ROLE DESCRIPTION Contribute to the long-term growth of Abbott Nutrition products in territory by servicing a defined customer base on a specific route and dedicated days, weeks or monthly cycles as set out by the customer manager of the region and to achieve volume targets by taking orders and placing them as per the standard Abbott operating procedure. BUSINESS OUTCOMES Increased sales of Abbott products, and increased market share across channels and formats Consistent in-store merchandizing and optimal stock levels Strong stock rotations and SKU availability New business development through the retailer/wholesaler network Continuous improvement through innovative, multichannel activities to access and influence retailer and consumer brand behaviors KEY RESPONSIBILITIES & ACTIVITIES Create a business plan to achieve targets that meet channel objectives by driving market traffic and optimizing product availability Establish relationships with retail and wholesale customers to uncover needs, take orders, and increase the number and variety of SKUs stocked Conduct daily sales calls to increase the number of orders taken, check stock, and ensure proper merchandising at each customer Negotiate customer contracts that provide win-win solutions to deliver on account objectives while satisfying the customer’s needs Ensure shops are merchandised in accordance with Abbott expectations to maximize product availability and potential sales Demonstrate the superiority of Abbott products from the customer’s perspective, emphasizing the ROI advantages of the Abbott brand Influence customers to maintain a proper balance of stock and market credit relative to accounts receivable by telling a persuasive brand story that links to increased traffic and sales Conduct annual reviews of channel performance and create plans to address lagging channels to meet channel targets for strategic customers Identify new business opportunities and gain new or expanded business within channel while maintaining existing business. Ensure adequate stock replenishment daily to meet weekly, monthly, and quarterly targets Build quality customer database , channel information and have competitive landscape of channel /Route, Integrates the digital customer’s journey with the customer lifecycle to support 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 BUSINESS CHALLENGES Managing growth and market share in an increasingly complex and competitive omnichannel environment Influencing customers with Face to Face and digital touch access to take a more strategic (long-term) view of their business and to invest in Abbott products accordingly Balancing customer relationships with debt collection, merchandising and stock optimization Ability to Influence distributors without authority and at a distance (virtually /remote selling scenario) Managing multiple, competing demands and stakeholders and increasing environmental complexity (i.e., continuous evolution of the digital ecosystem) KEY SUCCESS FACTORS Uses systems-thinking to establish a total view of the business by integrating data from a variety of inputs/sources (i.e., understands the various factors that influence customer behavior, sales, etc.) Builds strong relationships with distributors/customers throughout the region Takes accountability for their own success Negotiates effectively with various stakeholders Peer coaching experience, a tendency to lead by example, and a desire to lead others
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