National Key Account Manager

1 month ago

Macquarie Park, Australia Abbott 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 .

Amazing health and wellness benefits and perks.

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.
 

This role works for Nutrition business. 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, Glucerna and ZonePerfect – to help get the nutrients they need to live their healthiest life.

Purpose of the role

 Drive sales and margin growth through the development of strategic partnerships with key accounts and their distributors.

Develop a deep understanding and relationship with National Key Account stakeholders and decision makers at the executive level, develop strategy and concise engagement plans for key accounts that bring added value to the customer and to Abbott Nutrition.

Gain new business and grow existing business through the identification of customers’ needs, while maintaining or improving the margin for the business

Provide guidance and insight into National accounts and the homecare channel where opportunities and obligations lie.
 

Business outcomes

Increased sales, margin and market share in targeted key accounts.

Increased, long-term loyalty in targeted accounts and partnerships with identified key stakeholders. 

Strong relationships with influential stakeholders at the wholesaler, distributor and Community executive levels.

Predictive customer insights that enable the anticipation of contract requirements. Clear, concise and strategically valuable Channel account plans.

Key responsibilities & activities

Understand the market and channel opportunities within Australia, to identify opportunities for market share growth at the customer and account level.

Maintain a deep and current knowledge about medical and nutritional science, the evolving healthcare landscape and emerging opportunities to support selling and educating a broad and deep network of HCPs about Abbott Nutrition products .

Establish target customers and develop clear customer plans to achieve coverage, frequency and call rate objectives.

Build strong strategic relationships with HCPs throughout the key accounts, at different levels of responsibility and influence using existing relationships with HCPs and others to expand the customer network .

Better understand the customer’s current and future needs and foster innovation to find new ways to serve customers. Understand competitor activity and develop customer retention strategies.

Collaborate with cross functional teams (Marketing, Analytics, Training, COMMEX) to plan and execute brand strategy.

Conduct strategic negotiations with key account decision makers and stakeholders across the nation, to achieve successful business outcomes driving long term, profitable results for the Abbott Nutrition brands.

Actively participate in the S&OP process by supporting forecasting .

Evaluate market dynamics based on market trends and establish key priorities to analyse target customers in identifying opportunities.

Work in collaboration with the regional KAM teams to strategically target and implement new business opportunities.

Act in alignment with compliance and regulatory expectations.

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 at a 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.

Works in collaboration with cross functional partners (Marketing, Analytics, Supply) to identify and execute strategic intent with customers.

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.

 A clinical background (e.g. Nutrition / Nursing) would be an advantage

Essential Criteria:

At least 3 years' experience in sales role with a strong understanding of the National healthcare system and Community landscape as well as market trends

Highly Desirable:

Sales experience within a nutrition, health or science-based industry.

Experience working strategically with wholesalers and distributors.

Sound understanding and knowledge of the Homecare and community landscape, including the National Disability Insurance Scheme.

Additional Requirements:
 

Must hold an active Australian Driver’s license and have the ability to regularly travel interstate as required.

Clear Police and Working with Children Checks.

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