Role Description

Drive the long-term growth of Abbott Nutrition products in the region, across channel and brand through the leadership of a high performing trade sales team

Accountable for the achievement of Regional Sales Target, Market Share and Profit Objectives in each area in Region through own people and 3rd Party Agents so as to deliver the Customer, Consumer & Shopper propositions at the point of purchase

Business Outcomes

High performing, agile trade sales team sharing a collective understanding of business direction, goals, and how they contribute

Preferred supplier status throughout region

Adherence to contractual obligations and compliance

Strong talent pipeline of key talent at the individual and team levels

Key Responsibilities:

Contribute to annual strategic planning by providing insights into market conditions, resourcing, logistic requirements, and human capital

Drive regional strategy and account planning across channels and customer types through team enablement and coaching

Leverage business analytics and customer insights to conduct on-going analysis of growth potential throughout the region and create aa strategy to establish Abbott as the brand of choices throughout the region

Prioritize market and category opportunities within territory by using real-time omnichannel business intelligence to allocate resources

Ability to articulate the global strategy into a compelling commercial vision with a strategic call plan

Collaborate with cross-functional leads to plan tactical and operational execution on a monthly basis

Build team capability in supervisor and salesman roles to create a high performing sales team

Leverage Marketing and Customer analytics, CRM data and other measures (as required) to track and hold the team accountable for territory progress against KPIs, by observing and coaching

Supervisors to support sales team and influence distributor network

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

Develops operational plans to support achievement of organisational and modern trade sales strategies

Use interactive data visualization to explore and communicate about territory performance, potential, and to support strategic decision-making

Innovate the use of digital tools to deliver different types of ‘value’ to a variety of stakeholders (e.g., retailers, distributors, customers), to develop an increasingly integrated digital/engagement strategy

Collaborate with cross-functional teams to execute brand strategy at the regional level and ameliorate the quality of customer insights

Accelerate the development of digital knowledge and application in Supervisors through coaching and role-modeling

Integrates the digital customer’s journey with the customer lifecycle to drive digital demand creation & retention e.g. POS App, self-serviced app/web, learning management systems, retail communities, webinars etc.

Act in alignment with compliance and regulatory expectations

Key Success Factors:

Enterprise thinking and regional management

A tendency to “own the business”, holding themselves and their teams accountable for the quality of execution

Strong business insight skills, including integrating digital tools with traditional touchpoints across channels and platforms, and interpreting and translating online and offline customer behaviors into strategic activities

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

Ability to translate and explain Business Strategy into Financial outcomes (and KPIs)

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

Working collaboratively with cross-functional partners to optimize performance

Investing highly in team development, prioritizing and valuing individual development planning and coaching, and a holistic approach to people management