Position Title: National Trade Key Accounts Manager
Division: Abbott Nutrition
Location: Johannesburg
DO WORK THAT MATTERS.
At Abbott, diverse ideas, perspectives, and expertise allow us to create the life-changing solutions that help people live healthier lives. In 150 countries and with businesses spanning nutrition, diagnostics, medical devices, and branded generic pharmaceuticals, Abbott offers you enormous opportunities to explore your interests and help you achieve your career and personal goals.
BUSINESS OUTCOMES
Drive growth of Abbott Nutrition products through the development of strategic partnerships with Key Accounts that build long-term and sustainable business partnerships with strategically important accounts in alignment with ANI strategic objectives (NS / DOH / GTN), and to manage the customer relationship on an ongoing basis.
Develop a deep understanding and relationship of all key account stakeholders and decision-makers at the executive level, to develop strategy and concise engagement plans for key accounts plans that bring added value to the customer and ANI.
Collaborate with cross-functional teams (Marketing, COMEX, Supply Chain) to plan and execute brand strategy at the regional level and improve the quality of customer insights
Innovate the use of digital tools and platforms to deliver different types of customer/business value to a variety of customers to develop an increasingly integrated omnichannel engagement in alignment with key account strategies
RESPONSIBILITIES:
Responsible for achieving strategic objectives for Key Accounts i.e., NTS / GTN Targets.
Responsible for managing customer negotiations in relation to ANI's commercial strategy and the customer Trading Terms for the Key Accounts.
Responsible for the promotional strategy per customer, and promotional execution (including trade budget management, range and space optimization).
Responsible for aligning JBP KPIs with key accounts and timeous delivery on expectations.
Responsible for developing customer new product launch plans and ensuring successful implementation of innovation.
Increased sales and grow the accounts to leverage the trade market share across customers.
Predictive customer insights that enable the anticipation of trade trends, and influence overall trade marketing strategy and plan
Strong relationships with influential regional stakeholders at the wholesaler/distributor, and retailer on executive levels
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.
QUALIFICATIONS AND EXPERTISE:
Education:
Tertiary qualification in Health Sciences and/or Business Sciences or equivalent. Is essential.
Additional, Marketing qualification/IMM/Commercial qualification is an advantage.
Expertise and Competencies:
3-5 years' experience in a Sales, Trade Marketing/Key Accounts Management on a national level
Ideally must have experience with stakeholder management like Dischem, Clicks etc
Experience in a fast-moving consumer-goods (FMCG) or OTC environments
Analytical - ability to analyze data and gain actionable insights.
High commercial acumen
Excellent Presentation Skills
Negotiation Skills
Time Management Skills
Category Management Skills
Familiar with Trade KPIs, i.e., ROI, Forward Share and Front/Back Margin
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