Job Description

Position Overview

• Location Type: Remote
• Employment Type: Full Time
• Job Family: Sales Force
• Division: ANI International Nutrition
• Travel: Yes, 75% of the Time
• Work Shift: Standard

The primary objective of this role is to create and execute a business plan to achieve territory targets by driving market traffic and optimizing product availability. This involves identifying potential towns, appointing and inducting distributors on ANI processes and systems in line with business strategy, and allocating ISRs based on market potential. A key responsibility is to facilitate the hiring, induction, training, and coaching of ISRs, ensuring alignment with "ANI ways of working" and fostering high retention rates.

The role requires establishing strong relationships with customers to understand their needs, drive orders, and increase the number and variety of SKUs stocked. Daily sales calls are essential for coaching the team, increasing order volume, checking stock levels, and ensuring proper merchandising at each customer location. Negotiation of customer deliverables and contracts is crucial to achieve win-win solutions that meet account objectives while satisfying customer needs.

Ensuring shops are merchandised correctly and maintaining Key SKUs according to Abbott expectations is vital for maximizing product availability and sales potential. Demonstrating the superiority of Abbott products from the customer's perspective is a core function. The role also involves influencing customers to maintain a proper balance of stock and market credit relative to accounts receivable and periodically reviewing their financial health.

Regular monthly reviews of channel performance are expected, with the creation of plans to address lagging channels to meet targets. Influencing distributors to carry adequate stock and adhere to route plans that support the implementation of trade and consumer promotion plans is also a key responsibility. Ensuring adequate daily stock replenishment to meet weekly, monthly, and quarterly targets through accurate forecasting is critical.

Furthermore, the role involves building a quality customer database, gathering territory information, and understanding the competitive landscape. Integrating the digital customer's journey with the customer lifecycle to support demand creation and retention (e.g., POS App, self-serviced app/web, learning management systems, retail communities, webinars) is a modern requirement. All activities must be conducted in alignment with compliance and regulatory expectations.

Requirements

• (Details are missing, but implied requirements include sales experience, business planning skills, customer relationship management, and understanding of distribution channels)

Responsibilities

• Develop and implement business plans to achieve territory objectives.
• Identify and appoint distributors.
• Induct distributors on ANI processes and systems.
• Allocate ISRs based on market potential.
• Facilitate hiring, induction, training, and coaching of ISRs.
• Establish relationships with customers to drive orders and increase SKU variety.
• Conduct daily sales calls to coach the team and monitor stock.
• Negotiate customer contracts.
• Ensure proper merchandising and maintain Key SKUs.
• Demonstrate the benefits of Abbott products.
• Monitor customer financial health.
• Review channel performance and create improvement plans.
• Influence distributors to carry stock and follow route plans.
• Ensure adequate stock replenishment.
• Build customer databases and maintain territory information.
• Integrate digital customer journeys.
• Ensure compliance with regulations.

Additional Information

• Base Pay: N/A (Pay range may vary by location)
• Medical Surveillance: Not Applicable
• Significant Work Activities: Continuous walking for prolonged periods (more than 2 hours at a time in an 8-hour day)