To drive Key Account Customers in chain and wholesales drugstore in sales revenue and increase brand value of Abbott's products with a scientific activity and commercial program to achieve invoice sales target and sales out within %spending budget.
Work closely with other functions in Abbott to create commercial activity and make sure implementation for achieving Market share, DOH & %CN.
Create account plan with Trade Term Agreement (TTA) and monitor key account customers performance to achieve KPI in TTA.
Deep understanding of the key account purchasing criteria and plan to win with strong business acumen.
Build good relationships and manage customer expectations for EPD partnership.
Visiting potential chain outlets to
Build professional partnership with pharmacist and store manager.
Promote Abbott's products for recommendation.
Coordinate and Mentor Trade Rep to perform their achievement in sales, campaign activation and market share in-store level of chain pharmacy customers.
ABBOTT COMPETENCIES :
Build
Key Actions :
Creates a sustainable infrastructure and environment that enables growth.
Maintains leadership presence and emotional control in difficult situations.
Provides insight, knowledge and leadership to improve functional area and build the business.
Develops, rewards, and shares talent; is the type of leader others want to work with or for.
Provides accurate, frequent, and constructive feedback to subordinates, peers, and leaders.
Makes the difficult people, financial, and business decisions in a timely manner.
Set Vision and Strategy
Key Actions :
Identifies and acts upon trends that can impact the business.
Creates and communicates a motivating, compelling vision of the future that supports employee engagement.
Develop short- and long-term strategies and help align the resources to achieve them.
Translate strategies into actionable goals and plans and then communicates them to ensure alignment of effort and purpose.
Deliver Results
Key Actions :
Displays continuous energy, intensity, and persistence to drive the organization forward.
Delivers what is promised; holds self and others accountable for results, commitments, and behaviors.
Takes appropriate accountability for failure; does not blame others.
Acts in a timely manner, with urgency or caution as appropriate, but always in a planful way.
Balances short- and long-term priorities and maximizes the opportunities for both.
Addresses organizational or cultural barriers that could prevent success.
Anticipate
Key Actions :
Develop scenario and contingency plans that ensure achievement of results under changing conditions and situations.
Takes initiative to implement change before others.
Actively gathers customer input in order to anticipate and fulfill their needs and requirements.
Manages internal/external stakeholders to identify and address issues.
Understands the situation or audience and adjusts approach to achieve desired outcomes.
Innovation
Key Actions :
Creates an environment of experimentation and uses failure as an opportunity to learn and take alternate action.
Challenges with current thinking generate new ideas and expects others to do the same.
Integrates information from multiple sources to generate unique insights or new solutions that distinguish Abbott from the competition.
Leverages diversity of people and thinking to create a competitive advantage.
Collaborates across boundaries to create cross-business opportunities.
EDUCATION/QUALIFICATIONS/EXPERIENCE :
Bachelor's degree in Business, Science or related field
Minimum 5 years experience as Key account representative
Microsoft Office : (Word, Excel, Power Point), Excel data analysis : (pivot table, chart)
Minimum Supervision, Dedicated, High Self Confidence, Business development Oriented, Good Negotiation Skills, Selling Skills and Key Account Management knowledge.
Have knowledge in chain and wholesales drugstore engagement.
