Key Account Manager

Abbott Laboratories (Malaysia) Sdn Bhd; Selangor; On-site; MYR 80,000 - 110,000; Full time

Job summary

A leading global healthcare company is seeking a strategic Hospital Account Manager in Selangor, Malaysia. The ideal candidate has a Bachelor's degree and a minimum of 7 years in sales management within the consumer healthcare or nutrition sector. Responsibilities include managing key hospital accounts, leading negotiations, and implementing in-hospital nutrition education programs. This role is vital for establishing long-term partnerships and resolving evolving healthcare needs, contributing to the successful launch of nutrition products.

Qualifications

• Minimum 7 years’ professional working experience in consumer healthcare or nutrition industry.
• Experience in sales management with knowledge of sales systems.
• Identify new nutrition and treatment management protocols.

Responsibilities

• Establish strategic stakeholder relationships with key hospitals.
• Lead negotiation efforts for contracts with healthcare organizations.
• Drive implementation of in-hospital nutrition programs.

Skills

Stakeholder management

Negotiation skills

Strategic planning

Sales management

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

• Initiate new ideas to stay competitive in hospitals landscape
• Lead in negotiation of contracts
• 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