Job Purpose
As A Key Accounts Manager You Will Be Responsible For The Development And Performance Of All Sales Strategies In Assigned Market. Further You Will Drive Primary Sales, Secondary Sales And Ensuring Brand Presence In Defined Markets. You Will Supervise/Manage The Distributor Network To Achieve Desired Sales Objectives Thereby Ensuring Achievement Of Financial And Ethical Objectives Of The Division As Per The Business Strategy.
To Achieve This You Will Have Authority To Develop Your Customer Management Plan, Approve Expiry Products Issue Credit Note For Distributors Under Your Control, Recommending Appointment And Credit Limits Of Distributors, Develop, Execute & Plan Your Resource Utilization And Participate In Strategy Execution Review Meetings To Ensure Alignment.
You Have A Very Important Role To Play In Division'S Success.
Roles And Responsibilities In Detail
Area Business Planning:
\U2022 Plan For Monthly And Quarterly Business.
\U2022 Plan For Trade Activation Business And Over All Sales
\U2022 Plan Demand Generation And Fulfillment
\U2022 Monitor Actual Sales And Mid Course Corrections And Inputs To Reduce Variance Against Expectations
\U2022 Prescription Audit For Abbott Brands And Other Competitors Brands
\U2022 To Create And Update Customer List Having Specified Number Of Doctors / Chemist (Trade) As Per The Therapy / Product Requirement And Maintain The Same In Physical / Electronic Format.
\U2022 Identifying Potential Town And Appointing Distributor And Customers (Trade) In Line With Business Philosophy
Business Generation & Development:
\U2022 Achieve Monthly, Quarterly, Half Yearly And Yearly Sales Target By Promoting Companies Product Ethically To Customers As Per The Business Plan
\U2022 Having Science Base Discussion With Doctor And Chemist For Promotion Of Product In Clinic And At Chemist Place
\U2022 Organizing Camps (Cme) As Per The Division Strategy And Customers Need
\U2022 To Carry Out Activations Across Trade And Clinics For Brand Visibility
\U2022 To Plan And Conduct Merchandising And Sampling Activity As Per Division Strategy.
\U2022 Facilitate The Process Of Successful New Product / Products Launch In The Territory By Undertaking Correct Identification And Targeting Customers For The New Product, Meet Them At Pre Determined Intervals, Effective In Clinic / Trade Promotion And Feed Back To The Company
\U2022 Execute The Customer Management Plan To Ensure That All The Customers Are Covered As Per The Plan And Meet Minimum Kpis As Follows:
A. 100% Coverage Of Doctors.
B. Customer Call Average As Per The Customer Management Plan Of The Division / Therapy.
C. Market Intelligence Collection, Retailer Level Inventory Management Calls As Per The Product Profile And Marketing Strategy Of The Therapy / Division.
Brand Management:
\U2022 Ensuring The Visibility Of Abbott Brands On Retailers Outlet As A Part Of Brand Promotion Strategy
\U2022 To Plan And Attend Retail Meets, Market Blitz Etc For Sales Growth
Job Purpose
As A Key Accounts Manager You Will Be Responsible For The Development And Performance Of All Sales Strategies In Assigned Market. Further You Will Drive Primary Sales, Secondary Sales And Ensuring Brand Presence In Defined Markets. You Will Supervise/Manage The Distributor Network To Achieve Desired Sales Objectives Thereby Ensuring Achievement Of Financial And Ethical Objectives Of The Division As Per The Business Strategy.
To Achieve This You Will Have Authority To Develop Your Customer Management Plan, Approve Expiry Products Issue Credit Note For Distributors Under Your Control, Recommending Appointment And Credit Limits Of Distributors, Develop, Execute & Plan Your Resource Utilization And Participate In Strategy Execution Review Meetings To Ensure Alignment.
You Have A Very Important Role To Play In Division'S Success.
Roles And Responsibilities In Detail
Area Business Planning:
\U2022 Plan For Monthly And Quarterly Business.
\U2022 Plan For Trade Activation Business And Over All Sales
\U2022 Plan Demand Generation And Fulfillment
\U2022 Monitor Actual Sales And Mid Course Corrections And Inputs To Reduce Variance Against Expectations
\U2022 Prescription Audit For Abbott Brands And Other Competitors Brands
\U2022 To Create And Update Customer List Having Specified Number Of Doctors / Chemist (Trade) As Per The Therapy / Product Requirement And Maintain The Same In Physical / Electronic Format.
\U2022 Identifying Potential Town And Appointing Distributor And Customers (Trade) In Line With Business Philosophy
Business Generation & Development:
\U2022 Achieve Monthly, Quarterly, Half Yearly And Yearly Sales Target By Promoting Companies Product Ethically To Customers As Per The Business Plan
\U2022 Having Science Base Discussion With Doctor And Chemist For Promotion Of Product In Clinic And At Chemist Place
\U2022 Organizing Camps (Cme) As Per The Division Strategy And Customers Need
\U2022 To Carry Out Activations Across Trade And Clinics For Brand Visibility
\U2022 To Plan And Conduct Merchandising And Sampling Activity As Per Division Strategy.
\U2022 Facilitate The Process Of Successful New Product / Products Launch In The Territory By Undertaking Correct Identification And Targeting Customers For The New Product, Meet Them At Pre Determined Intervals, Effective In Clinic / Trade Promotion And Feed Back To The Company
\U2022 Execute The Customer Management Plan To Ensure That All The Customers Are Covered As Per The Plan And Meet Minimum Kpis As Follows:
A. 100% Coverage Of Doctors.
B. Customer Call Average As Per The Customer Management Plan Of The Division / Therapy.
C. Market Intelligence Collection, Retailer Level Inventory Management Calls As Per The Product Profile And Marketing Strategy Of The Therapy / Division.
Brand Management:
\U2022 Ensuring The Visibility Of Abbott Brands On Retailers Outlet As A Part Of Brand Promotion Strategy
\U2022 To Plan And Attend Retail Meets, Market Blitz Etc For Sales Growth