Trade Sales Director - Petaling Jaya, Malaysia - Abbott Laboratories

Abbott Laboratories

Verified Company

Petaling Jaya, Malaysia

2 weeks ago

Posted by:

Siti Tan

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_Key responsibilities:
_

Business Planning:

Develop annual trade sales plan at affiliate as well as channel level. Set objective, goals, strategies and measurement to achieve sustainable sales & share growth, deliver division margin, trade spend management & controls. Link with insights from external consumer, shopper, retailer, distributor partners & agency.
Lead annual IBP (Integrated Business Planning) process in Affiliate (MY). Lead annual affiliate channel strategy.
Lead development of annual bychannel sales growth forecast & plan trade investment bychannel to mirror channel role & growth expectation. Deliver financial measures within trade spend budget.
Lead design of channel packsize architecture, promotion strategy & merchandising strategy.
Define RPS (retail performance standard), standard of excellence for instore fundamentals (distribution, shelving, displays, pricing & promotions).
Supports demand forecast on trade channel supply requirement.

Trade Sales Operation & Execution:

Lead ideation and execution of Go-ToMarket (GTM) reinvention, to enable ANI to have strong competitive edge vs competition.
Lead retailers & distributors engagement with his/her customers. Enforce discipline of JBP completion, scorecard & monthly/quarterly review with all key retailers & distributors. Develop winwin partnership with key retailers & distributors.
Enable sales team & hold sales team accountable on execution excellence. Each channel leaders to develop & implement channel demand generation plan, to deliver sales growth, share growth, improve channel profitability, to enable affiliate to deliver core financial metrics.
Builds strategic relationships with KOLs across channels and platforms (digital, remote/virtual & facetoface) to expand Abbott influence throughout the affiliate, including leveraging these relationships to gain access to and build relationships with new customers.
Closely monitor budgets and expenditures to ensure that resources are spent in line with the business plan commitment.
Analyze performance data, identifies areas for improvement and develops action plans to help close gaps.

Leading Organization:

Create and communicate a compelling vision and direction for the trade sales team, company vision and overall business strategy.
Build trade sales team capability (partnering with Commex team), both corporate & sales function capabilities.
Responsible for right staffing & structure, ongoing review to future proof trade sales organization
Lead talent planning for trade sales team, development plan, robust succession planning on critical roles.
Lead & develop secondary selling organization (distributor sales team, PGs & merchandisers).Ensure compliance with each trade sales team members has a full understanding of and operates in strictly compliance with Abbott Code of Business Conduct and Malaysia Government Regulation.

Cross Function Collaboration:

Build and maintain strong relationship with marketing, finance, HR, Commex and ethical sales team, from proactive engagement on business opportunities, to cocreate brandchannel priorities, to execution excellence enablers & talent management.
Build and maintain strong relationships with retailers/trade leaders and organizations, industry peers and distributors, in order to create positive impact to business & organization.