Senior Territory Sales Executive - Pune PCMC

Job Title

Role Description

Business Management

Customer Management

People Management

40-50%

30-35%

20-30%

Drive growth of Abbott Nutrition products through the development of strategic partnerships with key accounts that build long-term and sustainable business partnerships with strategically important accounts and boost brand loyalty and advocacy.

Develop a deep understanding and relationship of all key account stakeholders and decision-makers at the executive level, to develop strategy and concise engagement plans for key accounts plans that bring added value to the customer and Abbott

Collaborate with cross-functional teams (Marketing, Analytics, Training, SFE) to plan and execute brand strategy at the regional level and improve the quality of customer insights

Innovate the use of digital tools and platforms to deliver different types of customer/business value to a variety of customers to develop an increasingly integrated omnichannel engagement in alignment with key account strategies

Develop a robust talent pipeline of high performers who drive the business, and may be developed into future sales leaders

Business Outcomes

Increased sales and grow the accounts to leverage the trade market share across channels

Predictive customer insights that enable the anticipation of trade trends, and influence overall trade marketing strategy and plan

Strong relationships with influential regional stakeholders at the wholesaler, distributor, and retailer on executive levels

Key Business Challenges

Driving growth and trade market share across the region in an increasingly complex and fast changing market

Developing and retaining diverse talent of varying levels of capability, including creating adequate development opportunities and transitions to retain talent

Securing appropriate, reliable trade sales analytics and integrating insights from multiple platforms (not originally designed together)

Maintaining the balance between the increasing demand to drive sales growth (Business prospective) and customers satisfaction during market challenges (Customer prospective)

Key Success Factors

A tendency to "own the business", holding themselves and their teams accountable for the quality of execution

Strong business insight skills, including integrating digital tools and platforms with traditional touchpoints across channels, and interpreting and translating online and offline customer behaviors into strategic activities

Ability to translate key account strategy into financial outcomes, KPIs, and coordinated activities across the account team

Working collaboratively with cross-functional partners (Marketing, Analytics, Supply) to optimize performance

Investing highly in team development, prioritizing and valuing individual development planning and coaching, and a holistic approach to people management