Abbott is a global healthcare leader, creating breakthrough science to improve people’s health. We’re always looking towards the future, anticipating changes in medical science and technology.

Our nutrition business develops science-based nutrition products for people of all ages, from helping babies and children grow, to keeping adult bodies strong and active. Millions of people around the world count on our leading brands – including Similac®, PediaSure®, Pedialyte®, Ensure® and Glucerna® – to help get the nutrients they need to live their healthiest life.

Primary Function:

• Be responsible for managing distribution channels, general trade, and modern trade to drive sales growth and achieve business objectives.

• Develop and implement effective sales strategies to achieve sales targets and expand market share.

• Oversee the distribution network to ensure efficient and timely delivery of products to customers.

• Manage relationships with traditional and modern trade partners to maximize sales opportunities and enhance product visibility

• Lead, mentor, and motivate the sales team to achieve individual and team goals.

• Conduct market research and analysis to identify new business opportunities and stay ahead of industry trends.

• Prepare and present regular sales reports to senior management, highlighting key performance indicators and areas for improvement.

• Build and maintain strong relationships with key customers to ensure high levels of customer satisfaction and loyalty.

Major Responsibilities:

• Accountable for the achievement of Area Sales Target, Market Share and Profit Objectives in each area in assigned area, to deliver the Customer, Consumer & Shopper propositions at the point of purchase

• Leverage business analytics and customer insights to conduct on-going analysis of growth potential throughout the Area and create a strategy to establish Abbott as the brand of choice throughout the Area

• Implementing Marketing and Customer analytics, CRM data and other measures (as required) to track and be accountable for territory progress against KPIs

• Take an enterprise approach to managing the Area, paying attention to cross-functional activities and the implications on Area plans

• Use digital tools to deliver different types of ‘value’ to a variety of stakeholders to develop an increasingly integrated digital/engagement strategy

• Act in alignment with compliance and regulatory expectations

• Be in a high performing, agile trade sales team sharing a collective understanding of business direction, goals, and how they contribute; strong talent pipeline of key talent

• Preferred supplier status throughout Area

• Adherence to contractual obligations and compliance

• Driving growth and market share across the territory in an increasingly complex market (i.e., ambiguity about future, decreasing access, differential expectations about ‘value’, etc.)

• Consistently implementing digital knowledge and application

• Balancing adaptability with driving results, making decisions in the face of ambiguity and evolving information, while thinking strategically about execution

• Leading and influencing within a large matrix organization, identifying and accessing the right stakeholders to solve issues and drive performance through continuous transformation

Requirements:

• Bachelor's Degree in Business or Science or related disciplines

• Minimum 7 years of experience in trade sales, preferably in FMCG industry

• Agile individual with strong sales track record

• Experience managing team with good leadership skills, able to effectively manage assigned areas

• Strong enterprise thinking and business insight skills

• Ability to make new connections between data and insights, and to make these ideas understandable and actionable to others

• Strong relationship building, internal stakeholder and customer (external) management