Key Account Development Manager
- Abbott
- 2 - 6 years
- Mumbai
- 7 months ago
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Job Description
For National Accounts :
Rollout of ABPs:
- To accomplish Secondary Sales Target in Key Accounts.
- Coordinate with the accounts at the local level to ensure visibility as per ANI guidelines and ensure TOT adherence at the city level
- To support and implement planned promotions/activations at the store level
- Implement the plannograms agreed upon with help of merchandisers
Ensure maintenance of Sales processes :
- To manage the Key Account distributors (SDR / BIR / Forecasting / Stock management / Sales
reporting / Claims / Infrastructure/ training and development of staff)
- Ensure optimum STR for ANI products and ensure high fill rates with the accounts
- Maintain credit index as per TOT with the account
- Update & provide feedback on the account operations to the regional account manager as well as
the account manager handling the account
Be the Best Sales force :
- To develop excellent relations with the Key Accounts at all levels
- To keep a check and provide feedback on current and new practices followed by competition
- To analyze the market situation in order to aid in accurate Sales Forecasting
- Ensure effective working of the merchandisers to help them deliver the maximum output
Manage the merchandising operations:
- Regularly analyze the data collected by the merchandisers and implement the action points
- Regularly update the beat plans as per business requirement to get maximum output from the merchandiser team
- Keep a control on the quality of merchandisers in the region
- Work with all the merchandisers in the region at least once per quarter
- Be the touch point for the merchandising agency in the region
For local accounts and geography:
Be the most important link of ANI
- Assist the Account Manager in formulating the annual business plan for local accounts
- Provide a rolling sales forecast for the accounts handled to the RAM and the concerned ASM
- Be an integral part of TOT negotiations & help in roll out of the same
- Plan and implement activities and promotions for the local accounts in consultation with the RAM
- Track and maintain cost to sales for all spends on local accounts within agreed limit
- Deliver a perfect punch in terms of NPI, price changes, pack changes
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
Job Classification
Industry: Medical Services / HospitalFunctional Area / Department: Sales & Business DevelopmentRole Category: Enterprise & B2B SalesRole: Key Account ManagerEmployement Type: Full timeContact Details:
Company: AbbottLocation(s): Mumbai+ View Contact
Keyskills: Distribution management Claims Nutrition Stock management Billing Training and Development Management Merchandising Salesforce RAM
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Abbott
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 spe...
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