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Abbott Area Sales Manager - Patna in Kolkata, India


  1. Deliver topline sales number for the Area/State
  • To plan and achieve the sales targets.

  • To plan and achieve the distribution targets

  • Ensure control on Damage, Returns and Expiry in line with norms

Area & Business Planning (in line with S&D norms)

  • Ensuring quality of market coverage through TSE and distribution network

  • Achieve S&D Targets as per plan (DBs, AFCs, Outlets, Eco and Relative Distribution Targets)

  • Monitor implementation of Distribution plan across distributor territories

  • Monitor brand availability, visibility & freshness (Stock rotation)

  • Drive NPI in line with CM plan across TT, PT and SS network

  • Ensure that the TSE are regularly working with the ISR & visiting PT distributors

  • Formulate & execute the secondary sales plan – Area wise , TSE wise, Brand wise , SKU wise

  • Conduct JCM’s for TSE and review area performance every month and also attend the JCM of the TSE with the ISR once a year

  • Work closely with the Ethical teams (RM & ABM in the area)

  • Work atleast 2 days with the MT KDE every month

3. Ensure Financial management by way of:

  • Implementing credit policy and credit controls

  • Timely claims settlement

  • Risk-free realization from the customer (distributor, institutions & cooperatives)

  • Timely ROI calculation and communication for distributors

4. Distributor & Infrastructure Development and Management

  • Educate and train the TT and PT 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

5. Code of conduct and compliance to stat / regulatory norms

  • Adherence to code of conduct

  • Adherence to SOP

  • Conformation to all financial and administration systems

  • To ensure that Trade Marketing activities are carried out as per norms laid down.

  • Analyze the market situation and ensure accurate sales forecasting in line with ANI norms

  • Compliance to statutory and regulatory norms

  • Handle Legal Issues, PFA issues, packaging defects etc

6. Administration Responsibilities

  • Provide administrative support to the Regional Sales Office through timely and accurate reporting

  • Monitor competitor activity and ensure timely reporting of the same

  • Ensure timely submission of claims for the area

People Management

  • To motivate, train & develop TSE for achievement of Targets, to maintain hygiene in the marketplace & work towards their all-round development.

  • Facilitate and support training for the field force. Active role in developing their Skills.

  • To identify good talent and develop atleast 1 TSE for higher responsibility in the long.

  • To identify talent in market (attract talent /prelim interviews for recruitment)

  1. Localised Trade Marketing Initiatives
  • To develop new business plan in order to increase volume/value sales.

  • Design, recommend and implement innovative Trade Marketing activities through proper identification of trade channels and segments within.

  • Implement regional plans developed by the Customer Marketing Team

  • Support & Provide feedback on marketing plans for the area

Key Behavioral Competencies Required :

  • Leadership

  • Interpersonal and team building skills

  • Communication skills

  • Analytical skills

  • Negotiation skills and influencing ability

  • High degree of initiative and enthusiasm

  • Mobility, Adaptability

  • Achievement orientation

  • Planning and organizing ability


Graduate 6 – 8 years experience at area level in a FMCG company with sufficient knowledge and understanding about Sales systems and processes or an MBA with upto 2-3 yrs experience Mobility Interpersonal skills IT – computer skill, MS office

Technical Knowledge / Skills Required:

  • Knowledge of Sales systems and processes

  • Knowledge of market dynamics, demographics of the area

  • Knowledge of various statistical techniques, operating packages

  • Financial & Marketing management

  • Logistics & supply chain management

  • Understanding of basic science and product knowledge

  • Networking and orientation towards customer (retailers/associations) management.

  • People management

  • Computer skills – MS Office

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