Key Account Manager

7 months ago

Ontario, Canada Abbott Laboratories Full time

ABOUT ABBOTT

Abbott is a global healthcare leader, creating breakthrough science to improve people’s health. We’re always looking towards the future, anticipating changes in medical science and technology.

WORKING AT ABBOTT

At Abbott, you can do work that matters, grow, and learn, care for yourself and family, be your true self and live a full life. You will have access to:

- Career development with an international company where you can grow the career you dream of.
- A company recognized as a great place to work in dozens of countries around the world and named one of the most admired companies in the world by Fortune.
- A company that is recognized as one of the best big companies to work for as well as a best place to work for diversity, working mothers, female executives, and scientists.

THE OPPORTUNITY

This position works out remotely from the GTA and the surrounding areas in the Nutrition division. Our nutrition business develops science-based nutrition products for people of all ages, from helping babies and children grow, to keeping adult bodies strong and active. Millions of people around the world count on our leading brands - including Similac®, PediaSure®, Pedialyte®, Ensure®, and Glucerna® - to help get the nutrients they need to live their healthiest life.

Under the supervision of the Customer Team Lead, the Key Account Manager (KAM) is responsible for achieving Sales and Marketing objectives within his/her specific key accounts and in accordance with National objectives. KAM’s role is to provide the key accounts superior service in knowledge and opportunity identification enabling mutual sales and profit growth.

WHAT YOU’LL DO

External - Building Relationships/Developing Opportunities:

- Play a pivotal role at improving Abbott’s account penetration in such a way to maximize all aspect of our business;
- Identifiy and optimize Strategic business opportunities with their respective customers;
- Maximize volume and revenue in key assigned accounts by utilizing fact-based selling;
- Analyze and present Nielsen information, sales data (POS) and marketing information to enhance account development. Involves Category Management in the process (analysis, customer presentations, etc.);
- Present and secure new product listings at key accounts;
- Negotiate and present recommendations to his/her accounts aiming to improve various aspects of the business. These include planogramming, suggested/recommended retail pricing, product assortment, value-added promotions, shelf positioning, revenue growth management, logistics process improvement and inventory control/forecasting recommendations;
- Prepare and present external category business reviews which include, but are not limited to, the following: Performance YTD - YTG, promotional activities, sales forecast and gap closers, deductions issues, competitive activities, shelf space, recommendations on plan-o-gram changes and inventory course correction if necessary.

Trade Promotion Planning /Administration:

- Negotiate promotional programs with their product portfolio in line with the organizational strategy & guidelines. Manages budgets making sure that: 1) Promotional Strategies are implemented 2) Trade Spend budgets are optimized in the most profitable manner;
- Complete and submit all account specific administration; Trade Spend in a timely manner;
- Work with Abbott Credit department to clear or validate account deductions, and sustain outstanding deductions to a manageable level;
- Track all promotional activity undertaken in the key accounts for both our products and that of our competitions.

Category Management:

- Analyze the market places that we compete in hence offering the key accounts timely knowledgeable information about the various categories we compete in. From this analysis create in-depth category reviews as it pertains to each account. Use these review sessions to further our market position;
- Leverage Point of Sale data (where available) to formulate analysis and recommendations (POS vs. Ships, etc.)

Forecasting:

- Provide forecast estimates for each account under responsibilities;
- Achieve monthly and yearly account sales plan with a strong emphasis on forecasting accuracy;
- Complete Trade Promotion Planning tasks in full and on time.

General:

- Identifiy issues, proposes sound recommendations and provide processes for timely and effective resolution;
- Do store check and market evaluation in order to stay on top of the business;
- Prepare and present an annual customer plan for each account to the senior management and marketing team;
- Look for opportunities to increase customer service levels within Abbott policy;
- Review goals, assess root causes when goals not achieved and incorporate key learning into future strategies.

REQUIRED QUALIFICATIONS
- Bachelor's Degree (preferably in Business);
- 3 -5 years of experience as Key Account Manager in a CPG / OTC environment;
- Strong interpersonal ski

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