The Senior Sales Executive is responsible for leading geography within a Distributor’s assign geography to ensure execution of all business and multifunctional processes at Distributor’s branches level via demonstrating stewardship behavior. This is achieved personally, and through the management of others, selling, and executing of JBP with the distributor that will deliver superior brand presence at all channels under distributor coverage. The Account Manager is accountable for the following for his/her Unit:

• Executing agreed JBP with distributor
• Delivering business and Sales fundamentals (Golden Stores productivity, power SKUs gap, coverage, and active stores) objectives across the channel in his/her assigned geography
• Enable distributor to deliver operation measures (coverage, call, productive call, trade returns)
• Proactively identify gaps and drives closure plans
• Ensure superior execution of GTM initiatives & brand priorities across all channels under distributor coverage
• Owner of Distributor Site Core-Work Processes compliance across Distributor’s MFT in the respective site
• Demonstrating stewardship across business processes/reporting
• Supports training and building the capability of the Distributor sales rep, partnering with Trade Training Manager
• Lead DO specific project test (where applicable)

Performance Measures

• Sales Growth
• Sales Fundamentals (OSA, Distribution, Share of Shelf, Share of Display, Share of Feature, Pricing & Promotion)
• DOH
• DSO

Work Process Measures

• JBP with distributor
• Distributor operation measures (coverage, call, productive call, trade returns)
• CFR, Fulfillment (to distributor & from distributor to trade)

Key Responsibilities

Winning with Customers

• Provide inputs to Distributor and NSM on plans needed to ensure sufficiency to deliver a goal
• Work with customers to identify efficient ideas and execute them with DO alignment
• Input into the demand forecast for his/her Unit based on sufficiency to deliver volume & value targets
• Demonstrating stewardship across all key action areas – business and fundamentals reporting, Claims, returns

Deliver Winning In-store Fundamentals

• Leads the district meetings to review the business, understand the next month's plans/priorities and engage Distributors Operation/Branch Managers to ensure business and fundamental delivery
• In-market demonstration (PDCA – Plan Do Check Act), review and delivery of key monthly priorities, in-market training, and audits.
• In-market selling and delivery of monthly priorities (sales, sales fundamentals, initiative execution)
• Analyzes territory/customer business and sales fundamentals to identify opportunities and makes action plans to bridge the gaps

Go-to-Market

• Lead quality execution of Go-to-Market initiatives designed by Distributor Operations teams for his/her Unit
• Provide inputs for differentiated GTM plans to ensure sufficiency for growth
• Lead the coverage execution and goal achievement for his/her assigned geography

Knowledge, Skills, and Experience

• Selling & relationship management with distributor & customers
• Distributor operation processes, including multi-functional operations
• Selling off plans with consideration of win-win for Abbott & customers
• Business reviews – externally with customers & internal with key stakeholders
• Translating guidelines from trade marketing to execution plans by customers & stores
• Knows how to bring a commercial calendar to life, execute perfectly at every store
• Leadership (envision, energize, engaging, execute)
• Persuasive Selling & Questioning
• Handling objection
• Communication
• Forward planning
• Analytical
• People Management
• Proactive
• Passion to win
• Ownership
• Learning agility
• Results-orientated
• Resiliency
• Team player