ABBOTT ASSOCIATE AREA
BUSINESS PLANNING , Mnager
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 over all 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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