The Key Account Manager is responsible for setting and implementing the strategy and direction for Abbott’s key partners. The incumbent has to be able to build a mutually beneficial business partnership between Abbott and his/her assigned accounts/customers/territory.

Key Areas of Accountability:

Volume

• Targets: Deliver monthly sales targets. Monitor progress and develop plans to address variance.

Distribution

• Develop and manage numeric and weighted distribution in assigned territory/account/customer.
• Achieve assortment of MCL in target stores

Merchandising

• OTC: Execute Merchandising guidelines compliant to recommend planogram and installation of relevant POSMs
• Partner with Trade Marketing in the development, execution and evaluation of key account programs

Account Management and Development

• Business Planning and Review
• Responsible for the maintenance of customer profiles
• Key Customer/Territory/Account Stakeholder Mapping
• Responsible for the development, implementation and review of customer business plans
• The Key Account Manager shall develop long-term business-building programs with key stakeholders and/or decision-makers in given territory/customer/account.
• Responsible for providing the Commercial Team with sales analysis/trends for total business
• Customer/Account/Territory in-sighting for better understanding of the environment for business development
• Collaboration with internal Abbott stakeholders

Inventory Management

• Responsible for ensuring that Account inventory levels are within the agreed DOH
• Monthly monitoring and analysis of sell-in and sell-out trending by brand by sku (based on data availability)

Financial Acumen

• Deliver revenue and expense targets
• Responsible for driving reconciliation within account/customer/territory
• The Key Account Manager shall adhere to recommended guidelines on cost to sales
• Activity and promo evaluation within account/customer/territory

Job Specification

Knowledge & Experience:

With a background on at least 2 years’ experience on Sales Management Highly motivated and target driven Excellent Selling, Negotiation and Communication Skills Basic P&L Understanding Marketing, Customer, and Industry Insight Data analysis Strategic Relationship: Understand customer needs and developing plans for growth Completing daily, weekly, and monthly sales reports Prioritizing, time management and organization skills

Competencies required:

Foundational Sales Knowledge Good written and oral communication skills Technology Expertise (Microsoft Applications)   Negotiation skills Relationship Building Willingness to learn Interpersonal Skills Self-management and self-starting ability Results Orientation Execution Capability (On time and in full) Resource Management Technical Expertise (Driving skill)

Minimum Qualification:

Bachelor’s Degree in any field