Job Description

JOB DESCRIPTION:

About Abbott

Abbott is a global healthcare leader, creating breakthrough science to improve peoplexe2x80x99s health. Wexe2x80x99re 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.

Trade Key Accounts Manager

This position is based in South Africa in Abbott 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 xe2x80x93 including Similacxc2xae, PediaSurexc2xae, Pedialytexc2xae, Ensurexc2xae, Glucernaxc2xae and ZonePerfectxc2xae xe2x80x93 to help get the nutrients they need to live their healthiest life.

The Trade Key Accounts Manager is responsible to ensure business objectives are met for AN in terms of sales target, profitability, and volume share.

To identify new business opportunities, manage existing retail relationships and sales objectives to assist in the achievement and delivery of AN annual business objectives

What Youxe2x80x99ll Do

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

Participates in AN strategy sessions and business planning process to provide valuable input at business unit level.

Utilize the AN Annual Strategy (playbook) to determine and rollout retail/trade sales strategy in terms of retail sales target, volume share and profitability.

utilize this strategy to guide national and 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 and identify and source new business opportunities in line with operational capabilities

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

Manage the development of contracts in line with AN and 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 AN 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.

Oversee profitability and market share of consumer

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 AN business

Ensure all requirements are met for S&OP meetings, supply and demand meeting, sales forecasting, and any other Ad hoc requirements.

Analyze sales to market trends, supply, and 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 communication relevant information to sales agent

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 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, collaborative with all sales agents and merchandisers to strive to meet the needs of AN 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 rental procedures.

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

Position Accountability/ Scope:

Key Account management

Management of sales agent:

Smollan

Liguori

Required Qualifications

Minimum 5- 10 years FMCG/ Nutrition or OTC pharmaceutical sales experience, FMCG key account management at a national level with a proven track record of managing teams, resources and customers.

Preferred Qualifications

Solid analytical and negotiating skills

Strong business acumen and strategic thinking

Personal attributes not limited to drive. Initiative, tenacity, teamwork =, assertive, proactive, enthusiastic and action orientated.

50% - 60% travel

Strong computer skills in Microsoft excel (level intermediate or advanced) word. PowerPoint and Outlook, ERP

Good Communication and leadership skills.

Business certificate in selling: Negotiations and finance computer literate of excel: word and power point.

Proven sales track record

Follow your career aspirations to Abbott for diverse opportunities with a company that can help you build your future and live your best life. Abbott is an Equal Opportunity Employer, committed to employee diversity.

Connect with us at , on Facebook at and on Twitter @AbbottNews and @AbbottGlobal.

The base pay for this position is N/A

In specific locations, the pay range may vary from the range posted.

JOB FAMILY: Sales Force

DIVISION: ANI International Nutrition

LOCATION: South Africa : Remote

ADDITIONAL LOCATIONS:

WORK SHIFT: Standard

TRAVEL: Not specified

MEDICAL SURVEILLANCE: Not Applicable

SIGNIFICANT WORK ACTIVITIES: Not Applicable

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