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Key Account Manager - 30919915


Job ID: 108116
Job Views: 589
Location: Minneapolis, Minnesota, United States
Zip Code:
Job Category: Abbott Laboratories
Employment Type: Full time
Salary:
Posted: 04.08.2019

Job Description

  • Achieve territory and national volume sales quotas within established trade funding parameters.
  • Develop and implement short and long-term strategic and tactical business plans by business unit and category.
  • Identify and actively pursue all new business opportunities within an assigned territory.
  • Monitor sales results vs. plan throughout the year, making adjustments when appropriate.
  • Create and Deliver joint, strategic and tactical initiatives aligned with Business Unit direction and customer priorities.
  • Utilize the brand provided item level hierarchy to ensure optimal distribution mix.
  • Utilize syndicated data, customer sales data and category management studies to provide fact based analysis and deliver short and long-term business building initiatives.
  • Conduct internal and external account business reviews to measure, evaluate and present sales performance; and provide annually on future growth opportunities.
  • Work with customer and internal teams on account financial management with basic understanding of gross and promo margin management, trade spend efficiency, and overall customer funding management.

Marketing Support

  • Work in coordination with Trade Marketing to develop and execute account-specific promotional plans that increase: (1) awareness, (2) trial, (3) consumption, (4) retention, (5) brand equity, and (6) ROI.
  • Manage Trade Spending: (1) Monitor customer promotional events and funds. (2) Process deductions on a timely basis. (3) Include proper event documentation.
  • Effectively invests resources to drive profitable results for the company and the customer in a responsible manner.

Customer Management

  • Develop and leverage a thorough knowledge of the customer, the industry and the competitive landscape.
  • Penetrate the account beyond the category manager and buyer to better understand and align on customer and Abbott goals. 
  • Work to: (1) improve deduction resolution and supply side efficiencies, (2) gain contacts and implement approved promotional plans, (3) increase sales orders, and (4) enforce display compliance.
  • Work with Retail Operations, Store Operations and/or Retail Broker partner to create retail priorities that align with business goals and objectives.  Continuously monitor proper retail implementation and general shelving conditions.
  • Leverage Abbott Category Management team to provide expertise in Category Management and shopper insights.
  • Manage account/brand display, new item forecasts and discontinuations. 
  • Coordinate and development all sales presentations.
  • Use Abbott and the customer’s best promotional venues to drive sales and effectively utilizes analytic tools available to drive decision making.
  • Measure achievement based on goals assigned by a territory or brand.

Communication and Administration

  • Represent Abbott as the primary point of contact for assigned accounts.
  • Interact internally and externally through cross-functional relationships on account opportunities.
  • Communicate pertinent information about customers to the management team and team members. Possible information includes competitive intelligence, pricing, assortment, marketing activities and merchandising opportunities/risks, forecast changes and supply issues. 
  • Complete all administrative duties in an accurate and timely manner.

Job Requirements

  • 2+ years industry experience with progressive role responsibility

Scope of work

  • Accounts managed are low risk, less sophisticated analytically and are small store chains and wholesalers.


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