:

KEY RESULT AREAS

ACTIVITIES

MEASUREMENT CRITERIA

Sales Achievement

(30%)

- Ensure achievement of monthly, quarterly and annual sales targets within laid down business terms for all divisions and brands.
- Monitor actual sales and take mid course corrections and inputs to reduce variance against expectations.

- Primary and secondary value sales.
- Market share.
- Sales Growth.
- Target vs achievement.

Territory Business Planning (20%)
- Identify potential towns & appoint Distributors / Super Distributors in line with business strategy.
- Plan & allocate ISRs basis market potential.
- Design and implement ISR PJP for best optimization of resources.
- Conduct JCM’s for all ISRs and review area performance.

- Distributor / Super distributor appointment against plan.
- Sales per ISR.

Distribution Management (20%)
- Ensuring quality of market coverage through effective use of ISRs.
- Develop and ensure implementation of Distribution plan across distributor / SD territories.
- Ensure category availability, visibility & freshness (Stock rotation)
- Formulate and ensure implementation of trade & consumer promotion plans.
- Support micro marketing/ customer activation initiatives planned for the area.
- Competition tracking & providing inputs to the ASM.

- Achievement of distribution targets for all brands.
- Implementation of visibility objectives.
- Implementation of customer marketing plans in territory.

Distributor / Super Distributor Management (15%)
- Educate and train distributors on ANI systems & processes




- Ensure optimal stocking levels and high billing efficiency for all distributors.
- Review distributor financial health & take corrective actions.

- Billing efficiency.
- Sales phasing.
- Distributor cheque bouncing.

People Management and development (5%)
- Facilitate hiring and induction of ISRs.
- ISR motivation and engagement.
- Act as coach and mentor to any recent TSE recruit.
- Be the “Train The Trainer” for all development initiative in the branch.

- ISR retention.
- Feedback from new TSE recruits.
- Training evaluation.

Reporting / Administration (5%)
- Generate and submit daily, weekly and monthly reports as per requirement.
- Ensure regular reporting on technology applications like Blaze etc.

- Timely submission of reports.

Code of conduct and compliance to stat / regulatory norms (5%)
- Adherence to code of conduct.
- Conformation to all financial and administration systems.
- Compliance to statutory and regulatory norms.

- Regular monitoring of ASM on statutory and regulatory compliance.

The base pay for this position is N/AIn specific locations, the pay range may vary from the range posted.

JOB FAMILY:

Sales Force

DIVISION:

ADC Diabetes Care

LOCATION:

India > Hyderabad : No 1-6-140

ADDITIONAL LOCATIONS:

WORK SHIFT:

Standard

TRAVEL:

Yes, 100 % of the Time

MEDICAL SURVEILLANCE:

Not Applicable

SIGNIFICANT WORK ACTIVITIES:

Continuous standing for prolonged periods (more than 2 consecutive hours in an 8 hour day)

📌 District Manager – Trade (Hyderabad)
🏢 Abbott
📍 Hyderabad