Abbott is a global healthcare leader that helps people live more fully at all stages of life. Our portfolio of life-changing technologies spans the spectrum of healthcare, with leading businesses and products in diagnostics, medical devices, nutritionals and branded generic medicines. Our 114,000 colleagues serve people in more than 160 countries.
MAIN PURPOSE OF ROLE
Responsible to identify, develop, standardize and implement best-in-class sales, business intelligence and marketing processes, tools and enablers to increase effectiveness, agility, responsiveness and speed. Institute best practices across the commercial organization to drive key commercial strategies including driving top-line profitable revenue growth, portfolio and pipeline development, commercial effectiveness, business intelligence and customer loyalty.
Accountable to deliver reliable and timely insight to assist the business in growing its customers and driving best practices resulting in profitable growth while ensuring sales effectiveness and productivity are optimized.
Responsible to identify, develop, standardize and implement best-in-class sales, business intelligence and marketing processes, tools and enablers to increase effectiveness, agility, responsiveness and speed. Institute best practices across the commercial organization to drive key commercial strategies including driving top-line profitable revenue growth, portfolio and pipeline development, commercial effectiveness, business intelligence and customer loyalty.
Accountable to deliver reliable and timely insight to assist the business in growing its customers and driving best practices resulting in profitable growth while ensuring sales effectiveness and productivity are optimized.
Main Responsibilities
- Assess and identify key areas of commercial improvement and corresponding initiatives that will improve commercial effectiveness.
- Develop, implement and integrate best-in-class commercial strategies, processes and tools into the commercial organization.
- Manage consultants and vendors engaged in the development and roll-out of commercial practices, processes and tools.
- Drive internal and external best practices and act as a Global Centre of Excellence for commercial excellence, best practices and consultancy.
- Lead commercial teams to drive strategies, best practices and priorities.
- Act as business owner / expert of assigned commercial tools to provide strategic direction, oversight and continuous improvement.
- Forge strong relationships and provide strategic advice and consultation across the organization to raise commercial excellence and competence.
- Identify, develop, standardize and implement proven internal best practices for recovering lost revenue from under-committed contracts and increase economic profitability in existing customer base and new business.
- Track and monitor performance against Key Performance Indicators.
- Streamline and standardize metrics and reporting to drive desired business outcomes.
- Champion S&OP practices.
- Define commercial excellence long-range plane, alternatives review, requirements and prioritization based on ROI.
- Create strategic communications to set expectations and business reviews.
- Oversee training and development programs for best practices, processes and tools.
- Understand and comply with applicable EHS policies, procedures and guidelines.
- Implement and maintain the effectiveness of the Quality System.
Qualifications
Education
- Bachelors or Masters Degree (or an equivalent combination of education and work experience)
- Typically requires 10 or more years of progressively responsible experience to develop the competence required to meet the skills and responsibilities of the position.
- Bilingual in English and Spanish is mandatory
Experience
- Excellence knowledge of sales management best-in-class techniques and tools.
- Keen interest in development of sales competencies and a desire to facilitate achievement of best-in-class business performance.
- Motivate and lead a diverse staff to drive the execution of critical strategies and programs across a large organization.
- Challenge tactfully the status quo and drive quality outcomes through coaching and influence.
- Understanding of the complexities of the diagnostics market and customer needs.
- Accurately evaluate and assess complex processes, identify possible solutions and drive to resolution.
- Negotiate, troubleshoot, assess, remediate; ability to make sound decisions.
- Lead and influence both with and without direct authority.
- Strong business acumen and demonstrated success in growing markets.
- Clearly, concisely and accurately convey communications; excellent written, verbal and interpersonal communication skills.
- Communicate with all levels of an organization, including executives.
- Form and develop interpersonal, professional relationships, interact effectively with all levels of employees and outside professionals.
- Work independently and in groups and demonstrate ability to collaborate across the business, across Abbott businesses and with outside resources.
- Knowledge of applicable US and Quality System Requirements and other relevant regulations for medical devices.
- Financial experience which demonstrates ability and aptitude to effectively and responsibly manage a P&L.
- Experience with and ability to effectively manage conflict and negotiations, ability and/or aptitude to quickly assess and integrate information to gain consensus.
The base pay for this position is $147,300.00 – $294,700.00. In specific locations, the pay range may vary from the range posted.
