Account Representative

JOB DESCRIPTION:

Account Representative, Food Regional Team (G14) – Abbott Nutrition

Abbott Nutrition’s Retail Sales Team is now hiring an Account Representative to manage a territory inclusive of three retail accounts: Certco, MDI, and Winco. We are looking for someone with some direct sales experience with the ability to identify growth opportunities/risks through data analytics and insights to influence customer category, strategy, and distribution placement recommendations that close gaps and accelerate the business. This role also requires excellent written/verbal communication skills, high technical fluency and financial acumen skills that require the use of various tools to forecast business impacts, analyze success metrics and showcase opportunities/risks in financial terms.

Scope of work

• Manage Abbott Nutrition full portfolio of products; Similac, PediaSure, Pedialyte, Ensure, and Glucerna

• 25-30% Travel Required

Location:

• In-office role must be managed from one of Abbott’s Customer Business Centers or Headquarters; Minneapolis MN, Cincinnati OH, Northwest AR, or Columbus OH

Customer Management

• Partner with retailer and internal Abbott teams to develop business plans that deliver net sales and margin goals

• Subject matter expert for retailer to include business/consumer behavior trends, key initiatives, ad hoc requests/analytics

• Lead account communication on business and customer specific priorities

• Assess account performance against brand/customer priorities and quota attainment; react and change course when necessary

• Proactively manage all account-specific and Abbott databases, to ensure accuracy. Including, but not limited to: Salesforce.com, Exceedra, customer Portal, New Items, Displays, Discontinued Database, and Promotional Planning tools

• Leverage analytics to provide insights for customer and Abbott

• Develop all sales presentations/customer content

• Finance & Supply Chain acumen as graded by Retailer and Abbott Scorecards

Best in Class Selling

• Achieve volume sales quotas within established trade funding parameters

• Develop and implement strategic and tactical business plans by business unit and category

• Utilize syndicated data, customer POS sales data and category management studies to provide fact-based analysis and deliver short and long-term business building initiatives.

• Conduct on-going internal and external account business reviews and provide insight for growth opportunities.

• Work with customer and internal teams on account financial management with solid understanding of gross and promo margin management, trade spend efficiency, and overall customer funding management.

• Uncover and execute new and exciting programs to achieve growth opportunities

• Manage Trade Spending and Marketing Support to develop and execute account-specific promotional plans that increase awareness, trial, consumption, retention, brand equity, and ROI.

• Effectively invests resources to drive profitable results for the company and the customer in a responsible manner.

Required Skills:

• Bachelor’s degree in business, management, or related field required

• Some direct selling/sales experience within the consumer product goods industry

• Strong financial acumen skills, demonstrating an understanding of a 5-line P&L. Utilizes resources to achieve Abbott/customer P&L goals

• Demonstrated a tactical understanding of shopper marketing/trade basics and how to execute (coupons, displays, Ads, TPRs, etc.) aligned to business strategies

• Strong ability to analyze market trends to effectively develop presentations, provide recommendations and forecast the business

• Proficient in the use of Microsoft Word, Excel, PowerPoint, Nielsen, and PBI

• Excellent communication (verbal and written) and organizational skills to articulate goals of all parties involved in business plan

• Entrepreneurial mindset, with the ability to identify whitespace growth opportunities

• Strong strategic thinking skills and highly collaborative across multiple support groups

• Ability to operate independently within own scope of responsibility under minimal supervision.

The base pay for this position is

In specific locations, the pay range may vary from the range posted.

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