Senior Key Account Manager (Pharmacy)Apply locations Malaysia > Selangor : Imazium, No. 8, Jalan SS 21/37
Time type Full time
Posted on Posted 10 Days Ago
JOB DESCRIPTION:The 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 Account Manager is accountable for the following for his/her customer/territory:
Deliver business and Sales fundamentals objectives
Ensure superior execution of Commercial calendar & GTM initiatives as per guidelines
Demonstrating stewardship across business processes/reporting including in market display audits
Owns and sells to customers in his/her portfolio.
MEASURE OF SUCCESS
Performance Measures
Sales Growth
Sales Fundamentals (On-Shelf Availability, Distribution, Share of Shelf, Share of Display, Share of Feature, Pricing & Promotion)
Days On Hand
Work Process Measures
Joint Business Planning with key customers
New initiative execution
Trade returns
CFR, Fulfillment
DSO
KEY RESPONSIBILITIES
Winning with Customers
Provides inputs & insights for JBP Planning to NSM
Create, sell, execute & review initiative plans for customers (national and/or differentiated plans)
Lead execution & follows-up of JBP in his/her customer/stores
Sell & secure alignment at customer/store level
Deliver Winning In-store Fundamentals
In-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 gaps
Create, sell, execute & review assortment, shelving, display & promotion plans to deliver targets on the share of shelf, the share of sku, share of display & share of feature
Responsible 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 periodically
Go-to-Market
Deliver quality execution of Go-To-Market initiative designed for their respective channels/customers
Provide inputs for customer-level differentiated GTM plans to ensure JBP sufficiency
KNOWLEDGE & SKILLS
Knowledge
Selling off plans with consideration of win-win for Abbott & customers
Business reviews – externally with customers & internal with key stakeholders
Translating guidelines from trade marketing to execution plans by customers & stores
Knows how to bring a commercial calendar to life, execute perfectly at every store
Merchandising, promotion execution
Skills
Leadership (engaging, execute)
Persuasive Selling & Questioning
Handling objection
Communication
Forward planning
Analytical
Attitude
Proactive
Passion to win
Ownership
Learning agility
Results-oriented
Resiliency
Team player
The base pay for this position isN/A
In specific locations, the pay range may vary from the range posted.
JOB FAMILY:Sales Force
DIVISION:ANI International Nutrition
LOCATION:Malaysia > Selangor : Imazium, No. 8, Jalan SS 21/37
WORK SHIFT:Standard
TRAVEL:Not specified
MEDICAL SURVEILLANCE:Not Applicable
SIGNIFICANT WORK ACTIVITIES:Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day)#J-18808-Ljbffr