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National Sales Manager

1 month ago

Petaling Jaya, Malaysia Abbott Laboratories Full time

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:

- Delivering business: Sales, share growth, spending effectiveness, sales fundamentals and organization development in his/her channel
- Ensure superior execution of initiatives across customers within channel as per guidelines
- Laying down the right execution & market design plans to achieve Market Share Leadership with the channel/customers
- Proactively providing the right enablers to his/her team and busting the barriers to help them achieve the set objectives
- Lead customer specific understanding/business insights & analysis and integrate into business plans
- Lead ideation and execution of Go-To-Market (GTM) reinvention with his/her channel/customer portfolio
- Planning the career of his/her direct reports and managing the salary plans basis their performance
- Building the capability of his/her direct reports
- Demonstrating stewardship across business processes / reporting

**KEY RESPONSIBILITIES**

1) Winning with customers
- Lead customer engagement with his/her customers. Establish JBP & scorecard with customers
- Coach KAMs on JBP preparation
- Sell, secure and review project resourcing from Customers & internal key stakeholders to deliver the agreed JBP for customers in his/her region
- Demonstrate stewardship and build the capability of the team across all key action areas - business and fundamentals reporting.
- Create final demand forecast for all units within his/her region and share with demand planner
- Review supply plans periodically and ensure sufficiency to deliver volume & value targets

2) Deliver Winning In-store Fundementals
- Lead customer meetings to review the business, understand the results of current month (what’s working/not), out-months plans/ priorities and deploy to the team to ensure business and fundamental delivery
- In-market demonstration, delivery and review of key monthly priorities, in market training and audits.
- Identifies the key drivers and the opportunities to grow externally and develops the plan to achieve the same
- Works internally to provide the right input from the market to the Commercial Operations and Channel leaders so that effective plans are designed to meet the needs of the business.

3) Perfect Execution
- Create, communicate, align & review differentiated channels plans, as needed for JBP sufficiency, with trade marketing
- Execute all channel plan with excellence by ensuring excellent deployment of all the program to the MFT and retail operations team to execute with excellence
- Works with internal key stakeholders to provide the right input from the Field Sales to trade marketing

4) Go-To-Market
- Plan and execute quality coverage plan for his/her customers
- Lead the team to deliver GTM designed for the channel

5) Organizational Development
- Assess skill gaps and coaches team on the identified opportunity areas
- Work plan (priorities) & development plan with direct reports, with inputs from Trade sales director
- NSM as talent council in Sales leadership team. Responsible & plans the career of his/her team by identifying assignments that would leverage their strengths and set them up for success
- Designs the long-term salary plans of his team following the principle of meritocracy

**KNOWLEDGE & EDUCATION**

1) Knowledge
- JBP development & reviews
- Scorecards & reviews
- Pharmacy key business drivers
- Planning with multi-functional team
- Merchandising, promotion & business analysis
- Organization Development

2) Education
- Minimum of Bachelor's Degree in any discipline or equivalent.

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