Senior Territory Sales Executive - Pune PCMC

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