Key Account Manager

Abbott Laboratories (Malaysia) Sdn Bhd; Selangor; On-site; MYR 100,000 - 130,000; Full time

Job summary

A leading healthcare company in Malaysia is seeking a professional to drive hospital account management and develop business opportunities. The role requires at least 7 years of experience in the consumer healthcare or nutrition industry, focusing on stakeholder management and strategic planning. Ideal candidates will have a strong background in sales negotiation and patient education initiatives.

Qualifications

• Minimum 7 years of professional working experience in consumer healthcare or nutrition industry.
• Strong knowledge of sales systems and processes.

Responsibilities

• Establish Blueprint to key hospitals via stakeholder management.
• Lead negotiation of contracts.
• Conduct strategic planning and goal setting for each key account.

Skills

Stakeholder management

Sales management

Strategic planning

Contract negotiation

Education

Bachelor's degree in a relevant discipline

Job description

PURPOSE OF POSITION

• Establish Blueprint to key hospitals via stakeholder management link with KOL
• Continuously establish opportunity for Abbott business
• Win in key hospitals with breakthrough strategy that helps build Abbott credibility
• Be present at the board of directors office in hospitals to define collaborative opportunities addressing unmet and/or evolving needs
• Act as gatekeeper in negotiations and liaison with key hospitals

KEY ACCOUNTABILITIES

• Initiate new ideas to stay competitive in the hospital landscape
• Lead negotiation of contracts
• Facilitate 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 offerings
• Structure business partnerships through long‑term contracts with key hospitals and for ANI to be valued as a strategic partner

Stakeholder Management

• Establish stakeholder map with regular meetings and follow‑ups
• Identify opportunities leveraging Abbott’s strengths
• Create competitiveness in the hospital landscape via impactful conversations and plan/programs
• Develop new Nutrition Key Opinion Leaders to support new product launches

Patient Acquisition and Retention

• Implement in‑hospital patient education to create nutrition and product awareness and trial
• Acquire new users through in‑hospital programs such as admission and/or discharge kits

MINIMUM REQUIREMENTS

• Bachelor's degree in a 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 involving sales management level with sufficient knowledge and understanding of sales systems and processes

COMPANY BACKGROUND

Founded more than 130 years ago by Chicago physician Dr. Wallace C. Abbott, Abbott is now one of the largest diversified healthcare companies in the world. Abbott’s 103,000 colleagues around the globe are devoted to making a lasting impact on human health in the more than 160 countries served. Since 2009, Abbott in Penang has involved in the manufacturing of implantable life‑saving devices and provides customer care support & IT infrastructure services globally.