Sales Executive

7 months ago


Petaling Jaya, Malaysia Abbott Laboratories Full time

**BUSINESS OUTCOMES**
- Increased sales of Abbott products, and increased market share across channels and formats
- Consistent in-store merchandizing and optimal stock levels
- Strong stock rotations and SKU availability
- New business development through the retailer/wholesaler network
- Continuous improvement through innovative, multichannel activities to access and influence retailer and consumer brand behaviors

**KEY RESPONSIBILITIES & ACTIVITIES**
- Create a business plan to achieve targets that meet territory objectives by driving market traffic and optimizing product availability
- Establish relationships with retail and wholesale customers to uncover needs, take orders, and increase the number and variety of SKUs stocked
- Conduct daily sales calls to increase the number of orders taken, check stock, and ensure proper merchandising at each customer
- Control customers’ accounts receivable
- Negotiate customer contracts that provide win-win solutions to deliver on account objectives while satisfying the customer’s needs
- Ensure shops are merchandised in accordance with Abbott expectations to maximize product availability and potential sales
- Demonstrate the superiority of Abbott products from the customer’s perspective, emphasizing the ROI advantages of the Abbott brand
- Influence customers to maintain a proper balance of stock and market credit relative to accounts receivable by telling a persuasive brand story that links to increased traffic and sales
- Conduct monthly reviews of channel performance and create plans to address lagging channels to meet channel targets
- Influence customers to carry stock and adhere to route plans that align with customer plans
- Ensure adequate stock replenishment daily to meet weekly, monthly, and quarterly targets
- Build quality customer database, territory information and have competitive landscape of territory/Route, Integrates the digital customer’s journey with the customer lifecycle to drive digital demand creation & retention e.g. Store traffic analytics, Self-serviced app/web, learning management systems, webinars, store engagement platform, customer data app etc.
- Act in alignment with compliance and regulatory expectations

**KEY SUCCESS FACTORS**
- Uses systems-thinking to establish a total view of the business by integrating data from a variety of inputs/sources (i.e., understands the various factors that influence customer behavior, sales, etc.)
- Builds strong relationships with customers/customers throughout the region
- Takes accountability for their own success
- Negotiates effectively with various stakeholders
- Peer coaching experience, a tendency to lead by example, and a desire to lead others



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