Key Account Development Manager
Abbott Laboratories · Andhra Pradesh
Rollout of ABPs:
- To accomplish Secondary Sales Target in Key Accounts.
- Coordinate with the accounts at the local level to ensure visibility as per ANI guidelines and ensure TOT adherence at the city level
- To support and implement planned promotions/activations at the store level
- Implement the plannograms agreed upon with help of merchandisers
Ensure maintenance of Sales processes :
- To manage the Key Account distributors (SDR / BIR / Forecasting / Stock management / Sales
reporting / Claims / Infrastructure/ training and development of staff)
- Ensure optimum STR for ANI products and ensure high fill rates with the accounts
- Maintain credit index as per TOT with the account
- Update & provide feedback on the account operations to the regional account manager as well as
the account manager handling the account
Be the Best Sales force :
- To develop excellent relations with the Key Accounts at all levels
- To keep a check and provide feedback on current and new practices followed by competition
- To analyze the market situation in order to aid in accurate Sales Forecasting
- Ensure effective working of the merchandisers to help them deliver the maximum output
Manage the merchandising operations:
- Regularly analyze the data collected by the merchandisers and implement the action points
- Regularly update the beat plans as per business requirement to get maximum output from the merchandiser team
- Keep a control on the quality of merchandisers in the region
- Work with all the merchandisers in the region at least once per quarter
- Be the touch point for the merchandising agency in the region
For local accounts and geography:
Be the most important link of ANI
- Assist the Account Manager in formulating the annual business plan for local accounts
- Provide a rolling sales forecast for the accounts handled to the RAM and the concerned ASM
- Be an integral part of TOT negotiations & help in roll out of the same
- Plan and implement activities and promotions for the local accounts in consultation with the RAM
- Track and maintain cost to sales for all spends on local accounts within agreed limit
- Deliver a perfect punch in terms of NPI, price changes, pack changes
Distributor Management
- Educate and train the 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
People management and development
- Facilitate hiring & induction of ISR’s to ensure alignment to “ANI ways of working”
- Enhance ISR effectiveness through training & coaching
- Management of ISR working (PJP, Itinerary, expenses etc.)
- Periodic review of ISR performance and feedback
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