Senior Key Account Manager

Abbott Laboratories (Malaysia) Sdn Bhd; Selangor; On-site; MYR 150,000 - 200,000; Full time

Job summary

A global healthcare leader in Malaysia is seeking a skilled Sales Manager to develop business with major Trade Key Accounts. The role involves leveraging insights for revenue growth, managing customer relationships, and leading negotiations. Candidates should have a track record in sales, experience in healthcare or FMCG, and a relevant degree. This position offers an opportunity to contribute significantly to Abbott's growth and market presence in the region.

Qualifications

• Minimum 5 – 10 years of strong sales track record.
• Experience in health care, FMCG, and/or Retail.
• Key Account Management experience in a multinational environment.

Responsibilities

• Develop and manage business with major Trade Key Accounts.
• Leverage trade insights to drive revenue growth strategies.
• Conduct regular financial reviews to ensure compliance.
• Identify collaborative opportunities that create competitive advantage.
• Lead customer conversations with strategic perspectives.

Skills

Sales expertise

Negotiation skills

Customer relationship management

Strategic thinking

Education

Bachelor’s Degree in Business/Marketing/Commerce/Science/Pharma or related fields

Job description

We’re focused on helping people with diabetes manage their health with life-changing products that provide accurate data to drive better-informed decisions. We’re revolutionizing the way people monitor their glucose levels with our new sensing technology.

PRIMARY FUNCTION

Develop and manage business with major Trade Key Accounts (TKA) in the Retail Key Pharmacy through the development of strategic partnerships that build long-term and sustainable business partnerships, ensuring the profitable growth of Abbott’s sales and market share through proper business planning and execution excellence. Responsible for working with e-commerce enablers to manage relationships with major e-commerce platforms (Lazada or Shopee), ensuring that our products are effectively listed, promoted, and sold across online channels.

MAIN / MAJOR RESPONSIBILITIES

Revenue Growth Management

• Leverage trade insights and value chain expertise to drive medium-term revenue growth strategies.
• Apply ROI analysis to guide investment decisions and optimize resource allocation for Key Accounts.
• Deliver accurate sales forecasts and manage sales performance and expenditure effectively.
• Conduct regular financial reviews to ensure compliance and maximize return on investment.
• Recommend and champion initiatives that enhance customer investment strategies across channels.

Category Growth & Leadership

• Deliver thought leadership to customers by providing insights on retail trends and their impact on category performance.
• Conduct in-depth customer performance analysis to identify and recommend strategic growth opportunities.
• Support customers in adapting to evolving market and consumer dynamics.
• Inspire transformative category growth through compelling, data-driven commercial narratives.

Selling & Negotiation

• Identify collaborative opportunities that create mutual competitive advantage for both Abbott and its customers.
• Effectively communicate and sell category concepts to secure customer alignment and commitment.
• Leverage insights to uncover key customer needs and commercial opportunities.
• Position Abbott as a strategic partner and solution provider to address customer challenges.
• Apply strong financial acumen to align Abbott’s value proposition with customer KPIs.
• Develop creative, tailored solutions that address customer needs and drive business outcomes.
• Independently lead day‑to‑day customer negotiations, achieving defined commercial objectives.
• Evaluate and articulate the value and cost of optimal outcomes for both Abbott and the customer.
• Craft proposals that are both innovative and commercially viable.
• Navigate negotiation dynamics to achieve win‑win outcomes.
• Initiate strategic discussions with customers, grounded in deep understanding of their business, Abbott’s value proposition, and the broader communication portfolio.

Customer Understanding

• Proactively seek diverse sources of customer insight—such as industry reports and conferences—to build a comprehensive understanding of customer needs and behaviors.
• Develop and maintain a strong industry network to gather valuable customer and market intelligence.
• Champion a customer‑centric mindset across the organization, modeling best practices in customer engagement and insight‑driven decision‑making.

Customer Relations & Influence

• Deliver added value to customer stakeholders by supporting their internal objectives and priorities.
• Lead customer conversations with fresh insights and strategic perspectives that challenge the status quo.
• Anticipate potential commercial challenges and proactively offer solutions.
• Adapt engagement strategies based on customer feedback and behavioral cues.
• Build strong, cross‑functional relationships within customer organizations to deepen collaboration beyond transactional roles.

Internal Commercial Planning

• Develop ambitious customer plans that align Abbott’s strategic objectives with clearly quantified customer growth opportunities.
• Use category and patient insights to identify innovative strategies for unlocking customer growth.
• Drive cross‑functional alignment by engaging internal stakeholders in the development and endorsement of customer plans.
• Constructively challenge internal teams to co‑create solutions that address unmet customer needs and opportunities.

Account & Joint Business Planning

• Lead the development of category‑driven Joint Business Plans with key customers, aligning mutual goals and growth strategies.
• Identify and prioritize high‑impact opportunities that deliver maximum value for both Abbott and the customer.
• Drive the execution of action plans by assigning responsibilities and ensuring timely delivery of key milestones with minimal oversight.
• Establish a consistent cadence for delivering actionable insights to customers, enhancing strategic decision‑making.
• Leverage understanding of patient barriers and motivators to help customers address in‑store challenges.
• Use patient mindset and behavioral profiles to tailor in‑store initiatives that drive engagement and conversion.

Market & Patient Insight

• Establish a consistent cadence for delivering actionable insights to customers, enhancing strategic decision‑making.
• Leverage understanding of patient barriers and motivators to help customers address in‑store challenges.
• Use patient mindset and behavioral profiles to tailor in‑store initiatives that drive engagement and conversion.

Data to Insights

• Deliver targeted, customized insights that challenge and motivate customer action.
• Develop compelling selling stories grounded in robust, data‑driven analysis to support strategic conversations.
• Utilize dashboards and other tools to provide clear, accessible visibility into key performance metrics.

Monitor Performance

• Understand key sales drivers and quantify their impact, including competitor activity, in‑store execution, and seasonal trends.
• Develop and propose gap‑closing initiatives in response to underperformance.
• Conduct root cause analysis on sales issues and provide actionable recommendations.
• Monitor stock availability and promotional compliance in‑store to minimize lost sales and ensure flawless execution.

Forecasting & Supply Chain

• Integrate supply chain considerations into Joint Business Plans, highlighting mutual benefits for customers.
• Collaborate with internal teams and customer contacts to enhance inbound supply accuracy.
• Partner with customers to optimize in‑store availability and reduce operational inefficiencies.

E‑Commerce Account Management

• Work with e‑commerce enablers to manage strategic partnerships with key e‑commerce platforms (e.g., Lazada, Shopee), driving sales growth through optimized product listings, impactful promotional campaigns, data‑driven insights, and effective cross‑functional collaboration.
• Ensure accurate forecasting, efficient supply chain coordination, and strong ROI through disciplined budget management and joint business planning.

MINIMUM BACKGROUND / EXPERIENCE REQUIRED

• Minimum 5 – 10 years of strong sales track record
• Experience in health care (Pharma, Consumer Healthcare), Fast Moving Consumer Goods (FMCG) and/or Retail
• Key Account Management experience in a multinational environment
• Bachelor’s Degree in Business/Marketing/Commerce/Science/Pharma or related fields

The base pay for this position is

N/A

In specific locations, the pay range may vary from the range posted.