This position is for Nutrition Division, located in Panama City, Panama.
Primary Job Function
Manages sales of the products within a defined geographic area developing market distribution channels such us pharmacies, supermarkets, convenience stores and traditional stores to improve short- and long-term sales and earnings. Ensures consistent, profitable growth in sales objectives and revenues through out positive commercial planning, deployment and distributors personnel management. Identifies market opportunities and executes promotional activities, designs action plans and strategies for all customers including distributors & Key Accounts. Identify and pursue business opportunities and incorporate into customer Business Reviews. Budget execution and control
Core Job Responsibilities
In charge of key account management and local trade marketing to deliver brand and customer specific quotas. Ensure each country achieves customer and team specific quotas. Customize regional commercial strategy to local reality. Deliver strategical and execute tactical initiatives to enhance channel strategy.
Develop and manage customer relationships. Reach beyond the buyers to forge strategic partnerships with key customers. Partner with sales (demand) and marketing team to ensure commercial strategy alignment. Develop and leverage a deep knowledge of the customer, industry and competitive landscape. Implement the right price and portfolio strategy for each of the brands depending on the distribution channel.
Lead integration and coordination of cross functional initiatives with other functional areas (Supply, Demand, Finance, Logistics) to manage all business variables. Implement monthly business reviews to align all initiatives. Provide input into volume forecast (S&OP), promotions, retail initiatives. Manage Country P&L to ensure division margin objectives.
Constant market monitoring to track initiatives and seek for business opportunities and present above target initiatives to ensure brands growth.
Manage and optimize trade and top line budget ensuring internal procedures.
Position Accountability / Scope
Responsible to achieve assign team assigned sales objectives. Execute the country´s promotional plans. Lead new product launch account strategies and presentations of short-term and tactics and ensure right execution at the retail and distribution channel level. Operates independently. Uses a wide application of principles, theories, concepts and previous experience to determine a course of action. Provides information such as market trends, point of sales data and category insights for Abbott products.
Approval levels: budgetary (promotional activities and customer plans).
Impact of decision in the business: Achieving sales target depends on this role.
Budget: Will depend on each cluster.
Level of supervision: Medium.
Bachelor Degree (Licentiate) .
Master's degree in business.
Minimum Experience/Training Required
Minimum 5 years of sales experience in consumer goods or pharma companies as Sales Manager or Trade Manager.
At least 3 years of experience in multi-channel experience (Retail & Pharmacies, UTT, DTT) and/ or managing wholesalers
Strong background in demand forecasting and budget management/planning
Programs: Microsoft Office, proficient in Excel.
Intermediate-Advanced English Level
Fieldwork: at least 50% within assigned territories
Travel: at least 30% within the same country or outside the country
Abbott is a global healthcare leader that helps people live more fully at all stages of life. Our portfolio of life-changing technologies spans the spectrum of healthcare, with leading businesses and products in diagnostics, medical devices, nutritionals and branded generic medicines. Our 109,000 colleagues serve people in more than 160 countries.