Key Accounts and Trade Manager

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

Job summary

Abbott in Roodepoort, part of the Pharmaceutical Division, seeks a seasoned Key Accounts & Trade Manager to lead strategic pharmaceutical customer relationships and drive sales growth. You will develop and execute key account strategies, negotiate contracts, manage trading terms, and partner with retailers, wholesalers, hospitals, and distributors to improve availability and profitability.

This role requires 5–10 years of commercial experience in pharma or related sectors, with a strong track

Qualifications

• Bachelor’s degree in business, Commerce, Marketing, Pharmacy, Life Sciences, or a related field.
• 5–10 years of commercial experience in Pharmaceutical/Healthcare/FMCG with contracts at C-suite levels.
• Proven success in Key Account Management and Trade/Channel Management.
• Strong track record of delivering sales growth, profitability, and market share.
• Experience in forecasting, budgeting, demand planning, and commercial strategy development.

Responsibilities

• Develop and execute annual Key Account and Trade strategies aligned to divisional objectives.
• Manage a portfolio of strategic pharmaceutical customers, driving sales and market share growth.
• Lead customer negotiations on pricing, contracts, rebates, promotions, and 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 channels.
• Drive product launches, listings, and promotions across key accounts.
• Forecasting, budgeting, and commercial planning to support business objectives.
• Monitor customer profitability and commercial ROI.
• Collaborate with Marketing, Finance, Supply Chain, Medical, Regulatory, and Sales teams.
• Support demand planning and S&OP processes for forecast accuracy.

Skills

Key Account Management

Trade Management

Commercial Negotiations

Forecasting

Budgeting

Sales Growth

Education

Bachelor's degree (Business/Commerce/Marketing/Pharmacy/Life Sciences)

Tools

CRM systems

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. You will have access to :

• 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.

The 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 Qualifications

• 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.