Group Key Account Manager

The 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 plan 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-orientated
• Resiliency
• Team player