• Regional Sales Manager - Chennai Jobs in Chennai,India

  • Abbott India Ltd

Job Description:


Meeting the top line sales objective with Key Accounts

Overall responsible for sales to Key Accounts in region
Responsible for the ANI market share in the KA
Provide direction for the implementation of the Annual Business Plan of the national accounts at regional level
Ensuring stock availability at all the outlets with a high degree of forecasting accuracy

Managing the Customer-wise profitability for Key Accounts

Ensure cost to sales for local activities with national accounts in line in with ABP of the account
Ensure that cost to sales targets for regional accounts are maintained as per plan
Ensure collection is done for direct customers and for indirect customers as per TOTs

Provide strategic inputs and competitive insights for Key Accounts

Be the KA expert in the region & provide direction to the regional management team on handling KA to maximize our gains out of the channel

Develop a regional annual plan for all Key Accounts in the region taking cue from the ABP of national accounts
Prepare a monthly MIS for KA capturing sales trends, competition update, news & issues & share the same with the Regional Modern trade team

Operational Excellence in key accounts

All NPI, pack changes & price changes are incorporated in the KA as per timelines

Coordinate with internal support functions for ensuring better fill rates & timely collections
Ensure smooth functioning of the merchandising operations in the KA
Engage with ethical team in the region to ensure right product placement basis demand generation for prescription led brands
Drive Distributor engagement through driving efficiencies which involve ROI track , deployment of resources to track Purchase & supplies

Maximize the consumer touch point in the key accounts

With inputs from National Customer Marketing team develop and execute a strong 360degree communication to maximize consumer touch point in KA
Ensure all visibility & activation permissions as per national TOTs is properly executed in the region with the help of KDE/KDM
Plan & implement promotions & activations for local festivals/shopping occasions
Drive shopper engagement through team of Nutrition Advisors

Manage industry interfaces and keep the organization informed about developments in the retail sector

Develop good relations with counterparts in the FMCG industry
Share best practices in the industry with the KA Team, so as to enhance internal system and processes
Anticipate trends in the retail industry so that internal system and processes can be geared to meet the evolving retail environment

Manage the KA Team in the region

Manage team of KDE/KDMs
Ensure timely collection and reporting of data
MIS reporting and analysis
Have monthly meetings
Attend every quarter the KA Executives JCM with the merchandisers to review operations


Minimum Education

Graduate in any field

Education Level

Major/Field of Study


Sales & Marketing



Experience Details

Minimum 7 years of relevant experience

7 years experience in field sales / brands
Have spent at least 24 months in Managerial Role
Good Knowledge of top markets/channels across India
Should have experience in working in MT environment
Possess good knowledge of MT Accounts & Customers
Should have high analytical abilities
Ability to embrace change in the scale and scope of business model(s)
Ability to Collaborate with other Support Functions & Ethical Teams
Must have understanding of financial and legal regulations

Profile Summary:

Employment Type : Full Time
Eligibility : Any Graduate
Industry : Healthcare, Manufacturing/Industrial
Functional Area : Accounting/Tax/Company Secretary/Audit
Role : Cost Accounting/ ICWA
Salary : As per Industry Standards
Deadline : 18th Mar 2020

Key Skills:

Company Profile:

Abbott India Ltdarfix

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