Senior Key Account Manager (Local Mom and Baby channel)

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.

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.

Role:

Responsible for driving sales and presence of Abbott products in assigned locations of Vietnam; managing developing GT M&B Chain customers such as The Gioi Sua Dong Thap, Jerry chain etc; and leading the team to achieve desired sales objectives and market share gains.

Accountabilities:

• Use shopper insight and behavior data to add incremental value to Abbott. Recognize and prioritize account opportunities

• Ensure monthly and annual achievement for customer in charge. Daily monitor sales and mid-course correction. Monthly review the current year forecast phasing to cover all risk and opportunities as per plan via necessary tools

• Ensure list in all Abbott Nutrition products in 100% accounts and stores. Aware and timely list Abbott Nutrition products for any new stores or accounts in Vietnam

• Establish and leverage opportunities of Category and Sub-category management. Use shopper behavior and data from accounts to establish sound category management strategies in partnership with customers. Review P&L at account level including trading term negotiation

• Implement shopper activation plans for all major accounts to develop Abbott Nutrition brands and category.

• Use shopper data information to develop innovative visibility and shopper touch points at key strategic locations like cross display, GE, COC, etc. Build visibility plans for accounts at annual level or for ad hoc key events like Tet, new store opening, etc

• Implement brand relevant promotional plans as per requirements of the shopper to increase off take. Provide post promotion review to measure effectiveness. Track and report competitor’s activities

• Measure target and actual achievement for account team. Monitor KPIs of Sales Team as usual.

• Work closely with CMM GT manager to develop and improve SFE parameters of Account team

• Manage P&L at key account level to ensure agreed profitability of Abbott Nutrition business. Establish, ensure and optimize Account investment plan. Evaluate account investment plan for continuous improvement

• Manage subordinates in the Account team. Direct, coordinate, evaluate this unit. Ensure it is in accordance with organization’s policies and applicable laws. Interview, hire and train new employees.

• Plan, assign, and direct work. Appraise performance, talent, retention, rewarding and disciplining employees.

• Address complaints and resolve problems, compliance of direct reporting staff. Develop best team and build a strong succession plan based on Talent review feedback

• Maintain and develop corporate image and reputation in accordance to the Marketing Code. Responsible for complying ethical policy and standards, compliance, crisis management within function

• Build strong relationship with key personnel of Key Accounts to build long term Abbott partnership, customer satisfaction and add value to customers to help build Abbott business

• Build business sustainable developing plan through JBP activities (monthly, quarterly) and Top-2-Top (annually) with customers in charge to meet the KPIs and achieve key performance targets in supermarket (Share of shelf, share of display, OSA,…)

• Build and maintain interdepartmental relationship with customers to ensure smooth cooperation and effective internal quality across departments & units with customers’ corresponding department.

• Minimum 4 years of experience in FMCG industry (multinational company is preferred), at least 2-year experience with Operation or Account Management role.

• College/ bachelor's degree, preferably in Economics or Commercial

• Account and Category management

• Influencing skills

• Sales planning, persuasive selling, customer engagement (ie. JBP/Top-2-Top) & insight

• Customer business planning, Strategic account management

• Shopper based category management

• Digital knowledge & application

• Strategic negotiation, forecasting & supply chain

• Financial & commercial acumen

• Executional excellence

• People management, strategic thinking

• Grow mindset, interpersonal skills