Abbott

JOB DESCRIPTION:

Job Summary

Responsible for Planning and Strategy Development, Coaching Team & alignment with Training & Customer Focus and Service

Planning and Strategy Development

• Design sales force deployment that complies with SFE guidelines, and optimizes investment of resources according to business potential and ROI
• Establish SFE monitoring systems (including ETMS) correlating potential for business, investment of activities & results achieved
• Review SFE KPI metrics to ensure compliance with SFE guidelines and consult with respective BU Heads on remedial action required
• In consultation with the BU Heads, design the salesforce incentive scheme, ensuring compliance with SFE guidelines and the Code of Conduct
• Establish an SFE Project Team to develop SFE strategy and ensure comprehension and implementation of guidelines
• Establish processes for monitoring company, promoted product and message recall to ensure core message delivery and competitive share of voice/mind

Coaching Team & alignment with Training

• Oversee coordination of sales force foundation training programs to ensure key behaviours/ competencies are developed and support Training Managers on course delivery
• Collaborate with marketing/Training to ensure the development of product distance learning materials
• Conduct semi-annual performance review for direct reports

Customer Focus and Service

• Ensure a National customer database is in place profiling customers against potential for business
• Strong understanding of HCP & Trade sales environment & digital literacy with a systems-thinking approach to integrating digital as a core component of strategy
• Ensure an optimal level of National calling activity with key target customers
• Ensure that direct reports understand and disseminate (e.g. in Training) the Code of Conduct
• Ensure availability of meaningful and accurate salesforce metrics (e.g. ETMS summary reports, SFE “dashboards”) for management information
• Communicate monthly SFE KPI metrics data
• Develop behaviours leading to enhanced effectiveness as outlined in key SFE practices in ANI

Experience Details

Minimum 10+ years of relevant experience.

• 10 + years’ experience in Sales ( with managerial experience) and Marketing with 3 years as Training Manager/ SFE Manager
• Planning & Prioritizing
• Decision-making & problem solving
• Communication skills – written & verbal, Presentation skills
• Drive for Results & Customer Focus
• Developing People, Networking Ability
• Energy & Enthusiasm, Teamwork & Co-operation

The base pay for this position is

N/A

In specific locations, the pay range may vary from the range posted.

JOB FAMILY:

Sales Support & Administration

DIVISION:

ANI International Nutrition

LOCATION:

India > Mumbai : BKC Building

ADDITIONAL LOCATIONS:

WORK SHIFT:

Standard

TRAVEL:

Yes, 20 % of the Time

MEDICAL SURVEILLANCE:

Not Applicable

SIGNIFICANT WORK ACTIVITIES:

Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day)