Senior Key Account Manager - Supermarket

MAIN PURPOSE OF ROLE

• Drive growth of Abbott Nutrition products through the development of strategic partnerships with key accounts that build long-term and sustainable business partnerships with strategically important accounts and boost brand loyalty and advocacy.
• Develop a deep understanding and relationship of all key account stakeholders and decision-makers at the executive level, develop strategy and concise engagement plans for key accounts that bring added value to the customer and Abbott
• Develop a robust talent pipeline of high performers who drive the business, and may be developed into future sales leaders

MAIN RESPONSIBILITIES

• Leverage business analytics and customer insights to conduct on-going analysis of growth potential throughout the region and create an omnichannel engagement strategy to influence customers/stakeholders to exclusively partner with, support, invest in, and stock Abbott products (Mapping the market)

• Prioritize trade category opportunities within territory/area by using real-time omnichannel business intelligence to allocate resources

• Leverage trade marketing, sales analytics, CRM data and other measures (as required) to coordinate, track and hold the account team accountable for progress against key account plans

• Develops strategic, influential customer relationships of all types throughout the region and build customer loyalty and move towards partnership

• Be the main communications link and serve as the contact person with that customer

• Better understand customer’s current and future needs and foster innovation to find new ways to serve customers. understand competitor activity and develop customer retention strategies

• Innovate the use of digital tools and platforms to deliver different types of customer/business value to a variety of customers to develop an increasingly integrated omnichannel engagement in alignment with key account strategies

• Collaborates with cross-functional teams (Marketing, Analytics, Training) to plan and execute brand strategy at the regional level and improve the quality of customer insights

• Conducts strategic negotiations with key account decision-makers and stakeholders across the region to achieve win-win solutions

• Use Category Captainship to drive Categories to higher sales and profits for retailer and Abbott.

• Outperform competition in share of shelve , visibility and product category placement to establish brands’ superiority at Key Account level

• Actively participates in the S&OP process by supporting forecasting

• Evaluates market dynamics based on market trends, formulate demand analysis framework and establish key priorities

QUALIFICATIONS

• Bachelor degree in any field

• At least 5 years of experienced in key account management in modern trade channel

• Strong sales and negotiation skills

• Strong analytical and strategic thinking

• Thai native with good command in English