KAM / Strategic Account Lead Trade (Surabaya)

Abbott Laboratories · Pondok Indah

Abbott is a global healthcare leader, creating breakthrough science to improve people’s health. We’re always looking towards the future, anticipating changes in medical science and technology.

Established Pharmaceuticals Division (EPD)

We are committed to bringing the benefits of our trusted medicines to more people in the world’s fastest-growing countries. Our broad portfolio of high-quality and differentiated branded generic medicines reaches across multiple therapeutic areas including gastroenterology, women's health, cardiometabolic, pain management/central nervous system, and respiratory.

Working at Abbott

At Abbott, you can do work that matters, grow, and learn, care for yourself and family, be your true self and live a full life. You will have access to:

Career development with an international company where you can grow the career you dream of.
A company recognized as a great place to work in dozens of countries around the world and named one of the most admired companies in the world by Fortune.
A company that is recognized as one of the best big companies to work for as well as a best place to work for diversity, working mothers, female executives, and scientists.

The Opportunity

As the Strategic Account Lead – Trade Channel, you will be responsible for achieving and advancing sales budgets, and driving business growth of Abbott's portfolio in the trade channel (key pharmacies, pharmacy chains, key wholesalers, and trade partners) within assigned territories. The role focuses on maximizing product availability, visibility, and advocacy across the trade channel while ensuring strong execution of commercial programs. You will work cross-functionally with Sales, Marketing, Supply Chain, Finance, and other stakeholders to develop customer-specific strategies, strengthen partnerships, and deliver business objectives.

What You'll Do

Develop and execute annual business plans for assigned pharmacy chains, pharmacies, wholesalers, and other strategic trade accounts.
Identify growth opportunities and develop account-specific strategies to maximize sales, market share, profitability, and long-term business growth.
Build and sustain strong relationships with key decision-makers and stakeholders within assigned accounts.
Conduct regular business reviews and develop joint business plans to drive mutual growth and partnership objectives.
Act as the primary point of contact and trusted partner for assigned accounts.
Develop and implement trade strategies to optimize product availability, visibility, distribution, and pharmacist advocacy across assigned accounts.
Lead negotiations and execution of commercial agreements, customer investments, promotional activities, merchandising programs, and trade initiatives.
Ensure effective execution of account plans and monitor return on investment (ROI) to maximize commercial effectiveness.
Drive innovative channel initiatives that strengthen Abbott's presence and support sustainable brand growth.
Identify customer needs, treatment trends, and market opportunities that support portfolio growth and patient access.
Lead listing, formulary inclusion, and access initiatives within assigned accounts where applicable.
Deliver sales, market share, profitability, and other agreed business objectives for assigned accounts.
Analyze customer, category, channel, and competitive data to generate actionable insights and recommend corrective actions when needed.
Collaborate closely with Sales, Marketing, Finance, Supply Chain, Commercial Excellence, and other internal stakeholders to ensure successful execution of account strategies.
Partner with field sales teams, distributors, and supply partners to ensure optimal product availability, order fulfillment, and business growth.
Represent Abbott professionally and ethically in all customer interactions while ensuring compliance with company policies, industry regulations, applicable laws, and ethical standards.

Requirements

Bachelor’s degree in Business, Marketing, Pharmacy, Life Sciences, or a related field.
Minimum 5-8 years of experience in the pharmaceutical industry, with exposure to trade, pharmacy, wholesaler, consumer health, or FMCG channels.
Proven experience managing key accounts, including pharmacy chains, wholesalers, distributors, modern trade, or healthcare-related customers.
Demonstrated success in account planning, customer negotiations, and delivering commercial growth.
Experience in trade marketing, channel management, pharmacy chain listing, or customer access initiatives is an advantage.
Strong analytical capability and proficiency in utilizing sales, market, customer, and inventory data to identify opportunities, optimize investments, and drive business decisions.
Strong strategic account management and stakeholder engagement capabilities.
Excellent negotiation, influencing, and relationship management skills.
Strong commercial acumen with the ability to identify, develop, and convert business opportunities into sustainable growth.
Proven ability to analyze market trends, customer needs, and competitive landscapes to develop effective account strategies.
Ability to navigate complex customer organizations and engage multiple stakeholders to achieve business objectives.
Strong execution capabilities with the ability to translate strategy into measurable business outcomes.
Experience working cross-functionally with Sales, Marketing, Finance, Supply Chain, and external partners to deliver business objectives.
Results-oriented with a strong sense of ownership, accountability, and customer focus.
Highly self-driven, proactive, and capable of working independently.
Demonstrates a hunter mindset, actively seeking new business opportunities and growth avenues within assigned accounts.
Resilient and persistent in overcoming challenges and managing complex negotiations.
Entrepreneurial mindset with the ability to build and grow business opportunities in dynamic and evolving market environments.
Strong collaboration and communication skills, with the ability to build long-term partnerships based on trust and credibility.
Continuously seeks opportunities to improve performance, challenge the status quo, and drive business impact.

Location

This position is based in Surabaya, Indonesia.

Follow your career aspirations to Abbott for diverse opportunities with a company that can help you build your future and live your best life. Abbott is an Equal Opportunity Employer, committed to employee diversity.

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