Abbott - Key Account Manager - Diabetes Maximus

Job Title: Key Accounts Manager

Experience Required: 2-5 years of experience handling Key Opinion Leaders (KOLs) and managing institutional sales.

Position Overview:

As a Key Accounts Manager, you will be responsible for developing and executing sales strategies in your assigned market. Your role will focus on driving primary and secondary sales, ensuring strong brand presence, and managing the distributor network to meet sales objectives. You will play a critical role in achieving the division's financial and ethical goals in alignment with the overall business strategy.

You will have authority to:

- Develop customer management plans

- Approve expiry product credit notes for assigned distributors

- Recommend distributor appointments and credit limits

- Plan and execute resource utilization

- Participate in strategy review meetings to ensure alignment

Key Responsibilities

1. Area Business Planning

- Develop monthly and quarterly business plans

- Plan demand generation and fulfillment activities

- Monitor actual sales performance, identify variances, and implement corrective actions

- Conduct prescription audits for Abbott and competitor brands

- Maintain an updated customer list (doctors, chemists) as per therapy/product requirements in physical or electronic format

- Identify potential towns, appoint distributors, and onboard trade customers as per business philosophy

2. Business Generation & Development

- Achieve monthly, quarterly, half-yearly, and yearly sales targets by promoting company products ethically

- Engage in science-based discussions with doctors and chemists for product promotion in clinics and at retail points

- Organize CMEs/camps as per division strategy and customer needs

- Facilitate successful new product launches through accurate targeting, in-clinic/trade promotions, and feedback reporting

- Ensure full execution of the customer management plan, including:

- 100% coverage of targeted doctors

- Meeting call averages as per division/therapy guidelines

- Collecting market intelligence and managing retailer-level inventory

3. Distributor & Channel Management:

- Supervise distributor network to ensure smooth supply chain and stock availability

- Approve and manage expiry product credit notes within assigned authority

- Recommend appointments and credit limits for distributors

- Maintain healthy relationships with key stakeholders to ensure market growth

Key Performance Indicators (KPIs):

- Achievement of sales targets (monthly, quarterly, yearly)

- 100% customer coverage as per plan

- Compliance with division's ethical and business standards

- Successful execution of new product launches

- Effective distributor and channel management