Key Account Manager

Abbott; Dubai; On-site; AED 120,000 - 200,000; Full time

Job summary

A multinational healthcare company is seeking a Key Account Manager for their Dubai office. You'll be responsible for managing key customer relationships and driving sales strategies while collaborating with various teams. This role requires a Bachelor's degree and 3-5 years of relevant commercial experience. The ideal candidate will possess strong communication, negotiation, and analytical skills to navigate customer needs and improve market penetration. Experience in healthcare or retail is preferred. This position offers significant opportunities for career growth.

Benefits

Career development opportunities

Recognition as a top company to work for

Diversity in workplace initiatives

Qualifications

• 3-5 years of commercial/sales experience with customers.
• Experience in healthcare, FMCG, or Retail.
• Consultative selling skills and ability to manage P&L.

Responsibilities

• Identify the value and potential of Trade Key Accounts.
• Maintain and develop relationships with customers.
• Develop insights-driven account strategies for key accounts.

Skills

Communication skills

Problem solving skills

Negotiation skills

Analytical skills

Persuasive selling

Education

Bachelor’s degree in Business/Marketing/Commerce

Job description

Job Description

Key Account Manager- GEM (Gulf Levant and Emerging Markets)

Working at Abbott

At Abbott you can do work that matters, grow and learn, care for yourself and your family, be your true self and live a full life. Youll also have access to:

• Career development with an international company where you can grow the career you dream of.
• A company recognized as a great place to work in dozens of countries worldwide 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 the best place to work for diversity, working mothers, female executives and scientists.

Key Account Manager - GEM (Gulf Levant and Emerging Markets)

This position works out of our UAE location in the Established Pharmaceuticals Division.

About Established Pharmaceuticals Division

We are committed to bringing the benefits of our trusted medicines to more people in the world’s fastest‑growing countries. Our broad portfolio of high‑quality and differentiated branded generic medicines reaches across multiple therapeutic areas including gastroenterology, women’s health, cardiometabolic, pain management / central nervous system and respiratory.

Primary Job Function

Identify the value and potential of Trade Key Accounts business in the geographical area of responsibility and have a detailed understanding of the pharmacy channel landscape in the market.

Maintain and develop existing and new key customers through the deployment of a bespoke Account Value Proposition, ethical sales methods and diligent stakeholder management to optimize quality of service, business growth and key customer satisfaction.

Cultivate a sustainable relationship with Key Accounts to maximize account penetrations ensuring the profitable growth of Abbott’s sales and market share.

Develop an insights‑driven account strategy that creates and delivers value for Trade Key Accounts as well as for Abbott, mobilizes internally to align and coordinate Abbott’s resources around the Key Account and engages teams within the account.

What You’ll Work On

Create account strategies and execute Business Development Plan / Account Plan for Key Accounts contributing 80% of the business:

• Monthly key account performance review (ACT Vs. Forecast Vs. LY)
• Strengthening and growing Abbott EPD brands in the Chain / Retail Pharmacy Channels, preparation of monthly reports on consumption (close monitoring of sell‑in vs. sell‑out), forecast orders, phasing of orders stocks, etc. and identifying growth opportunities to achieve optimal and accurate forecast
• Mapping the Key Accounts decision‑making unit (DMU) and stakeholder management
• Management of key accounts trade / commercial agreements approval cycle in alignment with the organization S&OP
• Active participation in all on‑demand relevant key business meetings reviews on a monthly, quarterly and annual basis
• Respond to and follow up sales enquiries using appropriate methods; delay of replenishment, out‑of‑stock situation, new products listing, NPI insights, competitor activities
• Attain optimal stock management and ensure availability of promoted products with minimum/no expiries.
• Listing on e‑commerce of KA online channels & ensuring packshot compliance as shared

Execute and monitor trade marketing activities as per the account plan ensuring optimal outcome, manage the trade agreements and plan activities aligned with the agreed budget.

• Understand accurately TKAs needs and expectations, opportunities and threats for Abbott competitions practices, document and share this insight internally across functions (e.g.: Commercial Marketing)
• Play an active part within Trade Marketing activities, understand the brands priorities, contribute pro‑actively to the Trade Marketing Plan
• Implement the key marketing campaigns to increase brand and company SOV improving visibility and monitoring progress
• Optimize the listing of all new products in retail channels, chains / accounts / and ensure Abbott products visibility is in line with Abbott merchandising principles.
• Plan all needed materials and communicate with trade marketing to ensure proper implementation at the right time.
• Monthly update activities tracking sheet aligned with the Plan as agreed with accounts.
• Work with the merchandisers ensuring full replenishment for all POS and to take actions when needed.
• Manage contacts to ensure strategic alliance between Abbott functional teams (Finance, IT, Demand management, Logistics) and TKAs teams, coordinate and lead internal Abbott interactions thereby building a strong internal network and provide business rationale to reach consensus, resolve conflicts, and elevate issues.
• Collaborate with Trade manager to develop account specific standards for merchandising product range / category and promotional activities.
• Tracking and monitoring the Customer satisfaction towards Abbott (via their vendor scorecard if applicable) alert internally if necessary and propose corrective actions.

Maintain a physical presence in the field to reinforce the account strategy in‑store execution and identify high‑performing branches and report on market and competitor activities providing relevant performance reports and account insights.

Understand switch rates of Abbott EPD brand at the Point‑of‑Sale and develop strategies to mitigate switch in collaboration with Commercial and Marketing teams.

Attend and present at external customer meetings and internal meetings with other company functions necessary to perform duties and aid business development.

Execute and monitor performance in‑light to Compliance and code of business conduct taking corrective action where appropriate.

Required Qualifications

Bachelor’s degree in Business/Marketing/Commerce

Minimum Experience / Training Required

• 3‑5 years of commercial/sales experience that involved working closely with customers to deliver results
• Experience in healthcare (OTC, Gx), Fast Moving Consumer Goods (FMCG) and/or Retail
• Consultative selling skills, negotiation skills, strong analytical skills (e.g., ROI calculation, forecasting and planning), capacity to manage P&L

Competencies

• Customer Focus
• Leadership
• People Management
• Teamwork
• Competitiveness
• Innovation
• Winning Mentality
• Strategic Orientation
• Decision‑making
• Impact & Influence – ability to influence teams without direct management
• Category Management & Merchandising
• Ability to document insights, propose proactively strategies to bridge Abbott’s brand strategy with Trade customers
• Ability to translate the strategies into actionable and realistic engagement plans to ensure profitable growth for Abbott

Skills

• Communication skills
• Problem solving skills
• Change Management skills
• Knowledge of Basic Finance
• Budgeting and reporting
• Business development
• Business planning
• Persuasive selling and negotiation skills
• Product knowledge
• Consumer Market knowledge

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.

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The base pay for this position is N/A.

In specific locations the pay range may vary from the range posted.

• JOB FAMILY: Sales Force
• DIVISION: EPD Established Pharma
• LOCATION: United Arab Emirates > Dubai : Al Diyafa Street
• ADDITIONAL LOCATIONS:
• WORK SHIFT: Standard
• TRAVEL: Not specified
• MEDICAL SURVEILLANCE: Not Applicable
• SIGNIFICANT WORK ACTIVITIES: Not Applicable

Required Experience

Manager