Key Account Manager

4 weeks ago

Petaling Jaya, Malaysia Abbott Laboratories Full time

**Role Description**
- Drive growth of Abbott Nutrition products through the development of strategic partnerships with key accounts that build long-term and sustainable business partnerships with strategically important accounts and boost brand loyalty and advocacy.
- Develop a deep understanding and relationship of all key account stakeholders and decision-makers at the executive level, to develop strategy and concise engagement plans for key accounts plans that bring added value to the customer and Abbott
- Collaborate with cross-functional teams (Marketing, Analytics, Training, SFE) to plan and execute brand strategy at the regional level and improve the quality of customer insights
- Innovate the use of digital tools and platforms to deliver different types of customer/business value to a variety of customers to develop an increasingly integrated omnichannel engagement in alignment with key account strategies

**Business Outcomes**
- Predictive customer insights that enable the anticipation of trade trends, and influence overall trade marketing strategy and plan
- Strong relationships with influential regional stakeholders at the wholesaler, distributor, and retailer on executive levels
- Delivering sales growth & winning in-store fundamentals for their customer/channel portfolio through selling & executing business plans.
- Compliance & demonstrate good stewardship across business processes / reporting including in market display audits

**Key Business Challenges**
- Driving growth and trade market share across the region in an increasingly complex and fast changing market
- Securing appropriate, reliable trade sales analytics and integrating insights from multiple platforms (not originally designed together)
- Maintaining the balance between the increasing demand to drive sales growth (Business prospective) and customers satisfaction during market challenges (Customer prospective)

**Key Success Factors**
- A tendency to “own the business”, holding themselves and their teams accountable for the quality of execution - Strong business insight skills, including integrating digital tools and platforms with traditional touchpoints across channels, and interpreting and translating online and offline customer behaviors into strategic activities - Ability to translate key account strategy into financial outcomes, KPIs, and coordinated activities across the account team - Working collaboratively with cross-functional partners (Marketing, Analytics, Supply) to optimize performance - Investing highly in team development, prioritizing and valuing individual development planning and coaching, and a holistic approach to people management

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