Jobs / India / Abbott Laboratories
Key Account Development Manager
Abbott Laboratories · 🌍 INDIA - ANDHRA PRADESH - VIJAYAWADA
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About the role
JOB DESCRIPTION: Rollout of ABPs: • To accomplish Secondary Sales Target in Key Accounts. • Coordinate with the accounts at the local level to ensure visibility as per ANI guidelines and ensure TOT adherence at the city level • To support and implement planned promotions/activations at the store level • Implement the plannograms agreed upon with help of merchandisers Ensure maintenance of Sales processes : • To manage the Key Account distributors (SDR / BIR / Forecasting / Stock management / Sales reporting / Claims / Infrastructure/ training and development of staff) • Ensure optimum STR for ANI products and ensure high fill rates with the accounts • Maintain credit index as per TOT with the account • Update & provide feedback on the account operations to the regional account manager as well as the account manager handling the account Be the Best Sales force : • To develop excellent relations with the Key Accounts at all levels • To keep a check and provide feedback on current and new practices followed by competition • To analyze the market situation in order to aid in accurate Sales Forecasting • Ensure effective working of the merchandisers to help them deliver the maximum output Manage the merchandising operations: • Regularly analyze the data collected by the merchandisers and implement the action points • Regularly update the beat plans as per business requirement to get maximum output from the merchandiser team • Keep a control on the quality of merchandisers in the region • Work with all the merchandisers in the region at least once per quarter • Be the touch point for the merchandising agency in the region For local accounts and geography: Be the most important link of ANI • Assist the Account Manager in formulating the annual business plan for local accounts • Provide a rolling sales forecast for the accounts handled to the RAM and the concerned ASM • Be an integral part of TOT negotiations & help in roll out of the same • Plan and implement activities and promotions for the local accounts in consultation with the RAM • Track and maintain cost to sales for all spends on local accounts within agreed limit • Deliver a perfect punch in terms of NPI, price changes, pack changes 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 People management and development • Facilitate hiring & induction of ISR’s to ensure alignment to “ANI ways of working” • Enhance ISR effectiveness through training & coaching • Management of ISR working (PJP, Itinerary, expenses etc.) • Periodic review of ISR performance and feedback The base pay for this position is N/A In specific locations, the pay range may vary from the range posted. JOB FAMILY: Sales Force DIVISION: ANI International Nutrition LOCATION: INDIA > ANDHRA PRADESH > VIJAYAWADA : Remote ADDITIONAL LOCATIONS: WORK SHIFT: Standard TRAVEL: Yes, 20 % of the Time MEDICAL SURVEILLANCE: Not Applicable SIGNIFICANT WORK ACTIVITIES: Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day)