Abbott Key Accounts Manager in Taguig City, Philippines

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

Key Areas of Accountability:

Volume

  • Targets

  • Deliver PN and/or MN sales targets: Monitor progress and develop plans to address variance

  • Forecast

  • Participate in the trade sales demand forecast

  • Participate in developing long term demand forecast

  • Participate in developing the forecast process and tool

Distribution

Lead the establishment of trade-sales Retail Performance Standards

Merchandising

  • Lead the development, execution and evaluation of Merchandising guidelines

  • Lead the management of Merchandising Funds

Promotions

  • Accountable for the development, execution and evaluation of in-store promotions

  • Lead the management of PN and/or MN Trade Promotion Funds

Category Management

  • Drive CatMan Process with external & internal customers

  • Accountable for the development of CatMan solutions

  • Accountable for the execution of CatMan solutions in stores

  • Accountable for the development and execution of shopper research strategy

  • Provide & review CatMan training & refreshers

Account Management and Development

  • Business Planning and Review

  • Implement trade sales strategic plan

  • Accountable for the development and review of Category Trade Plan

  • Participate in the development and maintenance of customer profiles

  • Participate in the development, implementation and review of customer business plans

  • Trading Terms (Collections/Receivables): Participate in the management of Customer Trading Terms

  • Trade Communication: Lead the development, implementation and review of Trade Communication Plan

  • Trade Pricing: Lead the development of trade pricing strategy

Financials

  • Trade Sales Profit

  • Participate in the establishment of total trade sales Budgets and Targets. Monitor progress and develop plans to address variance

  • Deliver PN and/or MN profit targets

  • Channel/Customer Profitability Management: Participate in the ROI analysis of strategic Abbott customers

Systems / Organization Development

  • Organization Structure: Participate in the review of Trade Sales Organisation Structure

  • Recruitment (include auxiliary sales team)

  • Align to recruitment policy

  • Oversee trade marketing manpower planning

  • Training & Development (include auxiliary sales team)

  • Develop, coordinate and implement with HR the program curriculum for the trade marketing team

  • Participate in the management of the Training & Development budget

  • Track individual training plans progress

  • Performance Management (include third-party sales team, merchandising/promoter teams): Lead the PEX process for all trade marketing staff

  • Career & Succession Planning: Periodically review individual career plans

  • Talent Management: Participate in the the process/plan of selecting and developing the best leadership talent of the trade-sales team

  • Organisation Development

  • Participate in the development and responsible for the implementation of interventions towards the "ideal trade sales culture" in the trade marketing team

  • Participate in the development and lead the implementation of a knowledge sharing system within the trade marketing team

  • Participate in the evaluation of effectiveness and efficiency of trade sales tools, enabling equipment/software and recommend areas for improvement

Job Specification

Knowledge & Experience:

Knowledge on the following

  1. Knowledge of the Business

  2. Territory Planning and Management

  3. Key Account Management

  4. Financial Management: Key Account

  5. Organization Development

Competencies required:

  • Communication

  • Negotiating*

  • Strategic Planning*

  • Building Strategic Working Relationships*

  • Managing the Sales Job*

  • Analytical Skills

Minimum Qualification:

Must be a Bachelor's Degree Graduate of any Business and Marketing Course

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 corpjat@abbott.com