Abbott Diabetes Care
We're focused on helping people with diabetes manage their health with life-changing products that provide accurate data to drive better-informed decisions. We're revolutionizing the way people monitor their glucose levels with our new sensing technology.
PRIMARY FUNCTION :
Develop and manage business with major Trade Key Accounts (TKA) in the Retail Key Pharmacy through the development of strategic partnerships that build long-term and sustainable business partnerships, ensuring the profitable growth of Abbott's sales and market share through proper business planning and execution excellence.
Responsible for working with e-commerce enablers to manage relationships with major e-commerce platform (Lazada or Shopee), ensuring that our products are effectively listed, promoted, and sold across online channels.
Main / Major Responsibilities
Revenue Growth Management
- Leverage trade insights and value chain expertise to drive medium-term revenue growth strategies.
- Apply ROI analysis to guide investment decisions and optimize resource allocation for Key Accounts.
- Deliver accurate sales forecasts and manage sales performance and expenditure effectively.
- Conduct regular financial reviews to ensure compliance and maximize return on investment.
- Recommend and champion initiatives that enhance customer investment strategies across channels.
Category Growth & Leadership
- Deliver thought leadership to customers by providing insights on retail trends and their impact on category performance.
- Conduct in-depth customer performance analysis to identify and recommend strategic growth opportunities.
- Support customers in adapting to evolving market and consumer dynamics.
- Inspire transformative category growth through compelling, data-driven commercial narratives.
Selling & Negotiation
- Identify collaborative opportunities that create mutual competitive advantage for both Abbott and its customers.
- Effectively communicate and sell category concepts to secure customer alignment and commitment.
- Leverage insights to uncover key customer needs and commercial opportunities.
- Position Abbott as a strategic partner and solution provider to address customer challenges.
- Apply strong financial acumen to align Abbott's value proposition with customer KPIs.
- Develop creative, tailored solutions that address customer needs and drive business outcomes.
- Independently lead day-to-day customer negotiations, achieving defined commercial objectives.
- Evaluate and articulate the value and cost of optimal outcomes for both Abbott and the customer.
- Craft proposals that are both innovative and commercially viable.
- Navigate negotiation dynamics to achieve win-win outcomes.
- Initiate strategic discussions with customers, grounded in deep understanding of their business, Abbott's value proposition, and the broader communication portfolio.
Customer Understanding
- Proactively seek diverse sources of customer insightsuch as industry reports and conferencesto build a comprehensive understanding of customer needs and behaviors.
- Develop and maintain a strong industry network to gather valuable customer and market intelligence.
- Champion a customer-centric mindset across the organization, modeling best practices in customer engagement and insight-driven decision-making.
Customer Relations & Influence
- Deliver added value to customer stakeholders by supporting their internal objectives and priorities.
- Lead customer conversations with fresh insights and strategic perspectives that challenge the status quo.
- Anticipate potential commercial challenges and proactively offer solutions.
- Adapt engagement strategies based on customer feedback and behavioral cues.
- Build strong, cross-functional relationships within customer organizations to deepen collaboration beyond transactional roles
Internal Commercial Planning
- Develop ambitious customer plans that align Abbott's strategic objectives with clearly quantified customer growth opportunities.
- Use category and patient insights to identify innovative strategies for unlocking customer growth.
- Drive cross-functional alignment by engaging internal stakeholders in the development and endorsement of customer plans.
- Constructively challenge internal teams to co-create solutions that address unmet customer needs and opportunities.
Account & Joint Business PlanningLead the development of category-driven
- Joint Business Plans with key customers, aligning mutual goals and growth strategies.
- Identify and prioritize high-impact opportunities that deliver maximum value for both Abbott and the customer.
- Drive the execution of action plans by assigning responsibilities and ensuring timely delivery of key milestones with minimal oversight.
Market & Patient Insight
- Establish a consistent cadence for delivering actionable insights to customers, enhancing strategic decision-making.
- Leverage understanding of patient barriers and motivators to help customers address in-store challenges.
- Use patient mindset and behavioral profiles to tailor in-store initiatives that drive engagement and conversion.
Data to Insights
- Deliver targeted, customized insights that challenge and motivate customer action.
- Develop compelling selling stories grounded in robust, data-driven analysis to support strategic conversations.
- Utilize dashboards and other tools to provide clear, accessible visibility into key performance metrics.
Monitor Performance
- Understand key sales drivers and quantify their impact, including competitor activity, in-store execution, and seasonal trends.
- Develop and propose gap-closing initiatives in response to underperformance.
Conduct root cause analysis on sales issues and provide actionable recommendations.
- Monitor stock availability and promotional compliance in-store to minimize lost sales and ensure flawless execution.
Forecasting & Supply Chain
- Integrate supply chain considerations into Joint Business Plans, highlighting mutual benefits for customers.
- Collaborate with internal teams and customer contacts to enhance inbound supply accuracy.
- Partner with customers to optimize in-store availability and reduce operational inefficiencies.
E-Commerce Account Management
- Working with e-commerce enablers to manage strategic partnerships with key e-commerce platforms (e.g., Lazada, Shopee), driving sales growth through optimized product listings, impactful promotional campaigns, data-driven insights, and effective cross-functional collaboration. Ensure accurate forecasting, efficient supply chain coordination, and strong ROI through disciplined budget management and joint business planning.
MINIMUM BACKGROUND / EXPERIENCE REQUIRED :
- Minimum 5 10 years of strong sales track record
- Experience in health care (Pharma, Consumer Healthcare), Fast Moving Consumer Goods (FMCG) and/or Retail
- Key Account Management experience in a multinational environment
- Bachelor's Degree in Business/Marketing/Commerce/Science/Pharma or related fields
