Now Hiring - Key Account Management Senior Representative in Abbott Park, IL

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.

The Key Account Manager will have retail sales responsibilities on businesses within the National Food Business in the NE and SE regions. This role will require ongoing identification of growth opportunities and strong collaboration with assigned customers and internal resources across brand marketing teams, finance, supply chain, category management, shopper marketing, etc. Key responsibilities include sales presentations and buy-in, sales analytics, demand planning/ forecasting and program reconciliation.

WHAT YOU’LL DO

• Achieve territory and national volume sales quotas within established trade funding parameters.
• Develop and implement short and long-term strategic and tactical business plans by business unit and category.
• Identify and actively pursue all new business opportunities within an assigned territory.
• Monitor sales results vs. plan throughout the year, making adjustments when appropriate.
• Create and deliver joint, strategic and tactical initiatives aligned with Business Unit direction and customer priorities.
• Utilize the brand provided item level hierarchy to ensure optimal distribution mix.
• Utilize syndicated data, customer sales data and category management studies to provide fact-based analysis and deliver short and long-term business building initiatives.
• Conduct on-going internal and external account business reviews to measure, evaluate and present sales performance; and provide annually on future growth opportunities.
• Work with customer and internal teams on account financial management with solid understanding of gross and promo margin management, trade spend efficiency, and overall customer funding management.

Marketing Support

• Work in coordination with Shopper and Trade Marketing to develop and execute account-specific promotional plans that increase: (1) awareness, (2) trial, (3) consumption, (4) retention, (5) brand equity, and (6) ROI.
• Manage Trade Spending: (1) Monitor customer promotional events and funds. (2) Process deductions on a timely basis. (3) Include proper event documentation.
• Effectively invest resources to drive profitable results for the company and the customer in a responsible manner.

Customer Management

• Develop and leverage a thorough knowledge of the customer, the industry and the competitive landscape.
• Penetrate the account beyond the category manager and buyer to better understand and align strategy and long-term vision.
• Work to: (1) improve deduction resolution and supply side efficiencies, (2) gain contacts and implement approved promotional plans, (3) increase sales orders, and (4) enforce display compliance.
• Participate in any customer share groups to increase understanding of broader account environment and identify Abbott opportunities, where available.
• Leverage Abbott Category Management team to function as the preferred Category Partner (leader) through expertise in Category Management, strategic marketing initiatives, and consumer/shopper insights.
• Manage account/brand level forecasts. Communicate forecast rationale including consumption trends, inventory positions, promotional volume, new item pipeline, discontinuations, etc. Proactively call out material variances to forecasts.
• Coordinate and development all sales presentations.
• Use Abbott and the customer’s best promotional venues to drive sales and effectively utilizes analytic tools available to drive decision making.
• Measure achievement based on goals assigned by a territory or brand.

Communication and Administration

• Represent Abbott as the primary point of contact for assigned accounts.
• Interact internally and externally through cross-functional relationships on account opportunities.
• Communicate pertinent information about customers to the management team and team members. Possible information includes competitive intelligence, pricing, assortment, marketing activities and merchandising opportunities/risks, forecast changes and supply issues.
• Complete all administrative duties in an accurate and timely manner.

EDUCATION AND EXPERIENCE YOU’LL BRING

• 4+ years retail and CPG industry experience with progressive role responsibility
• Accounts are regional in scope, and have varying levels of analytics available.
• 4+ year degree required

WHAT WE OFFER

At Abbott, you can have a good job that can grow into a great career. We offer:

• Training and career development, with onboarding programs for new employees and tuition assistance
• Financial security through competitive compensation, incentives and retirement plans
• Health care and well-being programs including medical, dental, vision, wellness and occupational health programs
• Paid time off
• 401(k) retirement savings with a generous company match
• The stability of a company with a record of strong financial performance and history of being actively involved in local communities

Learn more about our benefits that add real value to your life to help you live fully: [please apply online] Follow your career aspirations to Abbott for diverse opportunities with a company that provides the growth and strength to build your future. Abbott is an Equal Opportunity Employer, committed to employee diversity.

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