Commercial Excellence Manager-EMEA

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:

u00B7Career development with an international company where you can grow the career you dream of .

u00B7A 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.

u00B7A 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 u2013 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 Diagnosticsis part of Abbott's Diagnostics family of businesses, bringing together exceptional teams of experts and industry-leading technologies.

What You'll Do:

u00B7Oversees 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.

u00B7Creates 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.

u00B7Sales target planning at account level, product level and sales organization level in full detail.

u00B7Sales Performance measurement and KPIs management.

u00B7Sales incentive plan ownership including but not limited to managing SIP metrics and weights.

u00B7Translates strategic objectives into operational plans.

u00B7Contributes to sales and marketing strategic decisions that positively influence sales growth.

u00B7Provides 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.

u00B7Drive the Sales & Operations Process by moving towards a commercial-driven mindset to both drive Sales and realize cost savings.

u00B7Lead resource in bonus design and calculations

u00B7Educate the organization in concepts, processes, methodology and benefits of SFE.

u00B7Validation of strategic products of the affiliate through analysis of profitability in the mid and long term.

u00B7Carry out gap analysis of current sales structure and strategy.

u00B7Lead 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.

u00B7Design alternative scenarios to close gaps identified.

u00B7Propose and facilitate decision-making process on new sales force strategy.

u00B7Expert involvement in geographical deployment

u00B7People implications (hire, terminate, reallocate)

u00B7Incentive plans review

u00B7Alignment of marketing structure with resource allocation decisions

u00B7Targeting considerations

u00B7Ongoing measurement of metrics, data analysis, monitoring and propose any corrective actions.

u00B7Partner with other areas (HR, IT, Market Research, Commercial, Medical, Training, etc) to define and implement processes to optimize productivity.

u00B7Conduct analysis to link processes and results.

u00B7Provide feedback to key players in the process (Product Managers, Sales areas, Medical, Training, Market Research)

u00B7Benchmarking of best practices and knowledge sharing between Core Teams

u00B7Planning and workshops implementation in the affiliate

u00B7Lead productivity workshops, facilitate improvement action plans and monitor execution.

Required Qualifications:

u00B7BCom/BSc Degree

u00B7MBA desirable with preferred focus on Strategy, Marketing and Finance

u00B7Minimum 5 years of experience in sales role

Preferred Qualifications:

u00B7Seasoned experience in Sales and or Marketing

u00B7Relevant Experience in Commercial Excellence in Healthcare Industry preferably in Diagnostics, medical devices, or pharmaceuticals.

u00B7Product/industry knowledge, technical/business acumen

Business Knowledge

u00B7Seasoned experience in Sales and or Marketing

u00B7Strong project experience in Commercial Area

u00B7Product/industry knowledge, technical/business acumen

u00B7

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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