**KEY RESPONSIBILITIES** : 1. **Deliver topline sales number for the Area/State** + To plan and achieve the sales targets. + To plan and achieve the distribution targets + Ensure control on Damage, Returns and Expiry in line with norms **Area & Business Planning (in line with S&D norms)** + Ensuring quality of market coverage through TSE and distribution network + Achieve S&D Targets as per plan (DBs, AFCs, Outlets, Eco and Relative Distribution Targets) + Monitor implementation of Distribution plan across distributor territories + Monitor brand availability, visibility & freshness (Stock rotation) + Drive NPI in line with CM plan across TT, PT and SS network + Ensure that the TSE are regularly working with the ISR & visiting PT distributors + Formulate & execute the secondary sales plan – Area wise , TSE wise, Brand wise , SKU wise + Conduct JCM’s for TSE and review area performance every month and also attend the JCM of the TSE with the ISR once a year + Work closely with the Ethical teams (RM & ABM in the area) + Work atleast 2 days with the MT KDE every month **3. Ensure Financial management by way of:** + Implementing credit policy and credit controls + Timely claims settlement + Risk-free realization from the customer (distributor, institutions & cooperatives) + Timely ROI calculation and communication for distributors **4. Distributor & Infrastructure Development and Management** + Educate and train the TT and PT distributors on ANI systems & processes + Ensure optimal stocking levels and high billing efficiency for all distributors + Ensure distributor compliance to agreed service levels & credit terms + Review distributor financial health (pipeline and outstanding) + Ensure that the claims of the distributor are settled by ANI within specified time limits **5. Code of conduct and compliance to stat / regulatory norms** + Adherence to code of conduct + Adherence to SOP + Conformation to all financial and administration systems + To ensure that Trade Marketing activities are carried out as per norms laid down. + Analyze the market situation and ensure accurate sales forecasting in line with ANI norms + Compliance to statutory and regulatory norms + Handle Legal Issues, PFA issues, packaging defects etc **6. Administration Responsibilities** + Provide administrative support to the Regional Sales Office through timely and accurate reporting + Monitor competitor activity and ensure timely reporting of the same + Ensure timely submission of claims for the area **People Management** + To motivate, train & develop TSE for achievement of Targets, to maintain hygiene in the marketplace & work towards their all-round development. + Facilitate and support training for the field force. Active role in developing their Skills. + To identify good talent and develop atleast 1 TSE for higher responsibility in the long. + To identify talent in market (attract talent /prelim interviews for recruitment) 8. Localised Trade Marketing Initiatives + To develop new business plan in order to increase volume/value sales. + Design, recommend and implement innovative Trade Marketing activities through proper identification of trade channels and segments within. + Implement regional plans developed by the Customer Marketing Team + Support & Provide feedback on marketing plans for the area **Key Behavioral Competencies Required :** + Leadership + Interpersonal and team building skills + Communication skills + Analytical skills + Negotiation skills and influencing ability + High degree of initiative and enthusiasm + Mobility, Adaptability + Achievement orientation + Planning and organizing ability **Experience:** Graduate 6 – 8 years experience at area level in a FMCG company with sufficient knowledge and understanding about Sales systems and processes or an MBA with upto 2-3 yrs experience Mobility Interpersonal skills IT – computer skill, MS office **Technical Knowledge / Skills Required:** + Knowledge of Sales systems and processes + Knowledge of market dynamics, demographics of the area + Knowledge of various statistical techniques, operating packages + Financial & Marketing management + Logistics & supply chain management + Understanding of basic science and product knowledge + Networking and orientation towards customer (retailers/associations) management. + People management + Computer skills – MS Office 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