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Abbott Key Account Management Representative - Cincinnati, OH in Cincinnati, Ohio

Abbott is a global healthcare leader that helps people live more fully at all stages of life. Our portfolio of life-changing technologies spans the spectrum of healthcare, with leading businesses and products in diagnostics, medical devices, nutritionals and branded generic medicines. Our 103,000 colleagues serve people in more than 160 countries.

JOB RESPONSIBILITIES:

Best in Class Selling through broker partner management:

  • Achieve territory sales and KPI goals within established trade funding parameters.

  • Develop and implement short and long-term strategic and tactical business plans by business unit and category within assigned territory.

  • Identify and actively pursue all new business opportunities within assigned territory.

  • Conduct on-going retail scorecard performance assessments through market visits and in-store audits to measure, evaluate and present retail opportunities to account team and broker partner. Priorities to include: item distribution, promotion/display compliance, category reset oversight, pricing and out-of-stock correction objectives.

  • Coordinate effective utilization of cross-functional resources (retail broker management, RDPs, data support and reports in conjunction with Abbott Nutrition data, audits and reports, with optional retail solutions) to achieve desired retail execution and results.

  • Conduct in-market price surveys and provide detailed market condition analysis to Kroger Sales, Shopper Marketing and Category teams regularly.

  • Monitor regional customer (Harris Teeter) sales results vs. plan throughout the year, making adjustments when appropriate.

  • Utilize syndicated data, customer sales data and category management studies to provide fact based analysis and deliver short and long-term business building initiatives across Divisions.

  • Conduct on-going external Division business reviews to measure, evaluate and present sales performance and key recommendations to Sales, Shopper and Category field team.

  • Identify and implement innovative solutions to promote secondary placement and enhanced Abbott brand presence at the retail shelf.

Marketing Support through broker partner management:

  • Work in coordination with National Account Manager and Shopper Marketing to develop and execute Division-specific promotional plans that increase: (1) awareness, (2) trial, (3) consumption, (4) retention, (5) brand equity, and (6) ROI.

  • Manage Trade Spending across Divisions & Harris Teeter: (1) Monitor customer promotional events and funds. (2) Process deductions on a timely basis. (3) Include proper event documentation.

  • Work with Store Operations, RDPs and/or Retail Broker partner to create retail priorities that align with business goals and objectives. Continuously monitor proper retail implementation, general shelving conditions and compliance.

  • Collaborate with NAMs, Sales Planners, Shopper Marketing and Category to obtain necessary retail materials to include: sales aids, forms, broker sales presentations, etc to help drive retail initiatives and build stronger connectivity at Division level.

  • Measure achievement based on assigned goals.

Customer/RDP/Broker management:

  • Provide RDPs/broker partner communication on business and customer specific priorities.

  • In-market workwiths (full day) should be conducted at least quarterly with each RDP and broker partner connected to top Kroger Divisions.

  • Scorecard/Assess broker partner performance against brand/customer priorities and KPI attainment on quarterly basis.

  • Ensure that account-specific distribution remains accurate and current in Salesforce.com and broker partner Distribution Management System. Monitor/maintain new item acceptance, speed to shelf, item discontinuance, set size changes, and retail availability dates accordingly.

  • Coordinate market/Division visits with cross-functional Retail team members to gain business/role exposure at least bi-annually.

  • Manage ISE Budget to include SingleSource, Retail Projects, CDM programs & Harris Teeter. Review budget with internal finance on quarterly basis to ensure alignment.

  • Provide guidance on account specific retail protocol.

  • Develop and leverage a thorough knowledge of the customer, divisions, industry and the competitive landscape.

  • Work with NAMs, Shopper Marketing and Category teams to create retail priorities that align with customer goals and objectives. Continuously monitor proper retail implementation and general shelving conditions through in-market auditing.

  • Manage display and new item forecasts as well as discontinuations per assigned Kroger Divisions.

  • Coordinate and development all sales presentations across Kroger Divisions.

  • Measure achievement based on goals assigned by a territory or brand.

Experience/Education:

  • Bachelor’s Degree required.

  • 2+ years industry experience with progressive role responsibility.

Scope of Work:

  • Management of broker partner to include Harris Teeter Account Representatives and Advantage CDMs.

  • Divisions managed are strategic, analytically sophisticated and regional in scope.

  • 75% Travel.

An Equal Opportunity Employer

Abbot welcomes and encourages diversity in our workforce.

We provide reasonable accommodation to qualified individuals with disabilities.

To request accommodation, please call 224-667-4913 or email corpjat@abbott.com

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