Job Description

Employment Type: Full-time

Position Overview

Drive the long-term growth of Abbott Nutrition products in the region, across channels and brands, through the leadership of a high-performing trade sales team. You will be accountable for achieving Regional Sales Targets, Market Share, and Profit Objectives in each area within the region, by leading your team and third-party agents to deliver the Customer, Consumer, and Shopper propositions at the point of purchase.

Business Outcomes

• High-performing, agile trade sales team with a collective understanding of business direction, goals, and individual contributions.
• Preferred supplier status throughout the region.
• Adherence to contractual obligations and compliance.
• Strong talent pipeline of key talent at both individual and team levels.

Key Responsibilities

• Contribute to annual strategic planning by providing insights into market conditions, resourcing, logistic requirements, and human capital.
• Drive regional strategy and account planning across channels and customer types through team enablement and coaching.
• Leverage business analytics and customer insights to conduct ongoing analysis of growth potential throughout the region and create a strategy to establish Abbott as the brand of choice.
• Prioritize market and category opportunities within the territory by using real-time omnichannel business intelligence to allocate resources.
• Articulate the global strategy into a compelling commercial vision with a strategic call plan.
• Collaborate with cross-functional leads to plan tactical and operational execution on a monthly basis.
• Build team capability in supervisor and salesman roles to create a high-performing sales team.
• Leverage Marketing and Customer analytics, CRM data, and other measures to track and hold the team accountable for territory progress against KPIs by observing and coaching supervisors to support the sales team and influence the distributor network.
• Take an enterprise approach to managing the region, paying attention to cross-functional activities and their implications on regional plans.
• Develop operational plans to support the achievement of organizational and modern trade sales strategies.
• Use interactive data visualization to explore and communicate territory performance, potential, and to support strategic decision-making.
• Innovate the use of digital tools to deliver different types of value to a variety of stakeholders (e.g., retailers, distributors, customers) to develop an increasingly integrated digital/engagement strategy.
• Collaborate with cross-functional teams to execute brand strategy at the regional level and ameliorate the quality of customer insights.
• Accelerate the development of digital knowledge and application in supervisors through coaching and role-modeling.
• Integrate the digital customer’s journey with the customer lifecycle to drive digital demand creation & retention (e.g., POS App, self-serviced app/web, learning management systems, retail communities, webinars, etc.).
• Act in alignment with compliance and regulatory expectations.

Key Success Factors

• Enterprise thinking and regional management.
• A tendency to "own the business," holding oneself and the team accountable for the quality of execution.
• Strong business insight skills, including integrating digital tools with traditional touchpoints across channels and platforms, and interpreting and translating online and offline customer behaviors into strategic activities.
• Ability to make new connections between data and insights, and to make these ideas understandable and actionable to others.
• Ability to translate and explain Business Strategy into Financial outcomes (and KPIs).
• Strong relationship building, stakeholder (internal), and customer (external) management.
• Working collaboratively with cross-functional partners to optimize performance.
• Investing highly in team development, prioritizing and valuing individual development planning and coaching, and a holistic approach to development.