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Key Account Manager

2 months ago

Malaysia Abbott Laboratories Full time


Job Title: Key Account Manager

Job Title: Key Account Manager
Company: Abbott

Abbott is a leading healthcare company that is committed to helping people live healthier lives through innovative medical solutions. We are seeking a highly skilled Key Account Manager to join our team.

Job Summary:

The Key Account Manager will be responsible for developing and managing business with major Trade Key Accounts (TKAs) through the development of strategic partnerships that build long-term and sustainable business partnerships.

Primary Job Function:
  • Develop and manage business with major Trade Key Accounts (TKAs) through the development of strategic partnerships that build long-term and sustainable business partnerships.
  • Ensure the profitable growth of Abbott's sales and market share through proper business planning and execution excellence.
Core Job Responsibilities:
Revenue Growth Management:
  • Use sound trade insights and value chain knowledge to make RGM decisions at an operational level over the medium term.
  • Use ROI analysis to prioritize investment decisions and resource allocation for Key Accounts.
  • Accurately provide sales forecasts, monitor and control all aspects of sales and expenditure.
  • Conduct regular and accurate financial reviews to ensure compliance and ROI.
  • Identify and promote proposals that improve the way the company invests with customers in the channel.
Category Growth/ Leadership:
  • Provide thought leadership to customers on the implications of retail landscape for the category through regular business reviews and discussions.
  • Provide quantified customer performance analysis to recommend key priorities for mutual growth.
  • Support customers in navigating changing commercial and consumer dynamics.
  • Inspire customers with compelling commercial storylines to drive transformative category change.
Selling & Negotiation:
  • Identify opportunities for the Abbott and the customer to work together to gain a competitive edge.
  • Sell category concepts effectively, ensuring customer buy-in to the bid idea.
  • Use insights to identify penetrating customer truths and commercial opportunities.
  • Present the Abbott as a unique solution provider to the customer's problems/issues.
  • Leverage a developed financial awareness of the customer's KPIs to underpin the value of the Abbott Value Proposition.
  • Think creatively about how the Abbott can provide customer solutions and adapt approach accordingly.
  • Successfully prepare and run day-to-day customer negotiations independently, delivering against defined objectives.
  • Identify optimal and desirable outcomes and their value (and cost) to the customer and Abbott.
  • Structure proposals to match customer needs creatively and realistically.
  • Understand the balance of power within a negotiation and how to use this to close a negotiation to a win-win solution.
  • Initiate strategic dialogues with customers on how to improve their business based on deep knowledge of the customer business, the Abbott product value proposition, and the communication portfolio.
Customer Understanding:
  • Seek out new sources of customer insight (e.g. industry reports, conferences) to build a deeper holistic understanding.
  • Build industry network to share and gather customer insights.
  • Model the importance of customer centricity within Abbott.
Customer Relations/ Influence:
  • Provide added value to customer contacts to support their internal agendas.
  • Lead and challenge the customer with new insights and perspectives.
  • Anticipate potential commercial issues and proactively provide options for resolution.
  • Respond to customer feedback/other behavioral cues and adjust engagement approach accordingly.
  • Build cross-functional network within customer to broaden relationship beyond 'purchaser and seller'.
Internal Commercial Planning:
  • Create stretching customer plans that map Abbott's key objectives with quantified customer opportunities.
  • Utilize category and patient insights to uncover innovative approaches to unlock growth within the customer.
  • Employ a structured alignment process to gain cross-functional inputs into the development of the buy-in to the customer plan.
  • Challenge internal colleagues (where appropriate) to develop solutions to unfulfilled customer needs/opportunities.
Account/ Joint Business Planning:
  • Create and lead the development of category-based Joint Business Plans for key customers.
  • Prioritize and target opportunities that generate the greatest value for Abbott and the customer.
  • Lead development of the action plan process and delegate key elements of the plan to appropriate personnel who deliver milestones with minimum direction.
Market & Patient Insight:
  • Establish a regular cadence of insight provision to the customer.
  • Utilize understanding of patient barriers & triggers to overcome customers in-store pain points.
  • Use patient insights on mindsets/profiles to tailor specific in-store activities to maximize purchase.
Data to Insights:
  • Deploy targeted customized insights to challenge/mobilize the customer.
  • Create impactful selling stories underpinned by robust insightful data to inform customer conversations.
  • Utilize dashboards/other mechanisms to provide simple and accessible visibility of performance metrics.
Monitor Performance:
  • Know the key sales impactors and their quantifiable effect (e.g. competitor activity, level of secondary display, seasonal timings, etc.).
  • Develop potential 'gap closing initiatives' as possible responses to sales performance issues.
  • Undertake root cause analysis on sales performance issues and develops corresponding recommendations (where appropriate).
  • Track stock availability and promotion compliance in stores to minimize missed sales opportunities and ensure execution.
Forecasting/ Supply Chain:
  • Incorporate supply chain measures into the Joint Business Plan process highlighting benefits to customers.
  • Work with key internal and customer contacts, where appropriate, to maximize in-bound supply accuracy.
  • Work collaboratively with the customer to optimize in-store availability/minimize operational costs.
Minimum Experience & Education:
  • Bachelor's Degree in Commerce/Business/Marketing.
  • Minimum 5-10 years of strong sales track record.
  • Experience in healthcare (OTC, Generics, Consumer Healthcare), Fast Moving Consumer Goods (FMCG), and/or Retail.
  • Key Account Management experience in a multinational environment.