Abbott ASSOCIATE
GI PROSPERA B. Sc/ B. Pharm or Any Graduate
EDUCATION /
QUALIFICATION
B. Sc/ B.
Pharm or Any Graduate with minimum 2 years of prior experience in vaccine/pedia
sales
AGE 25 - 32 years.
JOB PURPOSE
As an
ASSOCIATE you will be responsible for the development and performance of all
sales strategies in assigned market. Further you will drive primary sales,
secondary sales and ensuring brand presence in defined markets. You will
supervise/manage the distributor network to achieve desired sales objectives
thereby ensuring achievement of financial and ethical objectives of the division
as per the business strategy.
To achieve
this you will have authority to develop your customer management plan, approve
expiry products issue credit note for distributors under your control,
recommending appointment and credit limits of distributors, develop, execute
& plan your resource utilization and participate in Strategy Execution
review meetings to ensure alignment.
You have a
very important role to play in Division's success.
ROLES AND
RESPONSIBILITIES IN DETAIL
AREA BUSINESS
PLANNING:
Plan for
monthly and quarterly business.
Plan for
Trade activation business and overall sales
Plan demand
generation and fulfillment
Monitor
actual Sales and mid-course corrections and inputs to reduce variance against
expectations
Prescription
audit for Abbott brands and other competitors brands
To create and
update customer list having specified number of doctors / chemist (Trade) as
per the therapy / product requirement and maintain the same in physical /
electronic format.
Identifying
potential town and appointing distributor and customers (trade) in line with
business philosophy
BUSINESS
GENERATION & DEVELOPMENT:
Achieve
monthly, quarterly, half yearly and yearly Sales target by promoting companies
product ethically to customers as per the business plan
Having
science base discussion with Doctor and chemist for promotion of product in
clinic and at chemist place
Organizing
Camps (CME) as per the division strategy and customers need
To carry out
activations across trade and clinics for brand visibility
To plan and
conduct merchandising and sampling activity as per Division strategy.
Facilitate
the process of successful new product / products launch in the territory by
undertaking correct identification and targeting customers for the new product,
meet them at pre-determined intervals, effective in clinic / trade promotion
and feed back to the company
• Execute the
customer management plan to ensure that all the customers are covered as per
the plan and meet minimum KPIs as follows:
100% coverage
of Doctors. Customer Call average as per the customer management plan of the
division / therapy. Market intelligence collection, retailer level inventory
management calls as per the product profile and marketing strategy of the
therapy / division.
BRAND
MANAGEMENT:
Ensuring the
visibility of Abbott brands on retailers outlet as a part of brand promotion
strategy
Make maximum
productive call every day
Recommend
appointment of a party as a distributor after evaluating its commercial
standing, credit worthiness and personal assets.
Ensure that
stock and sales statements have been sent by the distributors on due dates.
Ensure that
the claims of the distributors are settled by company within specified time
limits.
CUSTOMER
MANAGEMENT:
Ensuring the
scheme on Abbott Products as per company norm are communicated to customer for
business generation and updating customers knowledge on Abbott brands
Updating the
customer / Doctor list as per business strategy
Generating
primary order as per the business strategy
Execute trade
activation / retail royalty programme and then other Reward and Recognizitation
for trade and consumer
Train
supervise and coach Distributor & staff to ensure implementation of
business strategies and programme
Train
supervises ISR / Distributor Sales Force and Trainee Professional Sales Manager
in implementation of company strategies.
Audit and
approve claims of breakages and expiry as per financial authority vested in you
by the company.
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