Channel Manager

Abbott Laboratories; Malaysia; On-site; MYR 120,000 - 190,000; Full time

Job summary

A Abbott Laboratories procura um líder de vendas para Malásia, com foco em crescimento rentável e liderança de parcerias com farmácias e redes de retalho. Será responsável por planos de negócios, monitoramento de desempenho e entrega de metas de participação de mercado, com forte atuação na execução de GTM e governança comercial.

O candidato ideal gerenciará equipas, desenvolver talento, e assegurará alinhamento entre clientes, Supply Chain e finanças, mantendo foco na melhoria de resultados e

Qualifications

• Liderar parcerias com clientes-chave para crescimento rentável.
• Conduzir planos de negócios conjuntos (JBP) e avaliações de desempenho.
• Analisar mercado, oportunidades e ameaças para fortalecer o canal.

Responsibilities

• Liderar crescimento de negócios e gestão estratégica de clientes no canal Farmácias/retalho.
• Desenvolver estratégias de GTM, programas diferenciados e planos de ação comerciais.
• Planejar previsões, coordenar com cadeias de suprimento e monitorar níveis de serviço.
• Manter relacionamento com clientes e resolver problemas para satisfação.
• Liderar equipe, perfis de talento e avaliações de desempenho.
• Assegurar governança, investimentos e gestão de orçamento.

Skills

Liderança

Planejamento estratégico

Desenvolvimento de canal

Go-to-Market

Gestão de clientes

Colaboração interfuncional

Job description

Descritivo de Cargo Core Job Responsibilities:

1. Business Growth & Customer Leadership Strategic Customer Management

Lead and develop strategic partnerships with key pharmacy customers and retail chains to drive profitable growth and category leadership. Establish and execute Joint Business Plans (JBP) and customer scorecards aligned with organizational objectives. Conduct regular Top-to-Top engagements, business reviews, and performance discussions with customers. Drive customer negotiations and secure business opportunities to achieve sales, market share, and profitability targets. Lead customer-specific business analysis and develop insights-based growth strategies. Continuously identify emerging market opportunities, competitive threats, and customer needs to strengthen channel performance. Sales & Market Share Delivery Deliver annual sales, market share, distribution, and profitability objectives for the Pharmacy channel. Develop and execute commercial action plans to accelerate growth and strengthen category leadership. Monitor business performance, identify risks and opportunities, and implement corrective actions to ensure target achievement. Ensure effective investment management and optimize trade spending to maximize return on investment.

2. Channel Development & Execution Excellence

Channel Strategy & Go-to-Market Excellence Develop and execute comprehensive channel strategies, Route-to-Market (RTM) initiatives, and customer development plans to accelerate growth. Lead the design and deployment of differentiated channel programs aligned with business objectives. Drive channel-specific Go-to-Market (GTM) strategies and ensure effective execution across all pharmacy customer segments. Evaluate evolving market dynamics and recommend strategic interventions to improve channel competitiveness. In-Store Excellence & Sales Fundamentals Ensure superior execution of all customer and channel initiatives through strong field deployment and compliance. Drive excellence in product availability, distribution, shelf visibility, share of shelf, share of display, and promotional execution. Conduct regular market visits, customer reviews, and execution audits to identify improvement opportunities. Partner with merchandising and field sales teams to strengthen in-store presence and customer experience. Lead monthly business reviews and deployment of key priorities to ensure flawless execution.

3. Commercial Planning & Cross-Functional Collaboration

Business Planning and Forecasting Lead annual and quarterly business planning processes for the channel. Develop accurate sales forecasts and demand plans in collaboration with Supply Chain and Demand Planning teams. Monitor inventory health, stock availability, and service levels to ensure uninterrupted business operations. Review supply plans and proactively mitigate supply risks impacting channel performance. Cross-Functional Leadership Collaborate with Trade Marketing, Commercial Excellence, Finance, Supply Chain, Regulatory, and Sales teams to deliver business objectives. Translate customer and market insights into actionable recommendations and business-building initiatives. Provide channel expertise and strategic inputs to support broader commercial planning and portfolio initiatives. Ensure alignment between internal stakeholders and customer requirements to drive effective execution.

4. Customer & Distributor Management

Customer Excellence Maintain strong customer relationships built on trust, collaboration, and long-term partnership. Lead customer engagement activities to strengthen strategic alignment and business outcomes. Resolve customer issues proactively and ensure high levels of customer satisfaction.

5. Team Leadership & Organizational Development

People Leadership Build, lead, and inspire a high-performing team capable of delivering sustainable business results. Coach and develop direct reports to strengthen commercial, leadership, and execution capabilities. Conduct regular performance reviews and establish clear development plans for team members. Foster a culture of accountability, collaboration, agility, and continuous improvement. Talent & Succession Management Identify, develop, and retain high-potential talent through structured coaching and developmental assignments. Lead succession planning initiatives and build organizational capability for future business needs. Assess capability gaps and implement targeted learning and development interventions. Support talent review processes and contribute actively to sales leadership talent discussions.

6. Governance & Business Stewardship

Ensure compliance with company policies, regulatory requirements, and commercial governance standards. Drive disciplined management of trade investments, budgets, and business resources. Maintain accurate reporting, forecasting, and performance tracking mechanisms.

The base pay for this position is N/A In specific locations, the pay range may vary from the range posted.

Família de Cargo Sales Force Divisão ANI International Nutrition Localidade Malaysia > Selangor : Imazium, No. 8, Jalan SS 21/37 Localidades Adicionais Turno de Trabalho Standard Viagem Not specified Vigilância médica Not Applicable Atividades de trabalho significativas Not Applicable

A Abbott significa o poder da saúde. Por mais de 125 anos, a Abbott tem ajudado as pessoas a alcançar seu potencial — porque uma saúde melhor permite que indivíduos e comunidades vivam melhor. Com uma rede global e diversificada, que serve clientes em mais de 160 países, criamos novas soluções — em todo o espectro da saúde, em todo o mundo, para todas as fases da vida. Seja através da próxima geração de equipamentos de diagnóstico, dispositivos médicos para estilos de vida em transformação, nutrição baseada em ciência, ou novas reformulações, estamos desenvolvendo tecnologias mais inovadoras e revolucionárias na área da saúde para que indivíduos vivam melhor e com mais saúde. Os colaboradores da Abbott vêm trabalhar todos os dias com energia, entusiasmo e comprometimento com o intuito de promover a saúde e o bem-estar de milhões de pessoas. Eles superam os limites para ajudar a gerenciar e tratar alguns dos maiores desafios de saúde da vida. Convidamos você a explorar as oportunidades na Abbott, a ver se seus talentos e aspirações de carreira podem se encaixar com as nossas vagas.

A Abbott é uma empresa que oferece oportunidades iguais e acolhe e incentiva a diversidade em nossa força de trabalho.

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