Associate Director, Trade Sales

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, Glucerna and ZonePerfect – to help get the nutrients they need to live their healthiest life.

MAIN PURPOSE OF ROLE

• Responsible for delivering sales and distribution objectives for the division
• Tasked to develop and implement shopper and customer-based strategy in pursuit of both top line and bottom-line goals
• Manages the go to market approach of the division in line with brand and consumer key performance measures
• Leads the Trade Retail Sales Organization whose capabilities include trade and customer marketing, key account management and distributor development in generating demand through Modern Trade and Pharmacy channels
• Lead and shape the e-commerce channel strategy to grow the contribution of the channel

MAIN RESPONSIBILITIES

• Meeting the top line sales objectives for the difference channels of business including e-commerce
• Managing Customer-wise sales and profitability
• Drive Category Management with Modern Trade and Ecommerce Customers
• Develop a strategic business plan for Modern Trade and E-Commerce
• Organize Top to Top meetings with Top Accounts to directionally align partners to achieve trade strategy
• Setup a high performing team to manage Modern Trade and E-Commerce

REQUIREMENTS

• Postgraduate/Master’s degree in Business Management/Marketing with 10+ Years of Sales/Business Management experience
• Or A Bachelor’s Degree in Business Management/Marketing with 15+ years of relevant channel/distribution management experience with min 5 years in Key Accounts Management experience / 3+ years of leading country wide Sales for Trade Business
• Experience in Managing a team in a reputed FMCG Company in the Sales / Marketing function
• Networking and strong orientation towards customer management.
• Strong Account management skills and Industry relationships with key buyers across modern trade and on-line players and enablers
• Working knowledge of E-Commerce business model (from demand generation to distribution) is required
• Knowledge of Retail Sales, Brand Management or Shopper Marketing
• An understanding of Consumer/Shopper, using analytical skills and insights