Job Description

JOB DESCRIPTION:Primary Job Function:Develop and manage business with major Trade Key Accounts (TKA) through the development of strategic partnerships that build long-term and sustainable business partnerships, ensuring the profitable growth of Abbott\xe2\x80\x99s sales and market share through proper business planning and execution excellence.Core Job Responsibilities:1) Revenue Growth ManagementUse sound trade insights and value chain knowledge to make RGM decisions at an operational level over the medium termUse ROI analysis to prioritise investment decisions and resource allocation for Key AccountsAccurately provide sales forecasts, monitors and controls all aspects of sales and expenditureConduct regular and accurate financial reviews to ensure compliance and ROIIdentify and promotes proposals that improve the way the company invests with customers in the channel2) Category Growth/ LeadershipProvide thought leadership to customers on the implications of retail landscape for the category through regular business reviewsand discussions.Provide quantified customer performance analysis to recommend key priorities for mutual growthSupport customers in navigating changing commercial and consumer dynamicsInspire customers with compelling commercial storylines to drive transformative category change3) Selling & NegotiationIdentify opportunities for the Abbott and the customer to work together to gain a competitive edgeSell category concepts effectively, ensuring customer buy in to the bid ideaUse insights to identify penetrating customer truths and commercial opportunitiesPresent the Abbott as a unique solution provider to the customer\'s problems / issuesLeverage a developed financial awareness of the customer\'s KPIs to underpin the value of the Abbott Value PropositionThink creatively about how the Abbott can provide customer solutions and adapt approach accordinglySuccessfully prepare and run day to day customer negotiations independently, delivering against defined objectivesIdentify optimal and desirable outcomes and their value (and cost) to the customer and AbbottStructure proposals to match customer needs creatively and realisticallyUnderstand the balance of power within a negotiation and how to use this to close a negotiation to a win-win solutionInitiate 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 portfolio4) Customer UnderstandingSeek out new sources of customer insight (e.g. industry reports, conferences) to build a deeper holistic understandingBuild industry network to share and gather customer insightsModel the importance of customer centricity within Abbott5) Customer Relations/ InfluenceProvide added value to customer contacts to support their internal agendasLead and challenge the customer with new insights and perspectivesAnticipate potential commercial issues and proactively provide options for resolutionRespond to customer feedback /other behavioural cues and adjust engagement approach accordinglyBuild cross functional network within customer to broaden relationship beyond \'purchaser and seller\'6) Internal Commercial PlanningCreate stretching customer plans that map Abbott\'s key objectives with quantified customer opportunitiesUtilise category and patient insights to uncover innovative approaches to unlock growth within the customerEmploy a structured alignment process to gain cross functional inputs into the development of the buy in to the customer planChallenge internal colleagues (where appropriate) to develop solutions to unfulfilled customer needs / opportunities7) Account/ Joint Business PlanningCreates and leads the development of category based Joint Business Plans for key customersPrioritises and targets opportunities, which generate the greatest value for Abbott and the customerLeads development of the action plan process and delegates key elements of the plan to appropriate personnel who delivermilestones with minimum direction8) Market & Patient InsightEstablish a regular cadence of insight provision to the customerUtilize understanding of patient barriers & triggers to overcome customers in store pain pointsUse patient insights on mindsets / profiles to tailor specific in store activities to maximise purchase9) Data to InsigtsDeploy targeted customised insights to challenge / mobilize the customerCreate impactful selling stories underpinned by robust insightful data to inform customer conversationsUtilize dashboards / other mechanisms to provide simple and accessible visibility of performance metrics10) Monitor PerformanceKnow the key sales impactors and their quantifiable effect e.g. competitor activity, level of secondary display, seasonal timings etc.Develop potential \xe2\x80\x98gap closing initiatives\xe2\x80\x99 as possible responses to sales performance issuesUndertake root cause analysis on sales performance issues and develops corresponding recommendations (where appropriate)Track stocks availability and promotion compliance in stores to minimize missed sales opportunities and ensure execution11) Forecasting/ Supply ChainIncorporate supply chain measures into the Joint Business Plan process highlighting benefits to customersWork with key internal and customer contacts, where appropriate, to maximise in bound supply accuracyWork collaboratively with the customer to optimise in store availability / minimise operational costsMinimum Experience & Education

• Bachelor\'s Degree in Commerce/ Business/ Marketing.
• Minimum 5 \xe2\x80\x93 10 years of strong sales track record
• Experience in health care (OTC, Generics, Consumer Healthcare), Fast Moving Consumer Goods (FMCG) and/or Retail
• Key Account Management experience in a multinational environment

The base pay for this position is N/AIn specific locations, the pay range may vary from the range posted.JOB FAMILY: Sales ForceDIVISION: EPD Established PharmaLOCATION: Malaysia
Selangor : Imazium, No. 8, Jalan SS 21/37ADDITIONAL LOCATIONS:WORK SHIFT: StandardTRAVEL: Not specifiedMEDICAL SURVEILLANCE: Not ApplicableSIGNIFICANT WORK ACTIVITIES: Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day)

Abbott