Key Account Manager

Abbott Laboratories; Petaling Jaya; On-site; MYR 120,000 - 160,000; Full time

Job summary

A global healthcare company in Malaysia is seeking a professional for hospital account management and stakeholder engagement. The candidate will establish business opportunities through relationship management and strategic planning in the healthcare sector, requiring at least 7 years of experience in consumer healthcare. This role focuses on collaboration with key hospitals to enhance Abbott's market presence and credibility.

Qualifications

• Minimum 7 years’ experience in consumer healthcare or nutrition industry.
• Understanding of sales systems and processes.

Responsibilities

• Establish Blueprint to key hospitals via stakeholder management.
• Lead negotiations of contracts and product availability.
• Develop comprehensive hospital business plans.
• Build hospital key accounts and profiling.
• Implement in-hospital patient education.

Skills

Stakeholder management

Sales negotiation

Strategic planning

Nutritional analysis

Education

Bachelor's degree in relevant discipline

Job description

PURPOSE OF POSITION

• Establishment of Blueprint to key hospitals via stakeholder management link with KOL
• Continuously establish opportunity for Abbott business
• Win in key hospitals with breakthrough strategy that help build Abbott credibility
• Be at the board of director office in hospitals in defining collaborative opportunities to address unmet and/or evolving needs.
• Gatekeeper in negotiations and liaison with key hospitals

KEY ACCOUNTABILITIES

Winning in hospitals

• Initiate new ideas to stay competitive in hospitals landscape
• Lead in negotiation of contracts
• Ensure product availability
• Facilitates shaping and creation of protocol/ access programs
• Drive usage of commercial formula and establish nutrition screening / assessment and nutrition care protocols
• Identify new nutrition and treatment management protocols for new product launch opportunities

Hospital Account Management

• Conduct strategic planning and goal setting for each key account, develop a comprehensive hospital business plan (incorporating marketing strategies, SWOT/PEST analysis, resource allocation, etc)
• Analyze, propose and establish the most effective distribution and financial pathway between Abbott Nutrition and the customer.

KAM Planning and Implementation

• Build hospital key accounts and profiling
• Work closely with NSM/ SM as well as Marketing to build business opportunities and offering
• Structure business partnerships through long term contracts with key hospitals and for ANI to be valued as a strategic partner

Stakeholder Management

• Establishment of stakeholder map with regular meet up and follow ups
• Identify opportunities leveraging on Abbott’s strength
• Create competitiveness in the hospital landscape via impactful conversation and plan/programs
• Development of new Nutrition Key Opinion Leaders to support new product launches

Patient Acquisition and Retention

• Implementation of In-hospital patient education to create nutrition and product awareness and trial
• New user acquisition through implementation of in-hospital programs such as admission and or discharge kits

MINIMUM REQUIREMENTS

• Bachelor's degree in relevant discipline from a recognized university or an equivalent combination of education and work experience
• Minimum 7 years’ professional working experience in consumer healthcare or nutrition industry which involves sales management level with sufficient knowledge and understanding about Sales Systems and processes