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Sr Territory Sales Executive | Abbott India | Madurai | Team Management (ISR)


Abbott is about the power of health. For more than 125 years, Abbott has been helping people reach their potential — because better health allows people and communities to achieve more. With a diverse, global network serving customers in more than 160 countries, we create new solutions — across the spectrum of health, around the world, for all stages of life. Whether it’s next-generation diagnostics, life-changing devices, science-based nutrition, or novel reformulations, we are advancing some of the most innovative and revolutionary technologies in healthcare, helping people live their best lives through better health.

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The people of Abbott come to work each day with relentless energy, enthusiasm and a promise to enhance the health and well-being of millions of people. They push the boundaries to help manage and treat some of life’s greatest health challenges.

We invite you to explore opportunities at Abbott, to see if your talents and career aspirations may fit with our openings. An equal opportunity employer, Abbott welcomes and encourages diversity in our workforce.

Position: Sr Territory Sales Executive

Location: Madurai, Tamilnadu

Job Description:


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 the 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


  • 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 with stat / regulatory norms

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

Key Behavioral Competencies Required:

  • 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.
  • 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

  • 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

Key Technical Competencies Required:

  • Business Planning and Development

  • Ability to plan for sales targets, sales projections, and stock planning
  • Ability to identify potential business partners, geographies, channels
  • Understanding market place dynamics and pulse of  trade and shoppers

Distributor Management

  • Distributor financial management, commercial policy, investment and ROI
  • Management of distributor resources i.e. selling infrastructure, warehousing, logistics, and IT systems

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 teamwork

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 STR’s and stock rotation
  • Visibility management
  • Relationship management

Experience & Knowledge Required:

Qualification & Experience

  • Graduate in Arts / Science / Commerce from affiliated university / MBA from good university / Graduate from National Institute of Sales
  • Experience of 2-3 years in field sales in FMCG sales only.
  • Preferred companies are Marico, J&J, Dabur, Heinz, Cadbury, Perfetti & RCI.


  • To possess a complete territorial knowledge
  • Knowledge of brands, prices, margins and activities of both own products and competition
  • Working Knowledge of MS Office
  • Knowledge of local languages other than English

Click Here to Apply Now

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