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Key Account Manager – LTC – Abbott Diabetes Care, Field-Based
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.
The Opportunity
This position is field-based with the Abbott Diabetes Care Division. 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.
What You’ll Do
The Key Account Manager (KAM) is a critical sales role within the Canadian Trade Sales Organization and broader Canadian Commercial Organization. The KAM will have responsibility to develop the LTC market. The KAM is responsible for partnering with key customers to achieve established sales, margin and market share goals. . The KAM works closely with indirect staff in Collaborative Planning, Forecasting and Replenishment, Order Management, Sales Analytics, Legal and Marketing.
Measures of Success
- Achieve and exceed Plan/Update Gross and Net Sales Goals each month
- Achieve Wholesalers’ quarterly inventory (Days On Hand/DOH)
- Establish working relationships with customers’ OTC and Pharmacy teams
- Win “Vendor of the Year” Award from customers
- Reduce year-over-year product returns by 25%
- Partner with customers to execute strategically-aligned programs to drive profitable growth
Responsibilities:
Establish Enduring Customer Relationships
- Understand each customer’s business strategy and how diabetes fits into their strategy
- Establish enduring relationships with customers’ clinical education and Pharmacy Staff to help customers profitably grow their business, working across key functions such as purchasing, marketing, supply chain, legal, accounting
Planning
- Understand Canadian business dynamics (e.g., therapeutic, regulatory, reimbursement, retail, consumer) and competitive trends; proactively plan for impact on ADC and customers
- Utilize a collaborative Customer Planning Process that results in strategically-aligned Customer Plans (that customers have reviewed and approved) by September for the following calendar year
- Partner with Trade Marketing to identify and develop promotional programs that are aligned with ADC’s strategy and drive profitable growth for customers and ADC
- Execute new product launch plans in partnership with Trade Marketing
Business Development
- Identify opportunities to partner with customers to execute strategically-aligned promotions that profitably increase sales and market share for customers and ADC
- Maximize value from customer promotions; perform pre-promotion ROI analysis, establish performance goals, analyze results, and review key findings with customer
- Work closely with ADC’s Field Sales Team to coordinate sales and marketing strategies across division and district offices as necessary
- Follow all Abbott Ethics and Compliance, Finance, Purchasing and Legal policies that govern promotional spending with customers
Forecasting and Analysis
- Develop accurate Sales ($s and SKU-level unit) forecasts
- Collaborate with wholesalers to forecast demand and manage inventory, achieving Inventory Management Agreement (IMA) DOH targets
- Perform complex business and financial analysis—DOH modeling, promotional ROI, consumption/shipment/inventory analysis, etc.
Customer Management
- Partner with Contracts and Pricing to negotiate, maintain and enforce customer contracts (e.g., Wholesaler IMA, Assignment of Benefit)
- Actively manage ADC’s vendor scorecard at each customer
- Minimize product returns (which result in a reduction to Gross Sales) by working with customers to identify and resolve key factors that drive returns
- Resolve payment and deduction issues in a timely manner (e.g., late payments, over-deduction)
- Resolve supply issues by partnering with ADC Order Management and Customer’s Purchasing and Logistics staff
Other
- Engage and manage outside service vendors as appropriate
- Participate in sales meetings, training and industry trade shows
Required Qualifications
- Bachelor of Arts or Bachelor of Science; MBA preferred
- Three or more years’ experience in a sales and/or marketing role that involved working closely with customers/clients to deliver results
- Experience in health care (Rx, OTC, managed care), consumer packaged goods and/or retail preferred
- Outstanding consultative selling skills—proven ability to identify/define business questions and issues, conduct analysis, formulate actionable ideas and recommend/sell a point-of-view to customers
- High-energy, self-starter that is assertive, possesses a high degree of self-confidence and intellectual curiosity, exhibits a bias for action and demonstrates good executive presence
- Exceptional oral and written communication skills, with the ability to interact effectively with all levels in a customer’s organization
- Innovative and creative—demonstrated ability to leverage consumer insights to identify and evaluate creative ideas, focusing on those that will create value for customers and ADC
- Proven ability to manage multiple tasks concurrently under aggressive timelines in a dynamic environment while maintaining strong attention to detail and quick recall
- Strong analytical skills (i.e., ROI calculation, forecasting and planning), and mastery of using Microsoft PowerPoint and Excel for analysis and presentations
- This position requires travel up to 50%.
Follow your career aspirations to Abbott for diverse opportunities with a company that can help you build your future and live your best life. Abbott is an Equal Opportunity Employer, committed to employee diversity.
Connect with us at www.abbott.com, on Facebook at www.facebook.com/Abbott and on Twitter @AbbottNews and @AbbottGlobal.
