To give strategic direction to the team, achieve Sales & Market Share targets for the region, develop and implement strategies to increase distribution, manage financial parameters (SG&A, OH of the branch), ensure all financial & regulatory compliance in the branch, collaborate with Demand Generation Ethical Sales Team & Cross Functional stakeholders and develop a strong second line leadership in the sales team so that ANI trade objectives for the branch are achieved. CORE JOB RESPONSIBILITIES **1.** **Give strategic direction to the Region and ensure the achievement of the topline sales number** + To plan and achieve the sales targets + To plan and achieve the distribution targets + To control & monitor sales returns, damages, expiry stocks, etc. as per company norms **2. Deliver Market Share Goal at Category Level for the Region** **3. Ensure Financial compliance by way of:** + Implementing credit policy and credit controls + Monitor and control SG&A spends in the Region (Over Heads and Trade Marketing) + Overall responsible for timely & risk-free realization from the customer (distributor, institutions & cooperatives) + Plan & Deliver on M&P initiatives **4. Business Planning for the Region** + Monitor market coverage through ASM / TSE and distribution network + Monitor implementation of Distribution plan across ASM territories in line with Trade S&D plans + Conduct monthly RTMs (Regional Team Meeting) for ASMs and review area performance and forecast every month post the RFM (Regional Forecast Meet) + Attend the JCM of the all ASMs with TSEs at least once a year + Work closely with the Ethical ABMs and RMs of the region **5. Distribution Management & stock planning for the branch** + Monitor pipelines across the Region (C&F) and Distributors + Plan & Monitor execution of the secondary sales plan through the ASM – Area wise , TSE wise, Brand wise , SKU wise + Lead a RFC (Regional Team Meeting) along with the Customer Service Manager and review area wise trade forecast + Involve the MND & PND RBM, Regional Manager : Modern Trade and Regional Manager : Customer Marketing in the Regional Fc Meet + Participate in the Trade BU Forecast meet at Head Office along with the other Demand Planning, Supply Chain, Vertical Heads in the Trade BU & the HO marketing team **6. Code of conduct and compliance to stat / regulatory/QA norms** + Ensure branch adherence to code of conduct + Ensure branch adherence to sales SOP + Conformation to all financial and administration systems + Compliance to statutory and regulatory norms + Ensure that the branch team handles Legal Issues, PFA issues, packaging defects etc in consultation with HO Teams + Checks stock hygiene & engages with customers/officials on QA related issues as per organization guidelines **7. Administration Responsibilities:** + Ensure proper documentation of spends in the branch (SG&A – OH and TMM) + Ensure proper capturing of sales MIS at the branch + Primary Sales + Secondary Sales + Drive distributor computerization project through the Commercial Excellence Team (at HO) + Sales waste + Pipelines + Financials + Provide necessary support to the BU Head trade to run the trade BU + Track competitor activity and create a database for the same + Ensure timely submission of the trade Fc to the BU Head + Ensure timely submission of SG&A Fc to the CMM Head **8.Develop team through coaching, training and reward management** + To motivate and provide leadership to the trade team in the branch + To work with all ASM’s & TSE as per guidelines + Facilitate and support training for the ASM’s and their teams + To manager careers within the branch and actively engage with other branch heads, vertical heads in the trade BU to facilitate cross functional exposure for the team. + To reward superior performance in the branch through timely recognition + Provide Transparent & Robust Feedback through Coaching Scores, Mid Yr & End-Year Assessment + Structure DAP & Succession plans for Key Talent 9. In Store Retail execution & Localized Trade Marketing Initiatives + Ensure best in class implementation of Channel loyalty programs as per plan + To develop customized business plan in order to leverage regional opportunities + Oversee the design and implementation of innovative Trade Marketing activities through proper identification of trade channels and segments within the branch. MINIMUM QUALIFICATIONS **Minimum Education** Post Graduate **Education Level** **Major/Field of Study** MBA/PGDM Sales & Marketing MINIMUM WORK EXPERIENCE **Experience** **Experience Details** + Minimum 15- 18 years of relevant experience. + Graduate 15 – 18 years experience at a zonal / branch / region level in a FMCG company with sufficient knowledge and understanding about Sales systems and processes or an MBA from a premier institute with upto 8-10 yrs experience in sales in a MNC FMCG or with a top Indian FMCG (mix of different types of trade - traditional trade, modern trade, trade marketing would be ideal) + Mobility PAN India 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