Modern Retail (Pharmacy) Key Account Manager is accountable for delivering Sales Growth and Sales Fundamentals within their customer portfolio.
This is achieved through selling and executing (with the support of Trade SFE) business plans that deliver superior brand presence at all stores under his/her responsibility.The MR Account Manager is accountable for the following for his/her customer/territory:Deliver business and Sales fundamentals objectivesEnsure superior execution of Commercial calendar & GTM initiatives as per guidelinesDemonstrating stewardship across business processes/reporting including in market display auditsOwns and sells to customers in his/her portfolio.MEASURE OF SUCCESSPerformance MeasuresSales GrowthSales Fundamentals ( On-Shelf Availability, Distribution, Share of Shelf, Share of Display, Share of Feature, Pricing & Promotion)Days On HandWork Process MeasuresJoint Business Planning with key customersNew initiative executionTrade returnsCFR, FulfillmentDSOKEY RESPONSIBILITIESWinning with CustomersProvides inputs & insights for JBP Planning to NSMCreate, sell, execute & review initiative plans for customers (national and/or differentiated plans)Lead execution & follows-up of JBP in his/her customer/storesSell & secure alignment at customer /store levelDeliver Winning In-store FundamentalsIn-market selling and delivery of monthly priorities (sales, sales fundamentals, initiative execution)Analyzes territory/customer business and sales fundamentals to identify opportunities and makes action plans to bridge the gapsCreate, sell, execute & review assortment, shelving, display & promotion plan to deliver targets on the share of shelf, the share of sku, share of display & share of featureResponsible for organizing Canvass Meetings for the retail operations team to deploy initiative plans, ensure superior execution, review execution in stores using data, and follow-up periodicallyGo-to-MarketDeliver quality execution of Go-To-Market initiative designed for their respective channels/customersProvide inputs for customer-level differentiated GTM plans to ensure JBP sufficiencyKNOWLEDGE & SKILLSKnowledgeSelling off plans with consideration of win-win for Abbott & customersBusiness reviews – externally with customers & internal with key stakeholdersTranslating guidelines from trade marketing to execution plans by customers & storesKnows how to bring a commercial calendar to life, execute perfectly at every storeMerchandising, promotion executionSkillsLeadership (engaging, execute)Persuasive Selling & QuestioningHandling objectionCommunicationForward planningAnalyticalAttitudeProactivePassion to winOwnershipLearning agilityResults-orientatedResiliencyTeam player