Territory Growth Leader

1 week ago

Delhi Mumbai Kolkata, India beBeeExecutive Full time US$ 9,00,000 - US$ 12,00,000
Key Account Executive - Territory Development

As a Key Account Executive, you will be responsible for driving business growth by developing and executing strategies to expand our customer base in designated territories.

Job Responsibilities:

  1. Develop and implement sales plans to achieve territory objectives by increasing market presence and optimizing product availability.
  2. Identify potential towns and appoint distributors to ensure effective implementation of ANI processes and systems.
  3. Facilitate the hiring, induction, training, and coaching of ISR's (In-Sales Representatives) to ensure alignment with ANI's ways of working and engage them to ensure high retention rates.
  4. Establish strong relationships with customers to understand their needs, drive orders, and increase the number and variety of SKUs stocked.
  5. Conduct daily sales calls to coach team members, increase the number of orders taken, check stock levels, and ensure proper merchandising at each customer location.
  6. Negotiate contracts with customers that provide win-win solutions to deliver on account objectives while satisfying the customer's needs.
  7. Ensure shops are adequately merchandised and maintain key SKUs in accordance with Abbott expectations to maximize product availability and potential sales.
  8. Demonstrate the superiority of Abbott products from the customer's perspective.
  9. Influence customers to maintain a proper balance of stock and market credit relative to accounts receivable and periodically review their financial health.
  10. Conduct monthly reviews of channel performance and create plans to address lagging channels to meet channel targets.
  11. Influence distributors to carry stock and adhere to route plans that ensure implementation of trade & consumer promotion plans.
  12. Ensure adequate daily stock replenishment to meet weekly, monthly, and quarterly targets through accurate forecasting.
  13. Build a quality customer database, territory information, and have a competitive landscape of the territory.
  14. Integrate the digital customer journey with the customer lifecycle to support demand creation and retention e.g., POS App, self-serviced app/web, learning management systems, retail communities, webinars etc. Act in alignment with compliance and regulatory expectations.

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