National Key Account Manager

5 months ago

Petaling Jaya, Malaysia Abbott Laboratories Full time

**MAIN PURPOSE OF ROLE**
- Overall responsibility for driving business with National Key Accounts.
- Develop and execute the annual business plans with all the above accounts:

- Signing Annual Terms of Trade, Promotion planning, Activation support, Ensuring compliance of annual business plans, Account profitability.
- Supply chain management (order forecasting, managing PO/Trade Returns, trade inventory)
- Financial management (overall accountability for accounts payable to customer, account profitability and cost to sales for these National Accounts)
- Relationship management (with stakeholders, both internal and external)
- Category management (consumer promotions, plannogramming, advisory role)
- Organize Top to Top meetings with the Global retailers (meeting between Retailer’s top management and top management)

**MAIN RESPONSIBILITIES**:
Meeting the top line National sales objective for the following National Accounts.
- Overall responsible for sales to these accounts for the entire country
- Ensuring stock availability with a high degree of forecasting accuracy
- Ensure fill rates of 95% plus with all these chains

Develop and manage the Annual Business plans for these National Accounts
- Have a vision for the next 3-5 years for the business
- Set annual targets for all these accounts
- Sign Trade Contracts and JBPs
- Ensure Trade Contracts execution and adherence

Managing the Account wise profitability & cost of sales
- Setup a model to measure key accounts profitability
- Ensure activities are done to maximize returns.
- Maintain a track of cost of doing business with these accounts
- Challenge the existing route to market model and suggest ways of reducing cost in the same

Managing the Accounts Payable to Customers
- Ensure that there are no bad debts
- Settlement of claims / credit notes within the agreed time frame

Facilitate on NPIs / Launches through robust plans:

- New products introduction
- Pack changes
- Price increase
- Consumer promotions and other activities

Take on the category advisory role
- Using information from the shopper study work with the accounts to manage the overall category, so as to drive growths in the category
- Increase brands share of contribution from the existing levels
- Look at the possibility of exclusive campaigns and distribution expansion in order to further leverage our strength

Manage all interfaces with all Accounts
- Develop good relations with Regional offices and key stores pharmacists
- Have a quarterly review of performance with the Account
- Share best practices of work done by Regional Team and also global initiatives in the category
- Initiate and manage all process changes like new product introductions, change in pack, new launches, etc

Manage industry interfaces and keep the organization informed about developments in the retail sector
- Develop good relations with counterparts in the Trade Channel
- Share best practices in the industry with the KA Team, so as to enhance internal system and processes
- Anticipate trends in the retail industry so that internal system and processes can be geared to meet the evolving retail environment

Organize Top to Top meetings with the retailers
- Meeting between Retailer’s top management and EPD Top Management
- Share EPD MY growth and expansion plans and work closely with the retailers partners in line with organization’s plan
- Understand customer’s short-term and long-term plans

**EXPERIENCE, KNOWLEDGE, TECHNICAL SKILLS**:

- Post graduate management degree from a renowned university or atleast 10-12 years experience in field sales with atleast 3-5 years in Key Accounts with a reputed Consumer Health / Pharmaceutical company
- Minimum of 3 years experience in a reputed Consumer Health / Pharmaceutical Company in the Key Accounts
- Sharp negotiation and influencing skills
- Understanding of the retail environment
- Analytical skills
- Networking and strong orientation towards customer management
- Ability to handle pressure in a dynamic environment
- Ability to handle complex and diverse business situations

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