Abbott - National Manager - CSD/Key Accounts

Main Purpose of the Role

Key Responsibilities

Sales & Business Development

- Develop business plans in collaboration with Brand Teams, ensuring alignment with brand strategy.

- Ensure product availability at outlets (minimum fill rate of 85%) with accurate sales forecasting.

- Drive new product introductions, pack changes, price revisions, and consumer promotions.

- Enroll new outlets to expand coverage and penetration.

Account & Profitability Management

- Ensure maximum ROI from key account activities.

- Manage collections from direct customers and support wholesalers for indirect accounts.

- Monitor SG&A spends and ensure expenses are within agreed budgets.

- Control fund allocation within accounts, TA/DA, and team-related SG&A budgets.

Customer Service & CSD Excellence

- Establish world-class processes to handle CSD and modern trade accounts.

- Liaise with international coordinators to align account strategies with global priorities.

- Scan the market to identify opportunities and leverage entry of new international modern trade chains.

Team Leadership & Development

- Attract, retain, and develop top talent through structured training programs.

- Create a strong succession pipeline and competency development framework.

- Leverage technology to enhance sales efficiency and ensure a competitive edge.

Key Requirements

- 8-12 years of experience in Sales/Key Account Management (preferably CSD/Modern Trade).

- Proven track record in driving sales growth, managing profitability, and handling large accounts.

- Strong analytical, negotiation, and forecasting skills.

- Experience in building and managing high-performing teams.

- Ability to manage budgets and ensure cost efficiency.