Key Account Manager

Abbott Nutrition Key Account 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.

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.
• Amazing health and wellness benefits and perks.
• 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.

The role works for Abbott Nutrition. 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 PediaSure®, Ensure®, Glucerna® – to help get the nutrients they need to live their healthiest life.

Overall Role Purpose

• Develop a Key Account strategy to drive profitable growth within targeted and tendered accounts across the hospital, Aged Care, wholesaler and community channels, through development of strategic and sustainable partnerships.
• Gain new business and grow existing business through building confidence in and loyalty to Abbott Nutrition products.
• Become the preferred partner for key customers and accounts, by delivering exceptional key account management strategies.
• Build the credibility of Abbott Nutrition and associated products with target key customers and accounts.
• Develop a deep understanding and relationship of all key account stakeholders and decision-makers, to ensure value is added to the customer and Abbott.

Business Outcomes

• Increased sales, profit and market share in targeted hospitals, aged care and community channels.
• Increased, long-term loyalty in targeted accounts.
• Long-term partnerships with identified key stakeholders.
• Abbott Nutrition recognized as a key partner in the Medical Nutrition industry.

Key Responsibilities and Activities

• Deliver on sales objectives for territory.
• Leverage business analytics and customer insights to conduct on-going analysis of growth potential throughout the territory. Able to define territory and customer landscape.
• Build strategic relationships with KOLs and stakeholders across channels to expand Abbott's influence throughout the territory.
• Work with line manager to define territory goals and opportunities.
• Identify the customer's current and future needs and find ways to ensure Abbott preference. Understand and track competitor activity, ultimately to develop customer retention strategies within territory.
• Collaborate with cross-functional teams (Marketing, Sales, Analytics, Training, SFE) to plan and execute brand and account strategy within territory.
• Secure commitment to use Abbott Nutrition products as the brand of choice by increasing HCP knowledge about the role and importance of nutrition on patient quality of life at key points throughout the patient journey.
• Outperform competition in -hospital value and volume share, partnership and product portfolio placement to establish brands' superiority at Key Account level.
• Demonstrate ethical behaviour in all aspects and interactions with Stakeholders.
• Leverage specialist knowledge to develop authentic relationships with identified key stakeholders.
• Demonstrate a strong understanding of account requirements, product usage and key opinion leader desires.

Key Performance Measures

• Territory and or State sales target achievement.
• Proficiency of sales model in line with Abbott Nutrition's specific sales model.
• Achievement of cycle plan targets, ownership and up to date data for customer/Account's segmentation and targeting; timely completion of Customer Relationship Management (CRM) tool.
• Targeted product growth and execution in identified key accounts.

Skills and Attributes

• High customer-orientation and strong relationship-building skills
• Strong business acumen, with the ability to translate data into insights and actionable activities.
• Knowledge of the Hospital, Aged Care and Community markets, plus a clinical understanding of Medical Nutrition.
• Patient centric and a passion for improve patient outcomes.
• Ability to work autonomously and within a team.
• Proven ability to take initiative to deliver on business results.
• Demonstrated ability of business and commercial acumen, territory management and sales outcomes.
• Ability to develop strong, authentic relationships with internal and external stakeholders.
• Excellent communication, presentation and negotiation skills.

Required Qualifications:

• Science qualification in Nutrition and Dietetics.
• Eligible for recognition as an Accredited Practicing Dietitian (APD) and for membership of Dietitians Australia (DA).

Essential Criteria:

• At least 2 years' sales experience in a similar role with an understanding of the healthcare system.

Highly Desirable:

• Experience managing tender and contracts within public hospitals.
• Sales experience in Nutrition or a science-based industry.
• Knowledge of Homecare and community landscape including the National Disability Insurance Scheme.

Additional Requirements:

• Must hold an active Australian Driver's license and have the ability to travel domestically as required.
• Clear Police and Working with Children Checks.