Job Description

JOB DESCRIPTION:1. Deliver topline sales number for the State

• To plan and achieve the sales targets.
• To plan and achieve the distribution targets
• Ensure control on sales waste(managing SDR / BIR)

2. Area & Business Planning

• Ensuring quality of market coverage through TSE and distribution network
• Monitor implementation of Distribution plan across distributor territories
• Monitor category availability, visibility & freshness (Stock rotation)
• Ensure that the TSE are regularly working with the ISR
• Formulate & execute the secondary sales plan \xe2\x80\x93 Area wise , TSE wise, Brand wise , SKU wise
• Conduct JCM\xe2\x80\x99s for TSE and review area performance every month and also attend the JCM of the TSE with the ISR once a year
• Work closely with the medical teams (RM & ABM in the area)
• Work atleast 2 days with the MT KDE every month

3. Ensure Financial management by way of:

• Implementing credit policy and credit controls
• Timely claims settlement
• Risk-free realization from the customer (distributor, institutions & cooperatives)
• ROI calculation for distributors

4. 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

5. Code of conduct and compliance to stat / regulatory norms

• Adherence to code of conduct
• Adherence to SOP
• Conformation to all financial and administration systems
• To ensure that Trade Marketing activities are carried out as per norms laid down.

• Analyze the market situation and ensure accurate sales forecasting in line with ANI norms
• Compliance to statutory and regulatory norms
• Handle Legal Issues, PFA issues, packaging defects etc

6. Administration Responsibilities

• Provide administrative support to the Regional Sales Office through timely and accurate reporting
• Monitor competitor activity and ensure timely reporting of the same
• Ensure timely submission of claims for the area

7. People Management

• To motivate, train & develop TSE for achievement of Targets, to maintain hygiene in the marketplace & work towards their all-round development.

• Facilitate and support training for the field force. Active role in developing their Skills.
• To identify good talent and develop atleast 1 TSE for higher responsibility in the long.
• To identify talent in market (attract talent /prelim interviews for recruitment)

8. Localised Trade Marketing Initiatives

• To develop new business plan in order to increase volume sales.
• Design, recommend and implement innovative Trade Marketing activities through proper identification of trade channels and segments within.
• Implement regional plans developed by the Customer Marketing Team
• Support & Provide feedback on marketing plans for the area

The base pay for this position is N/AIn specific locations, the pay range may vary from the range posted.JOB FAMILY: Sales ForceDIVISION: ANI International NutritionLOCATION: Malaysia
Kuching : Muara Tabuan Light Indust ParkADDITIONAL LOCATIONS:WORK SHIFT: StandardTRAVEL: Yes, 25 % of the TimeMEDICAL SURVEILLANCE: Not ApplicableSIGNIFICANT WORK ACTIVITIES: Continuous standing for prolonged periods (more than 2 consecutive hours in an 8 hour day)

Abbott