National Key Account Manager - Petaling Jaya, Malaysia - Abbott Laboratories

Abbott Laboratories

Verified Company

Petaling Jaya, Malaysia

5 days ago

Posted by:

Siti Tan

beBee Recruiter

OTHER

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 Retailer's top management and top management)

MAIN RESPONSIBILITIES:

Meeting the top line National sales objective for the following National Accounts.

Develop and manage the Annual Business plans for these National Accounts

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

Facilitate on NPIs / Launches through robust plans:

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 Retailer's top management and EPD Top Management
Share EPD MY growth and expansion plans and work closely with the retailers partners in line with organization's plan
Understand customer's shortterm and longterm plans

EXPERIENCE, KNOWLEDGE, TECHNICAL SKILLS:

Post graduate management degree from a renowned university or atleast 1012 years experience in field sales with atleast 35 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