Abbott Key Account Manager – Nutrition (Ontario) in Ontario, Ontario

At Abbott, we're committed to helping you live your best possible life through the power of health. For more than 125 years, we've brought new products and technologies to the world – in nutrition, diagnostics, medical devices and branded generic pharmaceuticals – that create more possibilities for more people at all stages of life. Today, 94,000 of us are working to help people live not just longer, but better, in the more than 150 countries we serve.

Status : Regular, Full Time

Account : Loblaw/Shoppers Drug Mart

Position Overview :

Under the supervision of the Customer Team Lead, the Key Account Manager (KAM) is responsible for achieving Sales and Marketing objectives within his/her specific key accounts and in accordance with National objectives. The KAM’s role is to provide Loblaw/Shoppers Drug Mart superior service in knowledge and opportunity identification enabling mutual sales and profit growth.

Responsibilities :

External – Relationship Building/Developing Opportunities:

  • Plays a pivotal role at improving Abbott’s account penetration in such a way to maximize all aspect of our business.

  • Identifies and optimizes Strategic business opportunities with their respective customers. Maximize volume and revenue in key assigned accounts by utilizing fact-based selling.

  • Analyzes and presents Nielsen information, sales data (POS) and marketing information to enhance account development. Involves Category Management in the process (analysis, customer presentations, etc.)

  • Presents and secures new product listings at key accounts.

  • Negotiates and presents recommendations to his/her accounts aiming to improve various aspects of the business. These include planogramming, suggested/recommended retail pricing, product assortment, value-added promotions, shelf positioning, logistics process improvement and inventory control/forecasting recommendations.

  • Prepares and presents external category business reviews which include, but are not limited to, the following: Performance YTD - YTGo, promotional activities, sales forecast and gap closers, deductions issues, competitive activities, shelf space, recommendations on plan-o-gram changes and inventory course correction if necessary.

Trade Promotion Planning / Administration :

  • Negotiates promotional programs with their product portfolio in line with the organizational strategy & guidelines. Manages budgets making sure that: 1) Promotional Strategies are implemented 2) Trade Spend budgets are optimized in the most profitable manner.

  • Completes and submits all account specific administration; Trade Spend in a timely manner. Works with Abbott Credit department to clear or validate account deductions, and sustain outstanding deductions to a manageable level.

  • Tracks all promotional activity undertaken in the key accounts for both our products and that of our competitions.

Category Management :

  • Analyzes the market places that we compete in hence offering the key accounts timely knowledgeable information about the various categories we compete in. From this analysis create in-depth category reviews as it pertains to each account. Use these review sessions to further our market position.

  • Leverages Point of Sale data (where available) to formulate analysis and recommendations (POS vs. Ships, etc.)

Forecasting :

  • Provide forecast estimates for each account under responsibilities.

  • Achieves monthly and yearly account sales plan with a strong emphasis on forecasting accuracy.

  • Completes Trade Promotion Planning tasks in full and on time.

General :

  • Identifies issues, proposes sound recommendations and provides processes for timely and effective resolution.

  • Does store check and market evaluation in order to stay on top of the business.

  • Prepares and presents an annual customer plan for each account to the senior management and marketing team.

  • Looks for opportunities to increase customer service levels within Abbott policy.

  • Reviews goals; assesses root causes when goals not achieved and incorporates key learning into future strategies.

Required Education and Experience:

  • Completed Bachelor's Degree (preferably in Business).

  • 3-5 years of experience as Key Account Manager on Loblaw and/or Shoppers Drug Mart in a CPG/ OTC environment.

  • Strong interpersonal skills.

  • Strong project management skills.

  • Demonstrated problem-solving skills required.

  • Demonstrated analytical abilities and planning skills.

  • Ability to make decisions, resolve obstacles and work through conflict with minimal oversight.

  • Demonstrated ability to communicate complex ideas effectively and appropriately.

  • Ability to lead in a complex, cross functional matrix team environment and build strategic partnerships.

  • Strong financial acumen.

  • Ability to balance strategic thinking with intricate planning and strong tactical execution in heavily regulated position.

  • Ability to effectively manage issues proactively and reactively.

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