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Senior Territory Sales Executive-Kanpur

3 months ago

Lucknow, India Abbott Full time
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.
Minimum Education
Graduate in Arts/Science/Commerce.
Experience
Minimum 2+ years of relevant experience.