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…