KAM / Strategic Account Lead Trade (Surabaya)

Abbott; Pondok Pinang; On-site; IDR 600,000,000 - 1,000,000,000; Full time

Job summary

Abbott is seeking a Strategic Account Lead – Trade Channel based in Surabaya, Indonesia. You will develop and drive annual plans for pharmacy chains, wholesalers, and trade partners, aiming to grow sales, visibility and profitability.

You will work cross-functionally with Sales, Marketing, Supply Chain and Finance to execute account plans and partnerships. You will build strong relationships with key decision-makers, lead negotiations, and monitor ROI to maximise commercial effectiveness.

Qualifications

• Bachelor’s degree in Business, Marketing, Pharmacy, Life Sciences, or related field.
• Experience managing key accounts, including pharmacy chains, wholesalers, distributors, or healthcare customers.
• Strong negotiation and stakeholder engagement skills are essential.

Responsibilities

• Develop and execute annual business plans for assigned trade accounts.
• Identify growth opportunities and create account-specific strategies to maximise sales and market share.
• Build relationships with decision-makers and conduct regular business reviews.
• Lead negotiations and execution of commercial agreements and promotions.
• Collaborate with cross-functional teams to deliver account objectives and ROI.
• Drive trade initiatives to improve product availability, visibility, and pharmacist advocacy.

Skills

Strategic account management

Negotiation

Stakeholder engagement

Analytical capability

Commercial acumen

Hunter mindset

Education

Bachelor’s degree in Business, Marketing, Pharmacy, Life Sciences, or related field

Job description

JOB DESCRIPTION:

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. Established Pharmaceuticals Division (EPD) 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.

Working at Abbott

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. 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 Opportunity

As the Strategic Account Lead – Trade Channel, you will be responsible for achieving and advancing sales budgets, and driving business growth of Abbott's portfolio in the trade channel (key pharmacies, pharmacy chains, key wholesalers, and trade partners) within assigned territories. The role focuses on maximizing product availability, visibility, and advocacy across the trade channel while ensuring strong execution of commercial programs. You will work cross-functionally with Sales, Marketing, Supply Chain, Finance, and other stakeholders to develop customer-specific strategies, strengthen partnerships, and deliver business objectives.

What You'll Do

Develop and execute annual business plans for assigned pharmacy chains, pharmacies, wholesalers, and other strategic trade accounts. Identify growth opportunities and develop account-specific strategies to maximize sales, market share, profitability, and long-term business growth. Build and sustain strong relationships with key decision-makers and stakeholders within assigned accounts. Conduct regular business reviews and develop joint business plans to drive mutual growth and partnership objectives. Act as the primary point of contact and trusted partner for assigned accounts. Develop and implement trade strategies to optimize product availability, visibility, distribution, and pharmacist advocacy across assigned accounts. Lead negotiations and execution of commercial agreements, customer investments, promotional activities, merchandising programs, and trade initiatives. Ensure effective execution of account plans and monitor return on investment (ROI) to maximize commercial effectiveness. Drive innovative channel initiatives that strengthen Abbott's presence and support sustainable brand growth. Identify customer needs, treatment trends, and market opportunities that support portfolio growth and patient access. Lead listing, formulary inclusion, and access initiatives within assigned accounts where applicable. Deliver sales, market share, profitability, and other agreed business objectives for assigned accounts. Analyze customer, category, channel, and competitive data to generate actionable insights and recommend corrective actions when needed. Collaborate closely with Sales, Marketing, Finance, Supply Chain, Commercial Excellence, and other internal stakeholders to ensure successful execution of account strategies. Partner with field sales teams, distributors, and supply partners to ensure optimal product availability, order fulfillment, and business growth. Represent Abbott professionally and ethically in all customer interactions while ensuring compliance with company policies, industry regulations, applicable laws, and ethical standards.

Requirements

Bachelor’s degree in Business, Marketing, Pharmacy, Life Sciences, or a related field. Minimum 5-8 years of experience in the pharmaceutical industry, with exposure to trade, pharmacy, wholesaler, consumer health, or FMCG channels. Proven experience managing key accounts, including pharmacy chains, wholesalers, distributors, modern trade, or healthcare-related customers. Demonstrated success in account planning, customer negotiations, and delivering commercial growth. Experience in trade marketing, channel management, pharmacy chain listing, or customer access initiatives is an advantage. Strong analytical capability and proficiency in utilizing sales, market, customer, and inventory data to identify opportunities, optimize investments, and drive business decisions. Strong strategic account management and stakeholder engagement capabilities. Excellent negotiation, influencing, and relationship management skills. Strong commercial acumen with the ability to identify, develop, and convert business opportunities into sustainable growth. Proven ability to analyze market trends, customer needs, and competitive landscapes to develop effective account strategies. Ability to navigate complex customer organizations and engage multiple stakeholders to achieve business objectives. Strong execution capabilities with the ability to translate strategy into measurable business outcomes. Experience working cross-functionally with Sales, Marketing, Finance, Supply Chain, and external partners to deliver business objectives. Results-oriented with a strong sense of ownership, accountability, and customer focus. Highly self-driven, proactive, and capable of working independently. Demonstrates a hunter mindset, actively seeking new business opportunities and growth avenues within assigned accounts. Resilient and persistent in overcoming challenges and managing complex negotiations. Entrepreneurial mindset with the ability to build and grow business opportunities in dynamic and evolving market environments. Strong collaboration and communication skills, with the ability to build long‑term partnerships based on trust and credibility. Continuously seeks opportunities to improve performance, challenge the status quo, and drive business impact.

Location

This position is based in Surabaya, Indonesia. 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.

Connect with us at www.abbott.com, on Facebook at www.facebook.com/Abbott and on Twitter @AbbottNews and @AbbottGlobal.

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: Indonesia > Pondok Indah : Wisma Pondok Indah 2 ADDITIONAL LOCATIONS: WORK SHIFT: Standard TRAVEL: No MEDICAL SURVEILLANCE: No SIGNIFICANT WORK ACTIVITIES: Driving a personal auto or company car or truck, or a powered piece of material handling equipment

Abbott is about the power of health. For more than 135 years, Abbott has been helping people reach their potential — because better health allows people and communities to achieve more. With a diverse, global network serving customers in more than 160 countries, we create new solutions — across the spectrum of health, around the world, for all stages of life. Whether it’s next‑generation diagnostics, life‑changing devices, science-based nutrition, or novel reformulations, we are advancing some of the most innovative and revolutionary technologies in healthcare, helping people live their best lives through better health.

The people of Abbott come to work each day with relentless energy, enthusiasm and a promise to enhance the health and well-being of millions of people. They push the boundaries to help manage and treat some of life’s greatest health challenges.

We invite you to explore opportunities at Abbott, to see if your talents and career aspirations may fit with our openings. An equal opportunity employer, Abbott welcomes and encourages diversity in our workforce.

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