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We're empowering smarter medical and economic decision making to help transform the way people
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Career development with an international company where you can grow the career you dream of .
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Abbott Rapid Diagnostics is hiring a Head of Tender Management based in Dubai.
The Opportunity
As the Head of Tender and Pricing Strategy , you will play a pivotal role in steering ARDx's success in the
competitive landscape of tenders. Your responsibilities encompass strategic planning, data-driven
insights, relationship building, and the execution of comprehensive tender programs. By leveraging your
expertise in data analysis, strategic planning, and stakeholder engagement, you will contribute
significantly to Abbott's growth in the tender channel.
Core Responsibilities:
- Collect, Maintain, and Leverage Tender Data to Solve Problems, and Identify Growth Opportunities:
Implement effective data collection strategies for tender products, organizations, pricing, and win rates.
Utilize primary and secondary research to align data collection with strategic account management
requirements. Classify tender win rates based on market access and fulfilment capabilities. Manage and
analyze data for tracking tenders, results, competitor information, and compliance changes.. Generate
insightful data to guide ongoing tender development and execution. Institutionalize data collection
approaches for a competitive advantage.
Understand market and customer needs to align portfolio accordingly. Identify and leverage key trends
for strategic planning. Prepare proactive strategic plans for expected tenders 9 to 12 months in advance.
Develop a structured roadmap to optimize tender performance. Set commercial policy, pricing strategy,
and align with global supply. Integrate high probability tenders into the operating plan.
Analyze market dynamics, competitor pricing, and customer insights to formulate pricing strategies that
optimize profitability. Collaborate with cross-functional teams to align pricing with product positioning,
market value, and customer expectations. Utilize pricing models and tools to determine optimal price.
Continuously evaluate and adjust pricing strategies based on market feedback and business
performance. Design and develop a comprehensive pricing decision simulator tool to facilitate data-
driven pricing decisions
Create bid strategies and review bid/negotiation processes. Develop strategies to maximize
participation, revenue, and profitability from tender sales. Ensure mutual contract compliance and
develop a customer feedback loop. Establish frameworks to spot and drive incremental value in the
tender business. Benchmark Abbott's strategy against competitors.
- Plan and Execute Tenders:
Perform tender screening and obtain pre-approvals on pricing and documentation. Establish a standard
tender preparation, submission, and follow-up process. Develop metrics for lead and lag indicators on
tender management. Manage RFP, develop responses to bids, and track bid outcomes.
- Manage and Leverage Tender Knowledge Base:
Develop comprehensive knowledge of tender processes and bidding techniques. Foster cross-
collaboration and documentation knowledge to drive high-quality tenders. Establish frameworks for
competitive intelligence and best practices in tender management. Create and integrate frameworks
aligning product and market messages with customer needs. Develop and institutionalize frameworks
for analysis, forecasting, and budgeting. Build long term and sustained with external and internal
stakeholders.
- Develop, maintain, and enhance relationships with key decision makers in local markets such as govt
officials, procurement committees at various levels. Leverage relationships decision makers and key
stakeholders in local markets to understand changes in bidding processes, drive and shape bid strategies
and shape tender wins. Set the tone and template for a harmonized One Abbott, institutionalized, way
of communication and relationship building.
- Analyse Data to Develop Insights, Solve Problems, and Identify Growth Opportunities:
Define processes and frameworks for data analytics. Conduct descriptive, prescriptive, and predictive
analyses on historical tender data. Perform complex scenario analyses to forecast tender win
probabilities.
Articulate actionable insights to drive business outcomes. Develop and monitor program
KPIs, drive reviews to improve coordination. Design and continuously improve dashboards and reports
for relevance and actionability. Monitor demand, supply, and forecast; mitigate supply issues
- Manage and Deliver Profitable Tenders:
Identify cost-effective approaches to increase margins and maximize profits. Allocate costs across
tenders for improved profitability. Review tender submissions for targeted margins and develop pricing
strategies. Manage the P&L statement for the tender channel.
- Coach and Mentor Teams to Drive Tender Excellence:
Institutionalize knowledge management, data management, and analytics. Foster an environment of
fiscal responsibility. Develop, nurture, and sustain a network of relations with external and internal
stakeholders. Evangelize the tender business and its criticality to Abbott's long-term strategy.
Uphold Abbott Corporate Compliance, policies, procedures, and adherence to local laws, FDA regulatory
requirements, and industry ethical standards
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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@AbbottNews and @AbbottGlobal.
