Senior Customer Development Manager

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.

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.

Primary Function:

• A key role responsible for setting and implementing the strategy and direction for Abbott’s strategic key accounts and provides commercial leadership necessary for the wider commercial team to achieve their objectives.
• This role has to be able to build a mutually beneficial business partnership at a senior level between Abbott and the Key Accounts in Modern Trade.

Major Responsibilities:

• Achieve top-line sales and margin objectives
• Develop and execute the annual business plans with assigned key accounts such as: Signing annual terms of trade; Promotion planning; Activation support; Ensuring compliance of annual business plans; Account profitability
• Supply chain management: setting up systems for order collection, execution & high degree of forecasting accuracy, ensuring fill rates of at least 95%.
• Financial management, with overall accountability for collection, credit index, profitability and cost of sales.
• Develop strong relationship with both internal and external stakeholders.
• Strong collaboration with trade marketing and marketing teams.
• Advisory role for category management, using relevant information to work with the accounts to manage the overall category to drive growth (consumer promotions, planogram)
• Responsible to ensure that the product portfolio is relevant to drive sales in the accounts.
• Organize Top to Top meetings with the key accounts (meeting between Retailer’s top management and ANI top management)
• Ensure executional excellence in new product launches, pack changes, price increases and promotional activities through robust planning.
• Manage industry interfaces and keep the organization informed about developments in the retail sector
• Develop good relations with counterparts in the industry
• Keep abreast of best practices in the industry and share with the team, so as to enhance internal system and processes
• Anticipate trends in the retail industry so that internal system and processes can be geared to meet the evolving retail environment
• Provide timely competitor intelligence & customer feedback o Develop long term vision and strategy for the key accounts such as: Keep abreast of best practices in the industry and share with the team, so as to enhance internal system and processes; Anticipate trends in the retail industry so that internal system and processes can be geared to meet the evolving retail environment; Provide timely competitor intelligence & customer feedback
• Develop long term vision and strategy for the key accounts

Requirements:

• Bachelor's Degree in Business or related disciplines
• Overall minimum 8 years of experience with minimum 5 years’ experience in Modern Trade Key Account Management with a reputable FMCG company
• Sharp negotiation and influencing skills
• Strong analytical skills
• Networking and strong orientation towards customer management
• Ability to handle pressure in a dynamic environment
• Ability to handle complex and diverse business situations
• Sense of urgency
• Conflict resolution skills

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.