Key Account Manage-Critical Cardiology

About Abbott India

Abbott is a global healthcare leader that helps people live more fully at all stages of life. Their portfolio of life-changing technologies spans the spectrum of healthcare, with leading businesses and products in diagnostics, medical devices, nutritional, and branded generic medicines. The company has 113,000 employees serving people in more than 160 countries.

Your role

Primary Job Responsibilities:

• Achieving sales targets by driving primary and secondary sales and ensuring brand presence in the assigned territory/geography
• Developing territory’s performance through customer engagements and thereby sales of assigned products ethically to customers as per the business plan
• Ensure adequate availability of stocks at the stockist and chemist level

Core Job Responsibilities:
Business Generations & Development

• Achieve Division wise primary target and ensure it is equal to or greater than secondary. Provide accurate sales forecast for the upcoming months.
• Generate maximum prescriptions & increase market share, supporting the overall business objective of the organization to achieve market-beating growth.
• Support design and execution of the sales & marketing strategy in the assigned market. Promote the Division’s products as per the divisional strategy.
• Maintain stock levels as per norms and share high inventory product details with the division
• Maintain minimum 30+ days inventory at all stockists in turn avoiding crisis and loss of business
• Maintain a minimum of 30+ days of inventory at all stockists in turn avoiding crisis and loss of business.
• Ensure zero cases of expiry on the stockist shelf by timely liquidation of stocks by prescription generation.
• Timely sharing of competitor and market information with the ABM and Division

Relationship Building with the Stakeholders (Chemists, Stockiest, etc):

• Train, supervise, and coach Distributors & their staff to ensure the implementation of business strategies and programs.
• Relationship building with customers and stockists. Timely stockist visits as per the defined frequency without deviation. Understand stockist business needs. Profile stockists effectively to understand each of their strengths and weaknesses
• Resolve stockist issues and ensure that the relevant stakeholders are kept informed & involved during the action.
• Educate and Influence chemists to recommend Abbott products. Ensure that Proof of Billing (POB) from chemists reaches the stockist

Customer focus:

• Establish long-term medical – scientific/strategic relationships with Key Opinion Leaders
• Ensuring doctors are appropriately prioritized and met with the right frequency 
• Ensure customer interactions are done with a high level of commitment to satisfy customer needs in compliance with internal and external guidelines for the ethical conduct of business and ensure appropriate documentation in compliance with Abbott policies to meet the requirement of audits and inspections.
• Leverage managerial as well as marketing and support functions for engaging appropriately with important customers and strengthening relationships.
• Actively manage the retention of the existing customer base and proactively build relationships with new customers.
• Plan and monitor new product introduction, stocking as per plan, and sales progress. Provide information promptly about the new product to the stockists. Enhance stockist capability by engaging them to drive availability at retail for NPI

Execution excellence:

• Carrying out effective field work without direct day-to-day supervision
• Report fieldwork daily in the assigned online system
• Meeting Call Average, Coverage, Frequency coverage norms of assigned territory
• Visiting Doctors, Chemists, and Stockist at the right frequency without deviation
• Adhere to the MTP and plan to achieve target calls and meet the HCPs and stockists in the defined frequency
• Find ways to improve operational efficiency and coverage
• Ensure that stock and sales statements have been sent by the distributors on due dates
• Ensure that the claims of the distributors are settled by the company within the specified time limit
• Coordinate with CFA and stockist for on-time delivery and ensure zero disruption to business; ensure optimum level of Division stocks with Distributor
• Ensure Cheque availability at the CFA end. However, in the case of Cheque Bounce coordination with the manager to ensure Demand Draft is in place

Training, development & rotations

Assignments in Abbott rotational development programs are formally structured, two-to-three-year paid assignments designed to let recent college graduates explore new career opportunities and experiences based on specific functions or disciplines. You can apply for positions in different areas of the company and at various locations throughout the world.

Fresh graduates seeking career opportunities can take advantage of their diverse healthcare operations. There are global opportunities and learning experiences with new technologies, functions, and businesses some of the programs offered for fresh as well as experienced employees are,

• Internship programs
• Development Programs
• Co-op  programs

Salary & benefits

The average annual salary for the Key Account Manage-Critical Cardiology role is around INR 6.0 to 7.0 LPA (Source: Glass door). Below are the employee benefits at Abbott:

• Healthcare incentives
• Wellness programs
• Life, long-term care, and travel accident insurance
• Retirement benefits
• Sick pay, medical leave management, long-term disability plan, and parental leave
• Paid holidays
• Work-life programs

Career progression

Abbott's, life-changing technologies span healthcare with opportunities to work in leading businesses around the world across diagnostics, medical devices, nutritional, and branded generic medicines. You can experience diverse cultures and geographies, tackling the world’s greatest healthcare challenges. And you’ll be supported by a company committed to helping you build a fulfilling life and a rewarding career.

As an Abbott professional, you’ll work in a dynamic environment that:

• Fosters your growth through comprehensive learning
• Recognizes and reward your contributions through competitive compensation to align your work with business success
• Values and encourages diversity 
• Provides you with meaningful work and allows you to have an impact on the lives of people across the world

Work-life balance

Employees have flexible work timings with a good inclusive work environment and provide the opportunity for all their employees globally to work flexibly with work-from-home options.

Culture & vibe

Abbott India's organizational culture is themed on a supportive and friendly atmosphere where co-employees can feel at home with each other. It's the ideal environment for freshers and interns because they will be mentored by senior staff members and have exposure to numerous career opportunities.
 
Abbott India fosters unique career prospects by leveraging the diversity of its businesses. They also facilitate rapid career progress for high-performing employees. The organization also encourages its staff to operate with the highest standard of integrity and ethics and also give back to the community.

About You

The requirements for the role are as follows:

Education & Experience:

• Graduate with a minimum of 2+ Years of experience 
• Candidate with prior/current experience in same profile preferred; candidate from Pharma MNC/FMCG/top Indian Pharma companies will have added advantage
• Fresher with effective communication and analytical skill may also be considered
• Fluent and confident in communication

Key Success Factors:

• Must be analytically strong and should be able to spot trends in sales based on previous month/ year data
• Should carry selling skills, can plan and be wary of his market
• Should be confident, assertive, proactive, and possess effective communication skills
• Must be the son of the soil and fluent in the native language

How to apply

To apply for this role, just click on the "Apply on employer site" button, which navigates to the career section where the application can be submitted.