Abbott Trade Key Account Manager in Johannesburg, South Africa

Core Job Responsibilities:

Effective development of strategy and tactical sales plans in line with Group strategic direction and objectives

  • Participate in ANI strategy sessions and business planning process to provide valuable input at business unit level.

  • Utilize the ANI Annual Strategy (Playbook) to determine and rollout Retail/Trade sales strategy in terms of retail sales targets, volume share and profitability.

  • UtilizeANIthis strategy to guide national & regional strategies according to the different customer groups and levels, ensuring the development of tailor made key account plans per retailer to drive the business forward.

  • Ensure comprehensive understanding of Retail Customer strategic objectives through interaction with relevant stakeholders.

  • Engage with Retail Customer plans and interrogate previous plans and performance against agreed plans, ensuring comprehensive understanding and alignment to Retail Customer strategic objectives

  • Provide various operational and strategic proposals in line with greater strategy

  • Balance Retail Customer demands and operational capacity

Ensure New Business Development

  • Grow current business & identify and source new business opportunities in line with operational capabilities

  • Develop and present opportunities to grow and expend the channel of existing customers, delivering relevant sales proposals.

  • Manage the development of contracts in line with ANI & Retail Customer expectations

  • Negotiate trade discount fees to mitigate risks, operational complexities managing expectations with new customers

  • New Product introductions: ensure timeous listing and ranging into all relevant retail channels to drive business success

Effective Retail Customer engagement and management

  • Actively build, maintain and grow strong relationships with Retail Customer at an appropriate senior level.

  • Work to align ANI and Retail Customer objectives with business plans.

  • Manage effective two way flow of information.

  • Work on an 8 week call cycle to ensure effective coverage of all key stakeholders at the Retail Customers.

  • Define and action opportunities of the customers quarterly and the translation into action plans.

Achievement of profitability, sustainability and financial targets

  • Compile forecasts and budgets and present to General Manager for sign-off

  • Implement, monitor and manage budget, providing regular financial reports to General Manager.

  • Oversea profitability and market share of customer.

  • Set, negotiate and maintain growth targets and current commission rates per agent group to ensure sustainability of profits.

Effective management of operations

  • Provide all weekly and monthly trade sales reports as required by the ANI business

  • 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.

  • Ensure 10 Trade Visits per month are completed with sales agents/merchandisers

  • Ensure sales agents adheres to parameters

  • Obtain operational information from the sales agents and communicate relevant information to sales agents

  • Measure point of purchase implementation.

  • Identify, develop and execute opportunities and ad hoc initiatives and drives to increase sales and profitability

  • Ensure distribution methods are effective and efficient and identify problems and ensure resolution timeously

  • Attend monthly/quarterly sales merchandiser training and provide them with the necessary education and tools to ensure strategy alignment

Effective people and self-management

  • Through effective inspirational and practical leadership, collaborate with all sales agents and merchandisers to strive to meet the needs of ANI and Retail Customers.

  • Create and encourage a culture focusing on delivery of objectives

  • Take full responsibility for performance of all sales agents, motivating and managing them in relation to quality standards and agreed benchmarks and objectives, focusing on all aspects of sound people management.

  • Follow through to ensure that personal quality and productivity standards are consistently and accurately maintained.

  • Demonstrate consistent application of internal procedures.

  • Internal collaboration with all disciplines (Marketing, HCP Sales, Supply Chain and Finance) to ensure retail and other business objectives are met.

Minimum Skills Required:

( Identify the specific skills needed to perform this job effectively (leadership skills, selling skills, computer literacy)

Experience Required:

Describe the on the job experience level required to perform this job (management experience)

  • Solid analytical & negotiating skills.

  • Strong business acumen & strategic thinking.

  • Personal attributes not limited to: drive, initiative, tenacity, teamwork, assertive, proactive, enthusiastic & action orientated.

  • 50% - 60% travel

  • Strong computer skills in Microsoft Excel (level intermediate or advanced), Word, PowerPoint and Outlook, ERP

  • Good communication & leadership skills.

  • Minimum 5-10 years FMCG sales experience, FMCG Key Account management at a national level with a proven track record of managing teams, resources and customers.

  • 5-10 years industry experience in nutrition or OTC pharmaceuticals

  • Proven sales track record.

Knowledge / Education Required:

  • Appropriate 3 year degree or diploma.

  • 5 – 10 years’ experience in FMCG Sales or FMCG Key Accounts at a national level with a proven track record of managing teams resources and customers.

An Equal Opportunity Employer

Abbot welcomes and encourages diversity in our workforce.

We provide reasonable accommodation to qualified individuals with disabilities.

To request accommodation, please call 224-667-4913 or email