Senior Area Sales Manager

Abbott Laboratories · No. 8

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Abbott is a global healthcare leader, creating breakthrough science to improve people’s health. We’re always looking towards the future, anticipating changes in medical science and technology.

Our nutrition business develops science-based nutrition products for people of all ages, from helping babies and children grow, to keeping adult bodies strong and active. Millions of people around the world count on our leading brands, including Similac®, PediaSure®, Pedialyte®, Ensure® and Glucerna®, to help get the nutrients they need to live their healthiest life.

Working at Abbott

At Abbott, you can do work that matters, grow, and learn, care for yourself and family, be your true self and live a full life. You will have access to:

• Career development with an international company where you can grow the career you dream of.
• A company recognized as a great place to work in dozens of countries around the world and named one of the most admired companies in the world by Fortune.
• A company that is recognized as one of the best big companies to work for as well as a best place to work for diversity, working mothers, female executives, and scientists.

The Opportunity

As the Senior Area Sales Manager, the Senior Area Sales Manager is responsible for leading his/her team in executing all business and cross-functional processes for assigned distributors. This is achieved through both personal contribution and effective team management, by driving the execution of Key Building Blocks (KBB) and scorecards that deliver winning brand presence across all stores within the assigned channel, through flawless execution of sales fundamentals and in full compliance with company stewardship standards.

What You’ll Do

• Drive business growth and win with customers through appointed distributors.
• Lead distributor engagement with customers and establish Key Building Blocks (KBB) and scorecards for performance tracking.
• Lead Distributor Sales Representatives (DSRs) in executing company strategies and achieving business objectives.
• Prepare demand forecasts for assigned distributors and share them with the NSM, RSM, and Demand Planner.
• Deliver excellence in in-store fundamentals, including availability, visibility, pricing, and merchandising.
• Lead distributor business review meetings to evaluate monthly performance, identify what is working and what is not, define future priorities, and deploy action plans to ensure business delivery and execution excellence.
• Conduct in-market coaching, demonstrations, training, and audits to ensure effective execution of monthly priorities.
• Develop, communicate, align, and review differentiated customer plans, as needed, to ensure KBB sufficiency in collaboration with Trade Marketing, RSM, and NSM.
• Plan and execute an effective and quality coverage plan for assigned distributors.
• Conduct return analysis to identify trends, root causes, and opportunities to reduce returns and improve inventory management.
• Compile and develop customer planning file to drive sustainable growth and profitability.
• Ensure the timely and accurate updating of KBB scorecards and related performance tracking files for all respective Area Sales Managers (ASMs), enabling effective business reviews, performance monitoring, and action planning.

Requirements

Education

• Minimum Diploma in relevant discipline from a recognized college / university or an equivalent of education and work experience.

Experience

• Minimum Diploma in a relevant discipline from a recognized college or university, or an equivalent combination of education and relevant work experience.
• Minimum 3 years of professional experience in the consumer products, healthcare, or nutrition industry, including at least 2 years in a sales management role with a strong understanding of channel and distributor management.

Skills

• Strong leadership skills with the ability to engage, motivate, and drive execution.
• Excellent negotiation, communication, and relationship-building skills.
• Data-driven mindset with the ability to analyze performance metrics and translate insights into actionable plans.
• Strong problem-solving and decision-making capabilities.
• Effective planning and organizational skills with a forward-looking approach.
• Strong persuasive selling and influencing skills.
• Analytical skills in sales analysis, forecasting, trade investment, and sales finance, with demonstrated business acumen.
• Proficiency in Microsoft Excel, PowerPoint, and other business reporting tools.
• Ability to manage multiple priorities and deliver results in a fast-paced environment.

Personal Attributes

• Proactive and self-motivated.
• Strong passion to win and achieve business objectives.
• High sense of ownership and accountability.
• Demonstrates learning agility and adaptability in a dynamic business environment.
• Results-oriented with a strong focus on execution.
• Resilient and able to perform under pressure.
• Strong team player with the ability to collaborate across functions.
• Demonstrates integrity and professionalism in all business dealings.

Language

• Written and conversant English skills are preferred.
• Proficiency in local language required.

Location

This position is based in Imazium Damansara Uptown, Petaling Jaya.

Follow your career aspirations to Abbott for diverse opportunities with a company that can help you build your future and live your best life. Abbott is an Equal Opportunity Employer, committed to employee diversity.

Connect with us at www.abbott.com, on Facebook at www.facebook.com/Abbott and on Twitter @AbbottNews and @AbbottGlobal.

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