Commercial Excellence Manager-EMEA

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.
  
  

Commercial Excellence Manager - EMEA

This position works out of our UAE location in the Abbott Rapid Diagnostics – Infectious Diseases

About Diagnostics Division

We’re empowering smarter medical and economic decision making to help transform the way people manage their health at all stages of life. Every day, more than 10 million tests are run on Abbott’s diagnostics instruments, providing lab results for millions of people.

Our rapid diagnostics solutions are helping address some of the world’s greatest healthcare challenges.

Abbott Rapid Diagnostics is part of Abbott’s Diagnostics family of businesses, bringing together exceptional teams of experts and industry-leading technologies.

What You'll Do

• Oversees the implementation and monitoring of a business intelligence model to drive customer segmentation and targeting. Focus will be on driving the sales force effectiveness initiatives.
• Creates the mechanisms and processes to capture, analyze and use market level data to better understand the current competitive environment; identify attractive growth opportunities and new customer targets and create value propositions to support and build competitive advantage in co-operation with marketing and sales team.
• Sales target planning at account level, product level and sales organization level in full detail.
• Sales Performance measurement and KPIs management.
• Sales incentive plan ownership including but not limited to managing SIP metrics and weights.
• Translates strategic objectives into operational plans.
• Contributes to sales and marketing strategic decisions that positively influence sales growth.
• Provides Business Development support to the General Manager, including but not limited to, providing insights and competitive intelligence activity and process, dissemination of business intelligence to Senior Management Team, contribute to strategic planning processes by interpreting and communicating key trends and recommendations on business opportunities related to those trends.
• Drive the Sales & Operations Process by moving towards a commercial-driven mindset to both drive Sales and realize cost savings.
• Lead resource in bonus design and calculations
• Educate the organization in concepts, processes, methodology and benefits of SFE.
• Validation of strategic products of the affiliate through analysis of profitability in the mid and long term.
• Carry out gap analysis of current sales structure and strategy.
• Lead and provide analytic strategies to link processes and results such as: Value Universe Analysis, Concentration Curves, Overlap Analysis, Targeting effectiveness analysis, Analyses of productive frequencies, situation and gap analysis of targeting process in the Affiliate.
• Design alternative scenarios to close gaps identified.
• Propose and facilitate decision-making process on new sales force strategy.
• Expert involvement in geographical deployment
• People implications (hire, terminate, reallocate)
• Incentive plans review
• Alignment of marketing structure with resource allocation decisions
• Targeting considerations
• Ongoing measurement of metrics, data analysis, monitoring and propose any corrective actions.
• Partner with other areas (HR, IT, Market Research, Commercial, Medical, Training, etc) to define and implement processes to optimize productivity.
• Conduct analysis to link processes and results.
• Provide feedback to key players in the process (Product Managers, Sales areas, Medical, Training, Market Research)
• Benchmarking of best practices and knowledge sharing between Core Teams
• Planning and workshops implementation in the affiliate
• Lead productivity workshops, facilitate improvement action plans and monitor execution.
  
  

Required Qualifications

• BCom/BSc Degree
• MBA desirable with preferred focus on Strategy, Marketing and Finance
• Minimum 5 years of experience in sales role
  
  

Preferred Qualifications

• Seasoned experience in Sales and or Marketing
• Relevant Experience in Commercial Excellence in Healthcare Industry preferably in Diagnostics, medical devices, or pharmaceuticals.
• Product/industry knowledge, technical/business acumen
  
  

Business Knowledge

• Seasoned experience in Sales and or Marketing
• Strong project experience in Commercial Area
• Product/industry knowledge, technical/business acumen
• Full Understanding of the SFE principles are a must
  
  

Commercial Knowledge

• Salesforce Effectiveness
• Data Analytics and Insights
• Project Management
  
  

IT Systems / Skills

• Strong computer skills in Microsoft Excel (Advanced) Word, PowerPoint, and Outlook
• PowerBI and Salesforce.com
  
  

Competencies

• Seasoned experience in sales and or marketing.
• Insight into internal and external customers
• Expert in Training and Development
• Expert in Data Analytics
• Sales Force Effectiveness Expertise
• Analytical skills
• Strong communication skills
• Influencing Skills
• Project management
• Strategic thinking and Visioning
• Strong Leadership Skills
  
  

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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