Job Information
Abbott National Sales Manager in Petaling Jaya, Malaysia
JOB PURPOSE
National Sales Manager is responsible for direction setting and leading his/her team to execute all business and multifunctional processes for his/her channel. This is achieved personally, and through the management of others, selling and executing JBP & scorecard that delivers winning brand presence at all stores within his/her channel through perfect execution of sales fundamentals for our brands in stewardship compliant manner.
The National Sales Manager is accountable for the following for his/her assigned channel:
Deliveringbusiness:Sales,sharegrowth,spending effectiveness, salesfundamentalsand organization developmentin his/herchannel
Ensuresuperiorexecutionofinitiativesacrosscustomerswithin channelasperguidelines
Laying downtherightexecution &marketdesign plans to achieveMarketShareLeadershipwith thechannel/customers
Proactivelyproviding therightenablers tohis/herteamand busting thebarrierstohelpthemachieve thesetobjectives
Lead customerspecificunderstanding/businessinsights &analysis andintegrateintobusinessplans
Lead ideation andexecution ofGo-To-Market(GTM)reinventionwithhis/herchannel/customerportfolio
Planning thecareerof his/herdirectreportsandmanaging thesalaryplansbasistheirperformance
Building thecapabilityof his/herdirectreports
Demonstrating stewardship acrossbusinessprocesses /reporting
KEY RESPONSIBILITIES
1) Winning with customers
Lead customerengagement with his/hercustomers. EstablishJBP&scorecardwith customers
CoachKAMson JBPpreparation
Sell,secureandreviewprojectresourcing fromCustomers&internalkey stakeholdersto deliverthe agreedJBPforcustomers in his/her region
Demonstratestewardshipand build thecapabilityoftheteamacross allkeyaction areas–businessand fundamentalsreporting.
Create finaldemand forecastforall unitswithin his/her regionand share with demand planner
Reviewsupplyplansperiodicallyand ensuresufficiencytodelivervolume &valuetargets
2) Deliver Winning In-store Fundementals
Lead customermeetingsto reviewthe business,understand theresultsofcurrentmonth(what’sworking/not), out-monthsplans/prioritiesand deploytotheteamto ensurebusinessandfundamental delivery
In-marketdemonstration,deliveryand reviewof keymonthlypriorities, inmarkettraining andaudits.
Identifiesthekeydriversand theopportunitiestogrowexternallyanddevelopstheplantoachievethesame
Worksinternallytoprovidetherightinputfromthe market to theCommercialOperationsandChannelleaders so thateffectiveplansaredesignedto meettheneedsofthebusiness.
3) Perfect Execution
Create,communicate,align&reviewdifferentiatedchannelsplans, as neededforJBPsufficiency,with trademarketing
Execute all channelplan withexcellenceby ensuring excellentdeployment of alltheprogramtothe MFTand retailoperationsteam toexecutewith excellence
WorkswithinternalkeystakeholderstoprovidetherightinputfromtheField Salestotrademarketing
4) Go-To-Market
Planandexecutequality coverageplan forhis/hercustomers
Lead theteam todeliverGTMdesigned forthechannel
5) Organizational Development
Assess skill gaps andcoachesteam onthe identifiedopportunityareas
Workplan(priorities)&development plan withdirectreports,with inputsfromTradesalesdirector
NSM as talent council in Sales leadership team.Responsible &plansthe careerofhis/herteambyidentifying assignmentsthat would leverage theirstrengths andsetthem up forsuccess
Designsthelong-termsalaryplansof histeamfollowingtheprincipleofmeritocracy
KNOWLEDGE & EDUCATION
1) Knowledge
JBPdevelopment&reviews
Scorecards & reviews
Pharmacykeybusinessdrivers
Planning withmulti-functionalteam
Merchandising,promotion&businessanalysis
OrganizationDevelopment
2) Education
- Minimum of Bachelor's Degree in any discipline or equivalent.
An Equal Opportunity Employer
Abbot welcomes and encourages diversity in our workforce.
We provide reasonable accommodation to qualified individuals with disabilities.
To request accommodation, please call 224-667-4913 or email corpjat@abbott.com