KEY RESULT AREAS

ACTIVITIES

MEASUREMENT CRITERIA

Sales Achievement

(30%)

• Ensure achievement of monthly, quarterly and annual sales targets within laid down business terms for all divisions and brands.

• Monitor actual sales and take mid course corrections and inputs to reduce variance against expectations.

• Primary and secondary value sales.

• Market share.

• Sales Growth.

• Target vs achievement.

Territory Business Planning

(20%)

• Identify potential towns & appoint Distributors / Super Distributors in line with business strategy.

• Plan & allocate ISRs basis market potential.

• Design and implement ISR PJP for best optimization of resources.

• Conduct JCM’s for all ISRs and review area performance.

• Distributor / Super distributor appointment against plan.

• Sales per ISR.

Distribution Management

(20%)

• Ensuring quality of market coverage through effective use of ISRs.

• Develop and ensure implementation of Distribution plan across distributor / SD territories.

• Ensure category availability, visibility & freshness (Stock rotation)

• Formulate and ensure implementation of trade & consumer promotion plans.

• Support micro marketing/ customer activation initiatives planned for the area.

• Competition tracking & providing inputs to the ASM.

• Achievement of distribution targets for all brands.

• Implementation of visibility objectives.

• Implementation of customer marketing plans in territory.

Distributor / Super Distributor Management

(15%)

• Educate and train distributors on ANI systems & processes

• Ensure optimal stocking levels and high billing efficiency for all distributors.

• Review distributor financial health & take corrective actions.

• Billing efficiency.

• Sales phasing.

• Distributor cheque bouncing.

People Management and development

(5%)

• Facilitate hiring and induction of ISRs.

• ISR motivation and engagement.

• Act as coach and mentor to any new TSE recruit.

• Be the “Train The Trainer” for all development initiative in the branch.

• ISR retention.

• Feedback from new TSE recruits.

• Training evaluation.

Reporting / Administration

(5%)

• Generate and submit daily, weekly and monthly reports as per requirement.

• Ensure regular reporting on technology applications like Blaze etc.

• Timely submission of reports.

Code of conduct and compliance to stat / regulatory norms

(5%)

• Adherence to code of conduct.

• Conformation to all financial and administration systems.

• Compliance to statutory and regulatory norms.

• Regular monitoring of ASM on statutory and regulatory compliance.

An Equal Opportunity Employer

Abbot welcomes and encourages diversity in our workforce.

We provide reasonable accommodation to qualified individuals with disabilities.

To request accommodation, please call 224-667-4913 or email corpjat@abbott.com