JOB DESCRIPTION:
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
The base pay for this position is
N/A
In specific locations, the pay range may vary from the range posted.
JOB FAMILY:
Sales Force
DIVISION:
ANI International Nutrition
LOCATION:
India > Pune : Tara Heights, CTS No.20/2, Final Plot, no.18/2
ADDITIONAL LOCATIONS:
WORK SHIFT:
Standard
TRAVEL:
Yes, 75 % of the Time
MEDICAL SURVEILLANCE:
Not Applicable
SIGNIFICANT WORK ACTIVITIES:
Continuous standing for prolonged periods (more than 2 consecutive hours in an 8 hour day)