ABOTT India ltd
INTERESTED STUDENTS :CLICK HERE TO REGISTER
LAST DATE FOR REGISTRATION IS 9/5/2015 BEFORE 02:00 pm
CTC : 3.5 lacs + lucrative incentives + daily allowance.
DATE OF INTERVIEW :16/5/2015
Students eligibility criteria is 60% and above in 10th and 12th standard.
LAST DATE FOR REGISTRATION IS 9/5/2015 BEFORE 02:00 pm
CTC : 3.5 lacs + lucrative incentives + daily allowance.
DATE OF INTERVIEW :16/5/2015
Students eligibility criteria is 60% and above in 10th and 12th standard.
REPORTS TO: Area Sales Manager
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COUNTRY: India
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DEPARTMENT: Trade BU
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LOCATION:
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JOB PURPOSE:
To
drive primary sales, secondary sales and market presence in defined markets,
to manage the distributor network, and to lead the interim sales rep (ISR) team
to achieve desired sales objectives
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DIMENSIONS OF THIS
ROLE
·
Geographical
area: District within a State
·
Sales
turnover
·
Manpower:
Handling of Interim Sales Representative (ISR)
·
Distribution:
W/s, covering markets and
servicing retail outlets
·
External
customers: Wholesaler, Retail outlets, ISR etc.
·
Internal
Customers: ASM, C&F, Branch Office Team
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KEY RESPONSIBILITIES
Sales Focus
·
Ensure
achievement of monthly, quarterly and annual agreed Sales targets within laid
down business terms for all brands
·
Sales
target setting and monitoring for Distributors, ISR’s at a beat level
·
Monitor
Actual Sales and mid course corrections and inputs to reduce variance against
expectations
·
Sales
projection for distribution business
Area & Business Planning
·
Identify
potential towns & appoint distributors in line with business strategy
·
Plan
& allocate ISR’s basis market potential
·
Formulate
& execute the secondary sales plan – Area wise , distributor wise , Brand
wise , SKU wise
·
Conduct
JCM’s for all ISR’s every month and review area performance
Distribution
Management
·
Ensuring
quality of market coverage through effective use of ISR and distribution
network
·
Develop
and ensure implementation of Distribution plan across distributor territories
·
Ensure
category availability, visibility & freshness (Stock rotation)
·
Ensure
that the ISR’s are servicing the market for breakages & stock destruction
·
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
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
·
ISR
retention through high engagement and motivation
Reporting
·
Daily
activity report
·
JCM
reports on area performance
·
Retail
Audit & Retail Universe update
·
Expense
Statements
·
SDR
/ BIR
·
Other
relevant forms
Code of conduct and
compliance to stat / regulatory norms
·
Adherence
to code of conduct
·
Conformation
to all financial and administration systems
·
Compliance
to statutory and regulatory norms
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Key Behavioral Competencies Required:
Ø Influencing Skills
·
Ability to influence others and gain support
from stakeholders within and outside ANI.
·
Develop beneficial relationships to win
support, gain co-operation or overcome objections in order to progress
objectives.
Ø Developing People
·
Ability to effectively supervise and build
a high performing team by providing them with resources, coaching, feedback,
training and stretched responsibilities to develop their capabilities
·
Fostering the development of others by
providing a supportive environment for enhanced performance and professional
growth
Ø Customer Focus
·
Identifying and responding to current and
future customer needs
·
Focusing the team / organization on adding
value to customers and taking actions to build customer value
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Key Technical Competencies Required:
Ø Business Planning and Development
·
Ability to plan for sales targets, sales
projections and stock planning
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Ability to identify potential business
partners, geographies, channels
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Understanding market place dynamics and
pulse of trade and shoppers
Ø Distributor Management
·
Distributor financial management,
commercial policy, investment and ROI
·
Management of distributor resources i.e.
selling infrastructure, warehousing, logistics and IT systems
Ø People management
·
Capability building through training and
coaching, Hiring and induction of sales reps
·
Monitoring and management of sales rep
performance
·
Engagement through market work, recognition
and team work
Ø Sales Management
·
Planning for target achievement
·
Management of coverage through effective
route planning, visit frequency optimization and PJP control
·
Management of distribution through
wholesaler billing efficiency, must stock lists, market
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Visibility management
·
Relationship management
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Ø Experience & Knowledge Required:
Ø Qualification
Ø Graduate in Arts /
Science / Commerce from affiliated university / MBA from small university /
Graduate from National Institute of Sales .
Ø Knowledge
Ø
To
posses a complete territorial knowledge
Ø
Knowledge
of brands , prices , margins and activities of both own products and
competition
Ø
Working
Knowledge of Ms Office
Ø
Knowledge
of local languages other than English
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