Area Business Manager-Delhi

JOB DESCRIPTION:

JOB SUMMARY

• Contribute to the long-term growth of Abbott Nutrition products in territory by increasing awareness among Health Care Professionals on the important role of nutrition in improving quality of life, and the superiority of Abbott products to competitor brands. 
• Gain new business and grow existing business through a omnichannel, customer engagement strategy that builds HCP confidence in and loyalty to Abbott brand products.
• Develop and sustain the knowledge, customer engagement skills, and business acumen of Sales Executives to build a high performing ethical sales team
• Develop KOL relationships to promote the Abbott brand and influence the perception of Abbott products as the brand of choice, by HCPs in all specialties and at all levels 

CORE JOB RESPONSIBILITIES

• Measure progress of team members against customer and account objectives, per the account plan, and take action to ensure targets and KPIs are met (monthly, quarterly, annually) as assigned by the Sales Manager
• Enable ethical field force to meet regional and team KPIs
• Analyze market ,category and channel opportunities within territory/area using real-time omnichannel business intelligence to identify opportunities for market share growth at the customer/account level
• Leverage business analytics and customer insights to conduct on-going analysis of growth potential throughout the region and create an omnichannel engagement strategy to establish Abbott as the brand of choice throughout the region
• Develop and support the execution of account plans using an integrated customer omnichannel engagement strategy
• Deploy marketing programs to target customers and accounts via the Sales Executives, including education, execution, and tracking of program impact/success
• Observe and provide progressive, real-time coaching and feedback to Sales Executives on every aspect of the customer engagement process
• Accelerate the development of digital knowledge and application in Sales Executives through mentoring, coaching and role-modeling
• Build and maintain relationships with customers and accounts across digital, remote/virtual and face to face channels to increase awareness and loyalty to Abbott brand products
• Collaborate with the training/SFE to Optimize team performance by identifying knowledge and skill gaps in Sales Executives across the team and create individual development plans to elevate capabilities across the territory/area
• Provide direct, on-going support to Sales Executives in the field through collaborative problem solving, mentoring, coaching, feedback and escalations
• Develop and expand network of KOLs throughout the territory/area, reflecting to influence at all levels of an account (not limited to HCPs)
• Work cross-functionally with Marketing, Analytics and SFE to gather, interpret and share customer and market behavior data, translating omnichannel engagement data into real-world activities
• Role-model ethical behavior by demonstrating integrity and transparency in alignment with compliance and regulatory expectations
• Work closely with the Talent Acquisition & Business HR team to source & recruit the right talent for all vacant positions

MINIMUM QUALIFICATIONS

Minimum Education

Graduation in medicine, science, pharmaceuticals /nutrition.

Education Level

Major/Field of Study

MBA/ PGDM would be a plus

Sales & Marketing

Minimum Work Experience

Experience

Experience Details

5 + years

• Experience in Sales with at-least 2 years as Area Manager.
• Must have knowledge of market dynamics, demographics of area.
• Must have knowledge of Channel sales across different types of outlets.
• Networking and orientation towards customer (retailers/associations) management.
• Possess negotiation skills, people development, Networking Ability and influencing ability.

The base pay for this position is

N/A

In specific locations, the pay range may vary from the range posted.

JOB FAMILY:Sales ForceDIVISION:ANI International NutritionLOCATION:India > Mumbai : BKC BuildingADDITIONAL LOCATIONS:WORK SHIFT:StandardTRAVEL:Yes, 100 % of the TimeMEDICAL SURVEILLANCE:Not ApplicableSIGNIFICANT WORK ACTIVITIES:Continuous standing for prolonged periods (more than 2 consecutive hours in an 8 hour day)