Abbott is looking for a Senior Territory Sales Executive for our Muzaffarpur territory to contribute to the long-term growth of Abbott Nutrition products. You will be responsible for servicing a customer base, achieving set volume targets, and driving orders while managing business planning, distributor relationships, and overall territory performance.
What You'll Do
- Create and execute a business plan to meet territory objectives by driving market traffic and optimizing product availability.
- Identify potential towns, appoint and induct distributors on ANI processes, and allocate ISRs based on market potential.
- Facilitate the hiring, induction, training, and coaching of ISR’s to align with 'ANI ways of working' and ensure high retention.
- Establish and nurture customer relationships to uncover needs, drive orders, and increase the number and variety of SKUs stocked.
- Conduct daily sales calls to coach your team, increase order volume, check stock levels, and ensure proper merchandising.
- Negotiate customer contracts and deliverables that provide win-win solutions to achieve account objectives.
- Ensure shops are merchandised and maintain Key SKUs to Abbott's expectations to maximize availability and 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.
- Conduct monthly reviews of channel performance and create action plans to address lagging channels.
- Influence distributors to carry adequate stock and adhere to route plans for effective trade and consumer promotion.
- Ensure accurate forecasting and daily stock replenishment to meet weekly, monthly, and quarterly targets.
- Build and maintain a quality customer database, detailed territory information, and a competitive landscape analysis.
- Integrate the digital customer’s journey with the customer lifecycle using tools like POS apps, self-service platforms, and learning management systems.
- Act in full alignment with Abbott's compliance and regulatory expectations.
What We're Looking For
- Proven experience in territory sales management, preferably in the nutrition, FMCG, or healthcare sector.
- Demonstrated ability to develop and execute business plans to achieve sales targets.
- Strong experience in distributor management, including appointment, induction, and performance oversight.
- Expertise in hiring, training, coaching, and retaining a field sales team (ISRs).
- Excellent customer relationship management and negotiation skills.
- Proficiency in sales forecasting, stock management, and channel performance analysis.
- Ability to leverage digital tools to support demand creation and customer retention.
- A deep commitment to operating within compliance and regulatory frameworks.
Work Mode
This role operates in a local-country work mode based in India.
Abbott is an equal opportunity employer.
