Key Account Development Manager

2 days ago

Macquarie Park, Australia Abbott Full time
About Abbott

We are a global healthcare leader committed to creating breakthrough science that improves people's health. Our focus on innovation and collaboration drives us forward, anticipating changes in medical science and technology.

Working at Abbott

At Abbott, you have the opportunity to do work that matters, grow, and learn. You will have access to career development opportunities with an international company, amazing health and wellness benefits, and a chance to be part of a company recognized as a great place to work worldwide.

This role is part of our Nutrition business, which develops science-based nutrition products for people of all ages. Our leading brands, including Similac, PediaSure, Pedialyte, Ensure, Glucerna, and ZonePerfect, help millions of people around the world get the nutrients they need to live their healthiest life.

Purpose of the Role
  • Drive sales and margin growth through strategic partnerships with key accounts and distributors.
  • Develop deep relationships with National Key Account stakeholders and decision-makers at the executive level.
  • Gain new business and grow existing business by identifying customers' needs and maintaining or improving margins.
  • Provide guidance and insights into National accounts and the homecare channel.
Business Outcomes
  • Increase sales, margin, and market share in targeted key accounts.
  • Build long-term loyalty in targeted accounts and partnerships with identified key stakeholders.
  • Establish strong relationships with influential stakeholders at the wholesaler, distributor, and community executive levels.
  • Predictive customer insights that enable anticipation of contract requirements.
Key Responsibilities & Activities
  • Understand market and channel opportunities within Australia to identify opportunities for market share growth.
  • Maintain current knowledge about medical and nutritional science, the evolving healthcare landscape, and emerging opportunities.
  • Establish target customers and develop clear customer plans to achieve coverage, frequency, and call rate objectives.
  • Build strategic relationships with HCPs throughout key accounts at different levels of responsibility and influence.
  • Better understand customers' current and future needs and foster innovation to find new ways to serve them.
  • Collaborate with cross-functional teams to plan and execute brand strategy.
  • Conduct strategic negotiations with key account decision-makers and stakeholders across the nation to achieve successful business outcomes.
  • Actively participate in the S&OP process by supporting forecasting.
Key Performance Measures
  • National Sales target achievement and growth.
  • Identified value and/or margin growth in targeted National Key Accounts, including the Homecare sector.
  • Targeted product and/or value growth and execution in identified National accounts.
  • Ability to articulate national-level channel trends, environmental challenges/changes, and areas for opportunities.
  • Implementation of KPIs to validate and track activities in identified key accounts.
  • National account strategic plan creation.
Skills and Attributes
  • Interpersonal and Communication Skills:
    • Strong stakeholder management, relationship building, and negotiation skills.
    • Able to articulate industry and market trends, changes, and opportunities for Abbott Nutrition.
  • Commercial Acumen:
    • Utilises a strong commercial understanding to identify opportunities and areas of focus for account development while optimising margins for Abbott.
  • Analytical Skills:
    • Ability to make new connections between data and insights.
  • Strategic Thinking Skills:
    • Ability to translate key account strategies into financial outcomes, KPIs, and coordinated activities across the KAM team.
Qualifications:
  • Bachelor's degree in business, marketing, finance, or a relevant field.
  • Clinical background (e.g. Nutrition/Nursing) would be an advantage.
Estimated Salary: $120,000 - $180,000 per year

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