Senior Ethical Sales Manager

JOB DESCRIPTION:

MAIN PURPOSE OF ROLE

Summarize the main purpose of the role in 3-5 statements.

The Senior Ethical Sales Manager is responsible for driving sustainable business growth and achieving commercial objectives across assigned territories through effective sales leadership, territory optimization, customer engagement, and people development.

The role leads field force operations through District Managers and/or Ethical Sales Managers, ensuring excellence in execution, resource deployment, organizational capability, and customer coverage. The incumbent partners closely with cross-functional teams to maximize market opportunities, strengthen customer relationships, and deliver business results while maintaining the highest standards of ethics, compliance, and quality.

MAIN RESPONSIBILITIES (NEW)

Business Leadership & Commercial Performance

• Develop and execute annual and quarterly business plans to achieve sales, market share, and profitability objectives.
• Lead and monitor sales performance across assigned territories, ensuring alignment with company strategic priorities.
• Identify growth opportunities, market trends, competitive threats, and business risks and translate insights into actionable plans.
• Drive effective execution of commercial strategies, promotional activities, and customer engagement initiatives.
• Monitor business performance through KPIs and implement corrective actions to close performance gaps.
• Provide regular business reviews and recommendations to senior leadership
• Other projects are assigned by line manager

Territory & Performance Management

• Conduct field visit to access market opportunities and ensure business operation and sales objectives are in line with territory planning
• Develop and execute territory management plans to maximize market penetration
• Monitor, track and analyses territory performance metrics to identify gaps and implement action plans to improve field performance
• Coordinate with Marketing to ensure alignment of territory management strategies with overall business goals
• Conduct regular field visits to hospitals, pharmacies, and other points of sale to collect insights and provide action plans on performance improvement & KPI measurement
• Prepare and present regular reports on team performance, operational challenges, and improvement initiatives.

People Leadership & Organizational Development

• Lead, coach, and develop District Managers and Ethical Sales Managers to achieve business objectives and strengthen leadership capability.
• Establish a high-performance culture through goal setting, performance management, coaching, and accountability.
• Develop and implement succession plans and talent development strategies to ensure organizational sustainability.
• Support workforce planning activities, including recruitment, onboarding, talent deployment, and retention initiatives.
• Monitor team productivity, engagement, and turnover indicators and implement appropriate improvement actions.
• Foster a collaborative and inclusive team environment that supports employee growth and organizational effectiveness.

Incentive & Performance Management

• Provide field insights and recommendations for incentive scheme design, target setting, and performance measurement frameworks.
• Ensure effective communication and implementation of incentive programs across assigned teams.
• Evaluate post-implementation effectiveness of incentive schemes and recommend improvements where necessary.
• Drive accountability for achievement of sales targets, productivity standards, and operational KPIs.

Compliance & Quality Assurance:

• Ensure all field activities comply with company policies, ethical standards, SOPs, and applicable local regulations.
• Promote a strong culture of integrity, compliance, and quality across the organization.
• Monitor compliance risks and implement corrective actions in collaboration with relevant stakeholders.
• Ensure all customer interactions and business activities are conducted in accordance with Abbott's Business Code of Conduct.

 SUPERVISORY RESPONSIBILITIES

• Lead and manage a team of District Managers and Ethical Sales Managers to achieve business objectives.
• Drive talent acquisition, onboarding, performance management, succession planning, and employee retention strategies.
• Conduct structured coaching and capability-building programs to improve leadership bench strength.
• Ensure consistent implementation of performance standards and accountability across assigned regions.

MINIMUM BACKGROUND/ EXPERIENCE REQUIRED

Work Experience

Experience

Experience Details

(Details about type of experience required – not more than 4-5 statements>)

Minimum 8-10 years relevant exp. In managerial role

• Sales operations experience in Pharmacy and Healthcare industry
• Strong background in project and stakeholder management
• Experience in developing customer acquisition, re-engagement, and retention strategies.

Education

Preferably in Pharmacy, Project Management, or General Business

CORE Skills Required

Professional Skill

(Technical skills required for role)

• Territory & Resource Optimization
• Business Planning & Execution
• Commercial Analytics
• Customer Segmentation
• Financial Acumen
• Change Management

Behavioral / Leadership Skill

(Competencies required for role)

• Strategic Thinking
• Coaching & Talent Development
• Stakeholder Influence
• Decision Making
• People Leadership
• Building High Performance Teams

Language Skill

(any specific language required)

• Good command of English

Computer Skill

(any specific Computer Skill required)

• MS Office

The base pay for this position is

In specific locations, the pay range may vary from the range posted.

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