Key Account Executive

Abbott Nutrition Route Manager

Contribute to the long-term growth of Abbott Nutrition products in territory by servicing a defined customer base on a specific route and dedicated days, weeks or monthly cycles as set out by the customer manager of the region and to achieve volume targets by taking orders and placing them as per the standard Abbott operating procedure.

Lead joint business planning to achieve targets that meet territory objectives by driving market traffic and optimizing product availability.

Influence customers to maintain a proper balance of stock and market credit relative to accounts receivable and influence distributors to carry stock and adhere to route plans that align with customer plans.

Act in alignment with compliance and regulatory expectations.

Business Outcomes:

• Increased sales of Abbott products, and increased market share across channels and formats
• Consistent in-store merchandizing and optimal stock levels
• Strong stock rotations and SKU availability

Key Business Challenges:

• Managing growth, competing demands, and market share in an increasingly complex and competitive omnichannel environment
• Influencing customers and distributors with face to face and digital touch access to take a more strategic (long-term) view of their business and to invest in Abbott products accordingly
• Balancing customer relationships with debt collection, merchandising and stock optimization

Key Success Factors:

• Uses systems-thinking to establish a total view of the business by integrating data from a variety of inputs/sources (i.e., understands the various factors that influence customer behavior, sales, etc.)
• Builds strong relationships with distributors/customers throughout the region
• Takes accountability for their own success
• Negotiates effectively with various stakeholders
• Peer coaching experience, a tendency to lead by example, and a desire to lead others