JOB DESCRIPTION:
About Abbott
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.
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
This position is field-based in Ontario in the Nutrition division.
As the Key Account Manager (KAM), you’ll be responsible for driving sales growth, building strategic relationships, and delivering exceptional services to key retail accounts. This role ensures product availability, supports retail execution, and collaborates cross functionally to meet revenue, margin, and distribution goals. The ideal candidate is a strong communicator, result driven, and skilled at managing complex customer needs within a fast-paced retail environment.
What You’ll Do
Account Strategy & Leadership
- Own and lead the Walmart Canada account strategy, aligned with Abbott Nutrition’s annual operating plan and long‑term growth objectives.
- Develop and execute joint business plans (JBPs) that drive mutual growth, category leadership, and customer value.
- Serve as the strategic business partner to Walmart, building senior‑level relationships based on trust, insight, and performance.
- Conduct regular business reviews to align on performance, opportunities, and upcoming initiatives.
Sales Growth & Revenue Delivery
- Deliver net sales, volume, market share, and profitability targets across Abbott Nutrition categories.
- Manage full account P&L, including pricing architecture, trade spend, promotional ROI, and forecast accuracy.
- Identify growth opportunities through assortment expansion, innovation, and distribution gains.
Joint Value Creation (The 4 P’s)
- Product: Lead customer adoption of Abbott Nutrition innovations, renovation, and portfolio optimization.
- Placement: Drive distribution, shelf optimization, modular execution, and omnichannel alignment (instore and online).
- Promotion: Design and negotiate compelling promotional strategies consistent with Walmart’s EDLP model and Abbott brand equity.
- Price: Maintain disciplined pricing strategies that balance value, competitiveness, and margin delivery.
Customer Engagement & Negotiation
- Lead annual line reviews, modular resets, promotional negotiations, and innovation sell‑in.
- Represent Abbott Nutrition during top‑to‑tops, line reviews, and major customer meetings.
- Proactively manage risks and resolve issues to protect both customer relationships and Abbott’s commercial priorities.
- Comfortable with negotiations including Cost analytics (GAP negotiation training).
- Travel is expected for customer meetings, trade shows, sales meetings.
Cross‑Functional Collaboration
- Partner closely with Marketing, Supply Chain, Finance, and Category Management to ensure seamless execution.
- Drive store execution via syndicated field sales team
- Partner with e-com team to leverage online sales strategy that delivers best ROI
- Translate customer requirements into clear, actionable plans for internal teams.
- Ensure supply, service level, and execution excellence to support Walmart’s expectations.
Performance Analytics & Insights
- Analyze syndicated data, POS, and customer insights to identify trends, risks, and opportunities.
- Monitor KPIs and provide clear, forward‑looking recommendations to leadership.
- Continuously improve forecasting, promotional effectiveness, and account profitability.
Administrative & Operational Duties
- Maintain accurate account data, pricing files, promotional calendars, and sales documentation.
- Clear deductions, chargebacks, and claims; collaborate with finance to resolve discrepancies.
- Ensure compliance with company policies, customer requirements, and retail standards.
Required Qualifications
- Completed Bachelor’s degree required in in business, marketing, or related field.
- 5+ years of retail sales, key account management or CPG industry roles.
- Direct experience managing Walmart Canada or other major national retailers.
- Ecomm and shopper marketing (ie. Walmart connect).
- Strong understanding of retail fundamentals, joint business planning, and P&L management.
- Proven negotiation skills with a track record of delivering results.
- Strong analytical, communication, and presentation skills.
- Nielsen IQ, Retail Link experience required.
Preferred Qualifications
- Strategic thinking and commercial acumen.
- Customer‑centric mindset with executive presence.
- Strong collaboration and influence skills.
- Results‑oriented with disciplined execution.
- Ability to manage complexity and ambiguity.
The annual base salary for this position ranges from $100,000.00 to $146,000.00 CAD. The salary range provided applies to Canada only and does not apply to any other locations outside of Canada.
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.
Connect with us at www.abbott.com, on Facebook at www.facebook.com/Abbott and on Twitter @AbbottNews and @AbbottGlobal.
The base pay for this position is
N/A
In specific locations, the pay range may vary from the range posted.
JOB FAMILY:
Sales Force
DIVISION:
ANPD Nutrition Products
LOCATION:
Canada > Ontario : Remote
ADDITIONAL LOCATIONS:
WORK SHIFT:
Standard
TRAVEL:
Yes, 50 % of the Time
MEDICAL SURVEILLANCE:
Not Applicable
SIGNIFICANT WORK ACTIVITIES:
Not Applicable