Key Account Manager

Overview

The key Account Manager reports to the India Business Manager for Toxicology. Responsible for building and maintaining strong relationships distributors and where possible the end user clients. Uses their sales, market and relationship skills to identify growth opportunities, negotiate contracts, work to resolve issues, driving business growth and client satisfaction

Responsibilities

Technical / Operational

• Possess and apply detailed product knowledge as well as thorough knowledge of client's business.
• Responsible for the direct sales process, aiming at meeting and/or exceeding sales targets.
• Oversees sales expansion, introduce new products/services to clients and organize visits to current and potential clients.
• Submit short and long-range sales plans and prepare sales strategies utilizing available marketing programs to reach nominated targets.
• Responsible for retaining long-term customer relationships with established clients.
• Ensure that clients receive high quality customer service.
• Inform clients of new products and services as they are introduced, migrate information to appropriate sales representative when clients have additional service needs.

Internal Systems and Processes

• Enhance knowledge of CRM Sales Force SFDC Lightening
• Adherence to company’s reporting deadlines and governance framework
• Manage the development of systems and processes that ensure efficient delivery of Toxicology products and services.

Customers

• Work closely with country business manager to help identify growth opportunities, sales direction
• Management of end user customer and distributor relationaships
• Involvement in distributor contract management.

Financial

• Achieve monthly, quarterly and annual revenue targets
• Manage delegated operational expenditure to within budget
• Report weekly, monthly and annually to required internal partners

Conduct

• Ensure all activities carried out by self are in accordance with legislative employment policies, health & safety requirements and corporate policy
• Promote a standard of excellence for quality and customer focus at Abbott
• Promote awareness of compliance requirements throughout the organisation
• Uphold Abbott’s Code of Business Conduct
• Live our Abbott Values – Pioneering, Achieving, Caring, Enduring

Reporting to

Business Manager Toxicology India

Qualifications and Experience

Essential

• Education level - Associates Degree (± 13 years)
• Min 3 Years of experience in a similar role, preferably within medical device or consumable sales or security/police sales.

Desirable

• Post Graduate Business qualification
• Knowledge of Toxicology industry and major participants

Competencies and Attributes

Technical / Operational

• Negotiation skills
• Experienced in working with Global or Regional Marketing or Commercial Excellence.
• An innovative solutions developer and provider
• Proven ability to develop relationships at all levels of an organization
• Proficient in current marketing practices and principles
• Well-developed written and verbal communication skills
• Highly developed presentation skills

Internal Systems and Processes

• Proficiency in SalesForce.com & PowerBI: highly regarded
• Ability to utilise business software e.g. MS Office, MRP systems, CRM systems
• Ability to plan and prioritise work according to business needs and change focus when required

Customers and external stakeholders

• Strong interpersonal communication skills
• Highly competent oral and written communication skills
• Highest levels of integrity and diplomacy
• Capacity to maintain the highest levels of confidentiality internally and externally