Trade Key Accounts Manager

7 days ago

Johannesburg, South Africa Abbott Laboratories 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.
- 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.

**Trade Key Accounts Manager**

This position is based in South Africa in Abbott Nutrition Division.

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.

The Trade Key Accounts Manager is responsible to ensure business objectives are met for AN in terms of sales target, profitability, and volume share.

To identify new business opportunities, manage existing retail relationships and sales objectives to assist in the achievement and delivery of AN annual business objectives

**What You’ll Do**

**Effective development of strategy and tactical sales plans in line with group strategic direction and objectives.**
- Participates in AN strategy sessions and business planning process to provide valuable input at business unit level.
- Utilize the AN Annual Strategy (playbook) to determine and rollout retail/trade sales strategy in terms of retail sales target, volume share and profitability.
- utilize this strategy to guide national and regional strategies according to the different customer groups and levels, ensuring the development of tailor-made key account plans per retailer to drive the business forward.
- Ensure comprehensive understanding of retail customer strategic objectives through interaction with relevant stakeholders.
- Engage with retail customer plans and interrogate previous plans and performance against agreed plans, ensuring comprehensive understanding and alignment to retail customer strategic objectives.
- Provide various operational and strategic proposals in line with greater strategy balance retail customer demands and operational capacity.

**Ensure New business development**
- Grow current business and identify and source new business opportunities in line with operational capabilities
- Develop and present opportunities to grow and expand the channel of existing customers, delivering relevant sales proposals
- Manage the development of contracts in line with AN and Retail Customer expectations
- Negotiate trade discount fees to mitigate risks, operational complexities managing expectations with new customers
- New product introductions ensure timeous listing and ranging into all relevant retail channels to drive business success.

**Effective Retail Customer engagement and management**
- Actively build, maintain, and grow strong relationships with retail customer at an appropriate senior level.
- Work to align AN and retail customer objectives with business plans.
- Manage effective two-way flow of information
- Work on an 8-week call cycle to ensure effective coverage of all key stakeholders at the retail customers.
- Define and action opportunities of the customers quarterly and the translation into action plans.

**Achievement of profitability, sustainability, and financial targets**
- Compile forecasts and budgets and present to General Manager for sign-off.
- Implement, monitor, and manage budget, providing regular financial reports to General Manager.
- Oversee profitability and market share of consumer
- Set, negotiate, and maintain growth targets and current commission rates per agent group to ensure sustainability of profits.

**Effective management of operations**
- Provide all weekly and monthly trade sales reports as required by the AN business
- Ensure all requirements are met for S&OP meetings, supply and demand meeting, sales forecasting, and any other Ad hoc requirements.
- Analyze sales to market trends, supply, and demand to determine appropriate remedial action to ensure budget deliverables.
- Ensure 10 trade visits per month are completed with sales agents/merchandisers
- Ensure sales agents adheres to parameters
- Obtain operational information from the sales agents and communication relevant information to sales agent
- Measure point of purchase implementation
- Identify, develop, and execute opportunities and ad hoc initia

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