[Hiring] Key Account Development Manager @Abbott

Role Description

• Rollout of ABPs:
• To accomplish Secondary Sales Target in Key Accounts.
• Coordinate with the accounts at the local level to ensure visibility as per ANI guidelines and ensure TOT adherence at the city level.
• To support and implement planned promotions/activations at the store level.
• Implement the plannograms agreed upon with help of merchandisers.
• Ensure maintenance of Sales processes:
• To manage the Key Account distributors (SDR / BIR / Forecasting / Stock management / Sales reporting / Claims / Infrastructure/ training and development of staff).
• Ensure optimum STR for ANI products and ensure high fill rates with the accounts.
• Maintain credit index as per TOT with the account.
• Update & provide feedback on the account operations to the regional account manager as well as the account manager handling the account.
• Be the Best Sales force:
• To develop excellent relations with the Key Accounts at all levels.
• To keep a check and provide feedback on current and new practices followed by competition.
• To analyze the market situation in order to aid in accurate Sales Forecasting.
• Ensure effective working of the merchandisers to help them deliver the maximum output.
• Manage the merchandising operations:
• Regularly analyze the data collected by the merchandisers and implement the action points.
• Regularly update the beat plans as per business requirement to get maximum output from the merchandiser team.
• Keep a control on the quality of merchandisers in the region.
• Work with all the merchandisers in the region at least once per quarter.
• Be the touch point for the merchandising agency in the region.
• For local accounts and geography:
• Be the most important link of ANI.
• Assist the Account Manager in formulating the annual business plan for local accounts.
• Provide a rolling sales forecast for the accounts handled to the RAM and the concerned ASM.
• Be an integral part of TOT negotiations & help in roll out of the same.
• Plan and implement activities and promotions for the local accounts in consultation with the RAM.
• Track and maintain cost to sales for all spends on local accounts within agreed limit.
• Deliver a perfect punch in terms of NPI, price changes, pack changes.
• Distributor Management:
• Educate and train the 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.
• People management and development:
• Facilitate hiring & induction of ISR’s to ensure alignment to “ANI ways of working.”
• Enhance ISR effectiveness through training & coaching.
• Management of ISR working (PJP, Itinerary, expenses etc.).
• Periodic review of ISR performance and feedback.

Qualifications

• N/A

Requirements

• 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).

Benefits

• The base pay for this position is N/A.
• In specific locations, the pay range may vary from the range posted.

Company Description

• Job Family: Sales Force.
• Division: ANI International Nutrition.
• Location: INDIA > ANDHRA PRADESH > VIJAYAWADA : Remote.
• Additional Locations: N/A.
• Work Shift: Standard.