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Abbott Trade Marketing Category Lead in Moscow, Russia

Primary Job function:

Develop actions to accelerate sell-out at Pharmacy optimizing channel mix, marketing tactics and ensuring Trade Customers performance and long term preference towards Abbott’s value proposition, taking into account Brands’ strategy, Trade customers’ needs and expectations, shoppers’ behavior understanding. Coordinate the different brand specific strategies into a consistent trade development strategies and plans per clients and/or channels.

Core Job Responsibilities

  • Have a solid understanding of the Pharmacy landscape: different stakeholders, their market share, their needs and expectations

  • Decode the retailers’ purchasing criteria

  • Study the shoppers’ behaviour at Point of Sales (POS)

  • Understand the different offer categories at POS: products and services, their contribution to retailers’ strategy, the growth opportunities

  • Play an active part with Brand Marketing Teams, understanding accurately the brands’ priorities, bringing to marketing teams documented field insights, proactively proposing initiatives to translate at Trade level the brands’ strategy

  • Play an active part with Trade Key Account Managers (TKAM) and Retail Sales Managers (RSM), understanding their objectives and priorities, ensuring alignment between Marketing and Trade Key Account management Plans (TKAP), pro-actively proposing actions to seize opportunities identified.

  • Manage the Trade segmentation and targeting with Sales Teams

  • Define and develop Trade Marketing strategies and tactics (such as merchandising recommendations, visibility tools, trainings, patient support programs..) to stimulate Abbott’s brands availability – visibility and recommendation, bridging Abbott’s brands’ strategy and customers’ needs, customizing these actions by customer segment and TKA when relevant. Build a Loyalty Program for Strategic Pharmacies.

  • Formalize the Trade Marketing actions in a Trade Marketing Plan (TMP)

  • Prepare for and attend key sales meetings. Establish effective working relationships across customers and functions to drive execution of strategies and tactics. Visit Trade Key Accounts with TKAM to engage them on Trade Marketing partnerships

  • Ensure the TMP execution and facilitate interactions with all in-field functions and marketing teams

  • Measure the ROI of TMP

Minimum education

  • Bachelors degree (or equivalent) required; Business degree is preferable

Minimum experience / Training required

  • 3‐5 years of commercial/sales experience that involved working closely with customers to deliver results

  • 3‐5 years of consumer marketing/Trade marketing that involved working closely with retailers

  • Experience in health care (OTC, Gx), Fast Moving Consumer Goods (FMCG) and/or Retail

  • Marketing and trade marketing skills – Strong analytical skills (i.e., ROI calculation, forecasting and planning)

  • In countries where Abbott has no Trade Unit, cross functional knowldege is key to being able to coordinate products trade actions within the organization.

An Equal Opportunity Employer

Abbot welcomes and encourages diversity in our workforce.

We provide reasonable accommodation to qualified individuals with disabilities.

To request accommodation, please call 224-667-4913 or email corpjat@abbott.com

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