ROLE DESCRIPTION

• Contribute to the long-term growth of Abbott Nutrition products in territory/ area by servicing a defined customer base through a reliable distributor network

• Manage a team of sales reps to generate new business and grow existing business throughout the region

• Develop a reliable distributor network that optimizes the breadth and availability of product SKUs throughout the region

• Manage and track distributor performance to drive business growth

• Accountable for the achievement of sales target, market share and profit objectives in each area through people and 3rd Party Agents so as to deliver the Customer, Consumer & Shopper propositions at the point of purchase

KEY RESPONSIBILITIES & ACTIVITIES

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

• Drive regional results and market share through the creation and execution of territory plans by channel and customer type

• Analyze market and category opportunities within territory using real-time omnichannel business intelligence to identify opportunities for market share growth at the customer/account level

• Manage distributors to ensure optimal availability of product SKUs and service levels

• Jointly work with distributors to drive business of key customers

• Influence distributors to increase investment in working capital

• Hold distributors accountable to the service, infrastructure, and financial terms of the contract

• Provide win-win solutions through distributor negotiations

• Collaborate with distributors as business partners, influencing their support for Abbott’s priorities/plans

• Observe and provide progressive, real-time coaching and feedback to sales team and distributors in the field on every aspect of the customer lifecycle to drive team performance

• Accelerate the development of digital knowledge and application in sales team through coaching and role- modeling

• Maintain development plans for sales team members, considering development needs at the individual and team levels

• Optimize team performance by identifying knowledge and skill gaps in trade sales reps and across the team and creating individual development plans to elevate capabilities across the territory

REQUIREMENTS

• Strong customer 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

• Accurately analyzing the key strengths and development needs of team members, both individually and as a total team, to identify critical development actions

• Ability to experiment and navigate the discomfort of change for self and while leading others

• Comfort with complexity, critical thinking and problem-solving (mental agility)

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

• Organizational awareness and an ability to work cross-functionally

• Continuous team development and coordination

• Enabling results through others by empowering and developing people