Key Accounts and Trade Manager

Abbott Laboratories; Johannesburg; On-site; ZAR 900,000 - 1,300,000; Full time

Job summary

Abbott Laboratories in Roodepoort, South Africa, seeks a results-driven Key Accounts & Trade Manager to drive sales growth, profitability, and market share across strategic pharmaceutical customers. You will lead pricing negotiations, develop joint business plans, and build strong partnerships with pharmacy groups, wholesalers, hospitals and distributors.

The role requires 5–10 years of commercial pharmaceutical experience, a relevant degree, and strong cross-functional collaboration with

Qualifications

• Bachelor's degree or higher in a related field.
• Proven experience in Key Account Management and trade/channel management.
• Strong track record in sales growth, profitability, and market share.
• Experience with national strategic customer relationships and commercial negotiations.

Responsibilities

• Develop and execute annual Key Account and Trade strategies aligned to divisional objectives.
• Manage a portfolio of strategic pharmaceutical customers, driving sustainable sales and market share growth.
• Lead customer negotiations relating to pricing, contracts, rebates, promotions, and trading terms.
• Build relationships with retail pharmacy groups, wholesalers, distributors, and hospital groups.
• Develop joint business plans and customer-specific growth strategies.
• Identify and secure new business opportunities, partnerships, and distribution channels.
• Drive successful product launches, listings, and promotional initiatives across key accounts.
• Forecasting, budgeting, and commercial planning to support business objectives.

Skills

Key Account Management

Trade/Channel Management

Sales Negotiation

Forecasting

Education

Bachelor's degree in business, Commerce, Marketing, Pharmacy, Life Sciences, or related field

Postgraduate qualification in Business/Commercial Management

Job description

JOB DESCRIPTION: Abbott is a global healthcare leader that helps people live more fully at all stages of life. Our portfolio of life-changing technologies spans the spectrum of healthcare, with leading businesses and products in diagnostics, medical devices, nutritionals and branded generic medicines. Our 115,000 colleagues serve people in more than 160 countries. At Abbott, you can do work that matters, grow, and learn, care for yourself and your family, be your true self and live a full life.

• Career development with an international company where you can grow the career you dream of.
• A company recognized as a great place to work in dozens of countries around the world and named one of the most admired companies in the world by Fortune.
• A company that is recognized as one of the best big companies to work for, as well as a best place to work for diversity, working mothers, female executives, and scientists.

In Abbott's Pharmaceutical Division We are committed to improving lives through a trusted portfolio of branded generic medicines and healthcare solutions. We partner with healthcare professionals, pharmacies, wholesalers, distributors, and hospitals to ensure patients have access to high-quality medicines that make a meaningful difference every day.

Opportunity

We are looking for a Key Accounts & Trade Manager to join our Pharmaceutical Division based in Roodepoort. In this high-impact commercial leadership role, you will be responsible for driving sales growth, profitability, market share, and commercial excellence across a portfolio of strategic pharmaceutical customers. You will develop and execute key account and trade strategies, lead commercial negotiations, identify new business opportunities, and build strong partnerships across pharmacy groups, wholesalers, hospitals, distributors, and other key healthcare customers.

What You'll Work On

Develop and execute annual Key Account and Trade strategies aligned to divisional objectives. Manage a portfolio of strategic pharmaceutical customers, driving sustainable sales and market share growth. Lead customer negotiations relating to pricing, contracts, rebates, promotions, and trading terms. Build and strengthen relationships with retail pharmacy groups, wholesalers, distributors, and hospital groups. Develop joint business plans and customer-specific growth strategies. Identify and secure new business opportunities, partnerships, and distribution channels. Drive successful product launches, listings, and promotional initiatives across key accounts. Manage forecasting, budgeting, and commercial planning to support business objectives. Monitor customer profitability, GTN investments, and commercial ROI. Collaborate cross-functionally with Marketing, Finance, Supply Chain, Medical Affairs, Regulatory, and Sales teams. Participate in demand planning and S&OP processes to ensure forecast accuracy and product availability. Deliver data-driven insights to support strategic decision-making and commercial performance reviews.

Qualifications Required

Bachelor's degree in business, Commerce, Marketing, Pharmacy, Life Sciences, or a related field. Minimum 5-10 years of commercial experience within the Pharmaceutical, Healthcare, FMCG, or related industrie, having managed commercial contracts with C-suite levels of retail and Independent pharmacies. Proven success in Key Account Management and Trade/Channel Management. Strong track record of delivering sales growth, profitability, and market share objectives. Experience managing national strategic customer relationships and commercial negotiations. Strong understanding of pharmaceutical distribution channels and healthcare market dynamics. Experience in forecasting, budgeting, demand planning, and commercial strategy development.

Preferred Qualifications

Postgraduate qualification in Business, Commercial Management, or a related field. Existing relationships within the South African pharmaceutical trade environment will be advantageous.

Job Details

• Job Family: Sales Force
• Division: EPD Established Pharma
• Location: South Africa > Johannesburg : Abbott Place
• Additional Locations:
• Work Shift: Standard
• Travel: Yes, 50 % of the Time
• Medical Surveillance: No
• Significant Work Activities: Not Applicable

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

About Abbott

Abbott is about the power of health. For more than 135 years, Abbott has been helping people reach their potential — because better health allows people and communities to achieve more. With a diverse, global network serving customers in more than 160 countries, we create new solutions — across the spectrum of health, around the world, for all stages of life. Whether it’s next-generation diagnostics, life-changing devices, science-based nutrition, or novel reformulations, we are advancing some of the most innovative and revolutionary technologies in healthcare, helping people live their best lives through better health. The people of Abbott come to work each day with relentless energy, enthusiasm and a promise to enhance the health and well-being of millions of people. They push the boundaries to help manage and treat some of life’s greatest health challenges.

An equal opportunity employer, Abbott welcomes and encourages diversity in our workforce.