Senior Area Sales Manager

Nutrition

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, Ensure, Glucerna and – to help get the nutrients they need to live their healthiest life.

Role Description

• 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
• Leverage business analytics and customer insights to conduct on-going analysis of growth potential throughout the region and create a strategy to establish Abbott as the brand of choice throughout the region
• 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
• Innovate the use of digital tools to deliver different types of ‘value’ to a variety of stakeholders to develop an increasingly integrated digital/engagement strategy
• Accelerate the development of digital knowledge and application in Supervisors through coaching and role-modeling
• Act in alignment with compliance and regulatory expectations
  
  

Business Outcomes

• 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 region
• Adherence to contractual obligations and compliance
  
  

Key Business Challenges

• 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.)
• Continuously improving digital knowledge and application within the team
• Compartmentalization of data needed to inform strategy and optimize ROI
• Developing and retaining talent of varying levels of capabilities, including creating adequate development opportunities and transitions to retain talent
• 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
  
  

Key Success Factors

• Enterprise thinking and regional management
• Strong business insight skills (integrating digital tools with traditional touchpoints across channels & platforms, 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
• Strong relationship building, stakeholder (internal) and customer (external) management
• Investing highly in team development, prioritizing and valuing individual development planning and coaching, and a holistic approach to talent management