GT Channel Head – Trade Sales

Abbott

Taguig, Philippines

10-15 Years

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Posted 8 days ago
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Job Description

Key Responsibilities

Channel Strategy & Business Growth
Develop and implement channel-specific sales strategies aligned with overall business objectives
Identify growth opportunities across general trade, hospital channel, and pharmacy chains
Drive market share expansion and product penetration within assigned territories
Monitor competitive landscape and adjust strategies accordingly
Distributor & Trade Partner Management
Appoint, manage, and evaluate distributors and trade partners
Ensure effective distribution coverage and stock availability across all territories
Establish performance targets and KPIs for distributors
Strengthening long-term relationships with key trade stakeholders
Sales Planning & Execution
Develop annual and quarterly sales plans, forecasts, and budgets
Drive achievement of sales targets and revenue goals
Track and analyze sales performance and take corrective actions where necessary
Ensure efficient order fulfillment and supply chain coordination
Trade Strategy, Pricing & Promotions
Define and implement channel pricing strategy and guardrails, especially vs generics
Optimize trade spend allocation based on ROI and strategic brand priorities
Design and execute trade promotions, incentive programs, and push strategies
Partner with Marketing for successful product launches and campaign execution
Ensure strong in-store visibility, merchandising, and execution standards
Team Leadership & Capability Building
Lead, coach, and develop the trade sales team (KAMs and other related headcount within GT)
Set clear performance objectives and conduct regular reviews
Build a high-performing, results-driven team culture
Provide training on product knowledge, selling skills, and compliance
Compliance & Regulatory Adherence
Ensure adherence to pharmaceutical industry regulations, ethical standards, and company policies
Maintain compliance with pricing, distribution, and promotional guidelines
Monitor and manage risks related to trade practices
Data Analysis & Reporting
Analyze sales data, distributor performance, and market trends
Generate insights and recommend data-driven decisions
Prepare regular reports for senior leadership (sales performance, channel health, pipeline forecasts)

Key Performance Indicators (KPIs)

Sales revenue and growth vs. target
Market share within assigned channels
Distributor performance and coverage
Product availability and stock levels
ROI on trade promotions
Team performance and productivity
Service Level
Trade Returns
Channel P&L

Qualifications & Experience

Bachelor's degree in business, Pharmacy, Marketing, or related field (MBA preferred)
10–15+ years of experience in pharmaceutical sales, with at least 5 years in a leadership role
Strong experience in trade sales, channel management, and distributor handling
Proven track record of achieving sales targets and driving business growth

Skills & Competencies