Job Description

JOB DESCRIPTION:

Key responsibilities:

Business Planning:

• Develop annual trade sales plan at affiliate as well as channel level. Set objective, goals, strategies and measurement to achieve sustainable sales & share growth, deliver division margin, trade spend management & controls. Link with insights from external consumer, shopper, retailer, distributor partners & agency.
• Lead annual IBP (Integrated Business Planning) process in Affiliate (MY). Lead annual affiliate channel strategy.
• Lead development of annual by-channel sales growth forecast & plan trade investment by-channel to mirror channel role & growth expectation. Deliver financial measures within trade spend budget.
• Lead design of channel pack-size architecture, promotion strategy & merchandising strategy.
• Define RPS (retail performance standard), standard of excellence for in-store fundamentals (distribution, shelving, displays, pricing & promotions).
• Supports demand forecast on trade channel supply requirement.

Trade Sales Operation & Execution:

• Lead ideation and execution of Go-To-Market (GTM) reinvention, to enable ANI to have strong competitive edge vs competition.
• Lead retailers & distributors engagement with his/her customers. Enforce discipline of JBP completion, scorecard & monthly/quarterly review with all key retailers & distributors. Develop win-win partnership with key retailers & distributors.
• Enable sales team & hold sales team accountable on execution excellence. Each channel leaders to develop & implement channel demand generation plan, to deliver sales growth, share growth, improve channel profitability, to enable affiliate to deliver core financial metrics.
• Builds strategic relationships with KOLs across channels and platforms (digital, remote/virtual & face-to-face) to expand Abbott influence throughout the affiliate, including leveraging these relationships to gain access to and build relationships with new customers.
• Closely monitor budgets and expenditures to ensure that resources are spent in line with the business plan commitment.
• Analyze performance data, identifies areas for improvement and develops action plans to help close gaps.

Leading Organization:

• Create and communicate a compelling vision and direction for the trade sales team, company vision and overall business strategy.
• Build trade sales team capability (partnering with Commex team), both corporate & sales function capabilities.
• Responsible for right staffing & structure, ongoing review to future proof trade sales organization
• Lead talent planning for trade sales team, development plan, robust succession planning on critical roles.
• Lead & develop secondary selling organization (distributor sales team, PGs & merchandisers).Ensure compliance with each trade sales team members has a full understanding of and operates in strictly compliance with Abbott Code of Business Conduct and Malaysia Government Regulation.

Cross Function Collaboration:

• Build and maintain strong relationship with marketing, finance, HR, Commex and ethical sales team, from pro-active engagement on business opportunities, to co-create brand-channel priorities, to execution excellence enablers & talent management.
• Build and maintain strong relationships with retailers/trade leaders and organizations, industry peers and distributors, in order to create positive impact to business & organization.

The base pay for this position is N/A

In specific locations, the pay range may vary from the range posted.

JOB FAMILY: Sales Force

DIVISION: ANI International Nutrition

LOCATION: Malaysia
Selangor : Imazium, No. 8, Jalan SS 21/37

ADDITIONAL LOCATIONS:

WORK SHIFT: Standard

TRAVEL: Yes, 25 % of the Time

MEDICAL SURVEILLANCE: Not Applicable

SIGNIFICANT WORK ACTIVITIES: Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day)

Abbott