Abbott Territory Sales Executive in Indore, India


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 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 to stat / regulatory norms

  • Adherence to 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 team work

  • 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

An Equal Opportunity Employer

Abbot welcomes and encourages diversity in our workforce.

We provide reasonable accommodation to qualified individuals with disabilities.

To request accommodation, please call 224-667-4913 or email