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Senior Territory Sales Executive - Delhi

2+ years
Not Disclosed
10 Dec. 16, 2024
Job Description
Job Type: Full Time Education: B.Sc./ M.Sc./ M.Pharm/ B.Pharm/ Life Sciences Skills: Causality Assessment, Clinical SAS Programming, Communication Skills, CPC Certified, GCP guidelines, ICD-10 CM Codes, CPT-Codes, HCPCS Codes, ICD-10 CM, CPT, HCPCS Coding, ICH guidelines, ICSR Case Processing, Interpersonal Skill, Labelling Assessment, MedDRA Coding, Medical Billing, Medical Coding, Medical Terminology, Narrative Writing, Research & Development, Technical Skill, Triage of ICSRs, WHO DD Coding

Job Title: Territory Sales Manager - Abbott Nutrition
Location: India
Category: Sales


Job Summary:

The Territory Sales Manager will contribute to the long-term growth of Abbott Nutrition products by servicing a defined customer base. This role involves driving orders, achieving volume targets, and ensuring product availability across specific routes on dedicated days, weeks, or monthly cycles, as per the regional customer manager's guidelines.

Core Job Responsibilities:

  • Develop a business plan to achieve territory objectives by driving market traffic and optimizing product availability.
  • Identify and appoint distributors, induct them into ANI processes and systems, and allocate ISR’s based on market potential.
  • Oversee hiring, training, coaching, and retention of ISR’s to ensure alignment with Abbott's standards.
  • Establish strong relationships with customers, uncovering needs, driving orders, and increasing SKU diversity.
  • Conduct daily sales calls to coach teams, increase orders, monitor stock, and ensure proper merchandising.
  • Negotiate contracts and customer deliverables that meet account objectives while satisfying customer needs.
  • Ensure shops are merchandised correctly to maximize sales and product availability.
  • Influence customers to maintain appropriate stock levels and credit balance relative to accounts receivable.
  • Conduct monthly channel performance reviews and develop plans to address lagging channels.
  • Ensure accurate stock replenishment to meet sales targets through proper forecasting.
  • Maintain a detailed customer database, track territory information, and analyze competitive landscape.
  • Integrate digital tools into the customer lifecycle to support demand creation and retention (e.g., POS apps, webinars, learning systems).
  • Ensure compliance with regulatory expectations.

Minimum Qualifications:

  • Education: Graduate in Arts/Science/Commerce (Graduate from National Institute of Sales is a plus).
  • Experience: Minimum 2+ years of relevant sales experience in a similar role.