_Overall responsible for handling the Modern Trade & CSD business in India which would include:_ + _Driving sales_ + _Financial Management (including managing individual account / business P&L& the SG&A)_ + _Annual Business Planning and review_ + _Relationship Management_ + _Ensure stock planning and fill rate levels_ _CORE JOB RESPONSIBILITIES_ _Meeting the top line sales objective with Modern Trade & CSD_ + _Overall responsible for sales across the country._ + _Interacting with the Brand Teams and developing business plans in sync. With the brand strategy._ + _Ensuring stock availability (fill rates of 85%) at all the outlets with a high degree of forecasting accuracy._ _Managing the Customer-wise profitability with Modern Trade & CSD._ + _Setup a model to measure each Account profitability._ + _Ensure that resources including manpower are utilized in the most cost efficient manner._ + _Ensure activities with key accounts are done to maximize returns for ANI._ + _Ensure collection is done for direct customers as per the company norms and facilitate wholesaler’s collection for indirect customers._ _Drive Category Management with Modern Trade_ + _Work with activation and Accounts to do a shopper study on the category._ + _Use inputs from the shopper study to take the role of “Category Leader” with top Accounts._ + _“Category Leader” would involve advising the account on category layout, plannogramming, and special SKU’s, jointly working on exclusive promotions, etc. and overall enhancing category profitability and growth._ _Deliver the Perfect Punch in terms of Modern Trade & CSD_ + _New products introduction._ + _Pack changes._ + _Price increases._ + _Enrolment of new outlets._ + _Consumer promotions and other activities._ _Develop a strategic business plan for Modern Trade that would cover the following aspects_ + _Margins._ + _Visibility._ + _Exclusive SKU strategy._ + _Agreement for activation activities._ _Explore the possibility of enhancing the product portfolio by developing exclusive SKU’s & importing_ _international brands_ + _Use insights of shopper studies to develop different SKU’s for modern trade._ + _Scan the products available in the international market and look at the possibility of importing the_ _same to sell exclusively through the modern chain outlets in India._ _Setup a high performing team to manage Modern Trade & CSD_ + _Attract and retain the best talent._ + _Develop competencies of the Sales Team with a strong training program._ + _Have a strong succession plan in place._ + _Enrich the team with technology to have a cutting edge._ _Setup world class processes to handle Modern Trade & CSD_ + _Liaise with international coordinators to ensure accounts strategy is in sync. with the global accounts._ + _Setup world class processes._ + _Scan the environment and ensure that ANI is the first to exploit advent of a new international modern trade chains._ _Provide strategic inputs to the organization on the Modern Trade_ + _Modern trade potential in future._ + _Changing scenario in trade._ + _Changing structure for Modern Trade within the organization._ _Liaise with ANI global business coordinators for Wal*Mart and Carrefour respectively_ + _Ensure the policies followed in India with the above accounts are in line with the global policies._ + _Bring on board the global best practices followed with these accounts into India._ + _Manage the sensitivities of global Vs Indian operations._ _Organize Top to Top meetings with the major retailers_ + _Meeting between Retailer’s top management and ANI GM and BU Head – Trade._ + _Share growth and expansion plans of ANI in India and make the retailers partners in progress._ _Manage industry interfaces and keep the organization informed about developments in the retail_ _sector_ + _Develop good relations with counterparts in the FMCG industry._ + _Develop good relations within various Industry bodies like the ECR, RAI, etc._ + _Share best practices in the industry with the KA Team, so as to enhance internal system and processes_ + _Anticipate trends in the retail industry so that internal system and processes can be geared to meet the evolving retail environment._ _Managing the SG&A and ensuring the same is within agreed numbers_ + _Allocating funds within accounts and having a control on the spends_ + _Control on the teams and self TA&DA SG&A budgets_ _MINIMUM QUALIFICATIONS_ **_Minimum Education_** _Post Graduate_ **_Education Level_** **_Major/Field of Study_** _MBA/ PGDM_ _Sales & Marketing_ _Minimum Work Experience_ **_Experience_** **_Experience Details_** _12+ years_ + _Experience in Managing a team in a reputed FMCG Company in the Sales / Marketing function_ + _Extensive knowledge of marketing and brand plans._ + _Good grasp of distribution and logistics management._ + _Understanding of financial and legal regulations._ + _Networking and strong orientation towards customer management._ + _Ability to handle pressure in a dynamic environment._ + _Sharp negotiation and influencing skills. 9. Strong Account and Industry relationship at relevant Contact matrix within MT and CSD_ An Equal Opportunity Employer Abbot welcomes and encourages diversity in our workforce. We provide reasonable accommodation to qualified individuals with disabilities. To request accommodation, please call 224-667-4913 or email corpjat@abbott.com