1. Strategic Direction: Give strategic direction to the 2 regions of Ex-India markets and ensure the achievement of the topline sales number.
1. Plan and achieve the sales targets.
2. Plan and execute new brand launches.
3. Create strong marketing plans for existing and new brands.
4. Monitor activities critical to business needs: Customer Coverage, Doctor Meetings, Opinion Leader Contacts, Patient Programs, Cycle Meetings, activations, BTL, etc.
5. Plan and achieve the distribution targets and gain market share.
6. Control & monitor sales returns, damages, expiry stocks, etc. as per company norms.
2. Financial Compliance: Ensure financial compliance by way of:
1. Monitoring and controlling SG&A spends in the Region (Over Heads and Trade Marketing).
2. Overall responsible for timely & risk-free realization from the customer (distributor, institutions & cooperatives).
3. Ensure no financial risk to the company.
3. Business Planning: Monitor Business Planning for both regions through:
1. HCP coverage by ethical team on distributor payroll.
2. Market coverage by traditional and modern trade channel.
3. Conduct monthly RTMs (Regional Team Meeting) for Ethical and Trade team of ANI’s Importer (CIC) and review area performance and forecast every month in line with sales requirements.
4. Work closely with the Ethical and Trade team of Importer to achieve business results.
5. Drive effectiveness & efficiency through KPIs.
4. Distribution Management: Monitor pipelines across Distributors in the Ex-India markets.
1. Plan & monitor execution of the secondary sales plan by Brand.
2. Lead Regional Team Meeting along with the Ethical and Trade team and review area wise performance for Importer/Distributor.
5. Code of Conduct and Compliance: Ensure adherence to:
1. Ethical, Medical, Trade adherence to code of conduct.
2. Sales SOP.
3. All financial and administration systems.
4. Statutory and regulatory norms as per Abbott standards.
5. Legal Issues, PFA issues, packaging defects in consultation with HO India.
6. Team Development: Develop Distributor/Importer team through:
1. Coaching and Reward management.
2. Identifying training needs of CIC’s team and providing relevant inputs from time to time.
3. Motivating and providing leadership to CIC’s sales team.
4. Working with all MRs, Sales Executives every month.
5. Facilitating and supporting training for the ASM’s and their teams.
6. Managing careers within the branch and engaging with other branch heads, vertical heads in the trade BU.
7. Rewarding superior performance in the branch through timely recognition.
8. Leveraging IT support/tools to drive SFE KPIs.
7. In-Store Retail Execution & Localized Trade Marketing Initiatives: Ensure best in class implementation of Channel loyalty programs as per plan.
1. Develop customized business plan to leverage market based opportunities.
2. Oversee design and implementation of innovative Trade Marketing activities through proper identification of trade channels and segments.
8. Collaboration with Marketing Team: Work closely with Marketing team on country wise Brand plans clearly identifying headspace and sources of growth.
9. Specialized Job Role: The role involves multi-function and country exposure across Marketing, Trade, Ethical, Finance, Logistics and Legal/Regulatory framework for managing Sri Lanka and Maldives business.
10. Business Complexity: Manage complexity involved on multiple fronts regarding GTM strategy across multiple channels, BTL and Ethical execution, managing supply chain networks (mix of imported and locally manufactured SKUs) and a different Regulatory & Legal framework from India business.
11. Market Share Growth: Garner significant market share and prescription share for the portfolio by strengthening credibility with KOLs, developing educational relationships with top KOLs, and driving the S&D plan to push Numeric & weighted distribution of AN Products.
12. People Management: The incumbent will have people management responsibilities of salesmen on distributor payroll (Trade & Ethical). Provide leadership, coaching and guidance to the Area Managers to drive productivity enhancement and stability of field force.
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