Job Description

JOB DESCRIPTION: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 Retailers 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 Retailers top management and EPD Top Management
• Share EPD MY growth and expansion plans and work closely with the retailers partners in line with organizations plan
• Understand customers 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

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