1.
Strategic Direction
Give strategic direction to the 2 regions of Ex-India markets and ensure the achievement of the topline sales number.
Plan and achieve the sales targets.
Plan and execute new brand launches.
Create strong marketing plans for existing and new brands.
Monitor activities critical to business needs, viz.
Customer Coverage, Doctor Meetings, Opinion Leader Contacts, Patient Programs, Cycle Meetings, activations, BTL, etc.
Plan and achieve the distribution targets and gain market share.
Control & monitor sales returns, damages, expiry stocks, etc.
as per company norms.
2.
Financial Compliance
Monitor and control SG&A spends in the Region (Over Heads and Trade Marketing).
Overall responsible for timely & risk-free realization from the customer (distributor, institutions & cooperatives).
Ensure no financial risk to the company.
3.
Business Planning
Monitor Business Planning for both regions through HCP coverage by ethical team on distributor payroll.
Market coverage by traditional and modern trade channel.
Conduct monthly RTMs (Regional Team Meeting) for Ethical and Trade team of ANI's Importer (CIC) and review area performance and forecast every month in line with sales requirements.
Work closely with the Ethical and Trade team of Importer to achieve business results.
Drive effectiveness & efficiency through KPIs.
4.
Distribution Management
Monitor pipelines across Distributors in the Ex-India markets.
Plan & monitor execution of the secondary sales plan by Brand.
Lead Regional Team Meeting along with the Ethical and Trade team and review area-wise performance for Importer/Distributor.
5.
Code of Conduct and Compliance
Ensure Ethical, Medical, Trade adherence to code of conduct.
Ensure adherence to sales SOP.
Conform to all financial and administration systems.
Compliance to statutory and regulatory norms as per Abbott standards.
Ensure that the Sri Lanka CIC team handles Legal Issues, PFA issues, packaging defects, etc.
in consultation with HO India.
6.
Team Development
Develop Distributor/Importer team through Coaching and Reward management.
Identify training needs of CIC's team and provide relevant inputs from time to time by working closely with Medical and Marketing team.
Motivate and provide leadership to CIC's sales team.
Work with all MRs, Sales Executives every month.
Facilitate and support training for the ASM's and their teams.
Manage careers within the branch and actively engage with other branch heads, vertical heads in the trade BU to facilitate cross-functional exposure for the team.
Reward superior performance in the branch through timely recognition.
Leverage IT support/tools to drive SFE KPIs.
7.
In-Store Retail Execution & Localized Trade Marketing Initiatives
Ensure best in class implementation of Channel loyalty programs as per plan.
Develop customized business plan to leverage market-based opportunities.
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