National Trade Account Manager at Abbott

DO WORK THAT MATTERS.

• At Abbott, diverse ideas, perspectives, and expertise allow us to create the life-changing solutions that help people live healthier lives. In 150 countries and with businesses spanning nutrition, diagnostics, medical devices, and branded generic pharmaceuticals, Abbott offers you enormous opportunities to explore your interests and help you achieve your career and personal goals.

BUSINESS OUTCOMES

• 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 in alignment with ANI strategic objectives (NS / DOH / GTN), and to manage the customer relationship on an ongoing basis.
• 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 ANI.
• Collaborate with cross-functional teams (Marketing, COMEX, Supply Chain) 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

RESPONSIBILITIES:

• Responsible for achieving strategic objectives for Key Accounts i.e., NTS / GTN Targets.
• Responsible for managing customer negotiations in relation to ANI’s commercial strategy and the customer Trading Terms for the Key Accounts.
• Responsible for the promotional strategy per customer, and promotional execution (including trade budget management, range and space optimization).
• Responsible for aligning JBP KPIs with key accounts and timeous delivery on expectations.
• Responsible for developing customer new product launch plans and ensuring successful implementation of innovation.
• Increased sales and grow the accounts to leverage the trade market share across customers.
• 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
• Ensure all requirements are met for S&OP meetings, Supply & Demand Meeting, Sales Forecasting and any other Ad Hoc requirements

• Analyze sales to market trends, supply & demand to determine appropriate remedial action to ensure budget deliverables.

QUALIFICATIONS AND EXPERTISE:

EDUCATION:

• Tertiary qualification in Health Sciences and/or Business Sciences or equivalent. Is essential.
• Additional, Marketing qualification/IMM/Commercial qualification is an advantage.

EXPERTISE AND COMPETENCIES:

• 3-5 years’ experience in a Sales, Trade Marketing/Key Accounts Management on a national level
• Experience in a fast-moving consumer-goods (FMCG) or OTC environments
• Analytical - ability to analyze data and gain actionable insights.
• High commercial acumen
• Excellent Presentation Skills
• Negotiation Skills
• Time Management Skills
• Category Management Skills
• Familiar with Trade KPIs, i.e., ROI, Forward Share and Front/Back Margin