1+ months

Sales Development Manager

Abbott
Bengaluru, KA 560002

Position Title: Sales Development Manager

Reports to  Regional Sales Manager

Position Purpose

  • To drive primary sales, secondary sales, and market presence in the assigned sales territory.  (State / SuperStockist Structure)
  • To lead a team of ISRs for the development of the market to achieve desired sales objectives.
  • To implement, track and monitor Sales Enablers for strengthening Trade systems & processes.

Internal Customers

Area Sales Manager, Branch Head, TSEs, ISRs, RCMM, CME, Training Manager, SFE manager.

External Customers

Distributors, Super Distributors, Sub Distributors, Retailers, Chemists.

Minimum Requirements

  • Graduation in any field.
  • Relevant sales experience of at least five years within ANI or other reputed organization.

Managerial

  • People management skills.
  • Analytical abilities.
  • Strategic Thinking.
  • Business planning & development skills.

Behavioral

  • Leadership skills.
  • Decision-making skills.
  • Interpersonal & influencing skills.
  • Communication skills.

KEY RESULT AREAS

1. Sales Achievement (30%)

ACTIVITIES

  • Ensure achievement of monthly, quarterly, and annual sales targets within laid down business terms for all divisions and brands.
  • Monitor actual sales and make mid-course corrections and inputs to reduce variance against expectations.

MEASUREMENT CRITERIA

  • Primary and secondary value sales.
  • Market share.
  • Sales Growth.
  • Target vs achievement.

2.Territory Business Planning(20%)

ACTIVITIES ​

  • Identify potential towns & appoint Distributors / Super Distributors in line with business strategy.
  • Plan & allocate ISRs basis market potential.
  • Design and implement ISR PJP for the best optimization of resources.
  • Conduct JCM’s for all ISRs and review area performance.

MEASUREMENT CRITERIA

  • Distributor / Super distributor appointment against the plan.
  • Sales per ISR

3. Distribution Management(20%)

ACTIVITIES

  • Ensuring quality of market coverage through effective use of ISRs.
  • Develop and ensure implementation of Distribution plan across distributor / SD territories.
  • Ensure category availability, visibility & freshness (Stock rotation)
  • Formulate and ensure implementation of trade & consumer promotion plans.
  • Support micro marketing/ customer activation initiatives planned for the area.
  • Competition tracking & providing inputs to the ASM.

MEASUREMENT CRITERIA

  • Achievement of distribution targets for all brands.
  • Implementation of visibility objectives.
  • Implementation of customer marketing plans in the territory

4.Distributor / Super Distributor Management(15%)

ACTIVITIES

  • Educate and train distributors on ANI systems & processes
  • Ensure optimal stocking levels and high billing efficiency for all distributors.
  • Review distributor financial health & take corrective actions

MEASUREMENT CRITERIA

  • Billing efficiency.
  • Sales phasing.
  • Distributor cheque bouncing.

5. People Management  and Development (5%)

ACTIVITIES

  • Facilitate hiring and induction of ISRs.
  • ISR motivation and engagement.
  • Act as coach and mentor to any new TSE recruit.
  • Be the “Train The Trainer” for all development initiatives in the branch.

MEASUREMENT CRITERIA

  • ISR retention.
  • Feedback from new TSE recruits.
  • Training evaluation

6. Reporting / Administration (5%)

ACTIVITIES

  • Generate and submit daily, weekly and monthly reports as per requirement.
  • Ensure regular reporting on technology applications like Blaze etc.

MEASUREMENT CRITERIA

  • Timely submission of reports.

7.Code of conduct and compliance to stat / regulatory norms(5%)

ACTIVITIES

  • Adherence to code of conduct.
  • Conformation to all financial and administration systems.Compliance with statutory and regulatory norms.

MEASUREMENT CRITERIA

  • Regular monitoring of ASM on statutory and regulatory compliance

","industry":"Healthcare","title":"Sales Development ManagerDivision: ADC Diabetes Care
Travel: Yes, 100 % of the Time
Medical Surveillance: Not Applicable
Significant Work Activities: Continuous walking for prolonged periods (more than 2 hours at a time in an 8 hour day)

Categories

Posted: 2021-03-19 Expires: 2021-05-19

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Sales Development Manager

Abbott
Bengaluru, KA 560002

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