

ACTIVITIES

MEASUREMENT CRITERIA

Sales Achievement

(30%)

  • Ensure achievement of monthly, quarterly and annual sales targets within laid down business terms for all divisions and brands.
  • Monitor actual sales and take mid course corrections and inputs to reduce variance against expectations.

  • Primary and secondary value sales.
  • Market share.
  • Sales Growth.
  • Target vs achievement.

Territory Business Planning

(20%)

  • Identify potential towns & appoint Distributors / Super Distributors in line with business strategy.
  • Plan & allocate ISRs basis market potential.
  • Design and implement ISR PJP for best optimization of resources.
  • Conduct JCMâs for all ISRs and review area performance.

  • Distributor / Super distributor appointment against plan.
  • Sales per ISR.

Distribution Management

(20%)

  • Ensuring quality of market coverage through effective use of ISRs.
  • Develop and ensure implementation of Distribution plan across distributor / SD territories.
  • Ensure category availability, visibility & freshness (Stock rotation)
  • Formulate and ensure implementation of trade & consumer promotion plans.
  • Support micro marketing/ customer activation initiatives planned for the area.
  • Competition tracking & providing inputs to the ASM.

  • Achievement of distribution targets for all brands.
  • Implementation of visibility objectives.
  • Implementation of customer marketing plans in territory.

Distributor / Super Distributor Management

(15%)

  • Educate and train distributors on ANI systems & processes
  • Ensure optimal stocking levels and high billing efficiency for all distributors.
  • Review distributor financial health & take corrective actions.

  • Billing efficiency.
  • Sales phasing.
  • Distributor cheque bouncing.

People Management  and development

 (5%)

  • Facilitate hiring and induction of ISRs.
  • ISR motivation and engagement.
  • Act as coach and mentor to any new TSE recruit.
  • Be the âTrain The Trainerâ for all development initiative in the branch.

  • ISR retention.
  • Feedback from new TSE recruits.
  • Training evaluation.

Reporting / Administration

(5%)

  • Generate and submit daily, weekly and monthly reports as per requirement.
  • Ensure regular reporting on technology applications like Blaze etc.
  • Timely submission of reports.

Code of conduct and compliance to stat / regulatory norms

(5%)

  • Adherence to code of conduct.
  • Conformation to all financial and administration systems.
  • Compliance to statutory and regulatory norms.
  • Regular monitoring of ASM on statutory and regulatory compliance.

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