Regional Commercial Excellence Manager – Middle East Region

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

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 diagnostic solutions are used in hospitals, laboratories and clinics around the globe. The crucial information derived from our tests, instruments and informatics systems are often the first step in patient care decision making for hundreds of health conditions from heart attacks to blood disorders to infectious diseases and cancers.

Primary Objective Of Position

• The Regional Commercial Operations Excellence Manager is responsible to lead the process / tools / cadence of Commercial Business Planning and Product Transition Management activities; and facilitate the integration of outcomes in regard to Sales Excellence, Commercial Execution, and Value Creation deployment in the Region.
  
  

Major Accountabilities

• Region champion of MyDASH CRM Tool, including data stewardship.
• Support MyDASH adoption of best practices, mitigation activities; coordination of activities in-Region, and in association with Area stakeholders.
• Support implementation and adoption of the Sales Cadence Process across the Region by driving utilization and adoption of Global reports / other intelligence available, reporting on KPIs and enabling effective Root Cause Analysis.
• Work with Sales Leadership, Marketing and Service Teams to ensure full alignment with Sales Cadence in-Region, thus enabling an effective and efficient IBP Commercial Management Process.
• Drive Region’s Monthly IBP Commercial Management Processes to ensure establishment of “One set of numbers”, for Sales, Instruments and Automations. Ensure clear transparency to Share Capture and Value Expansion Opportunity Plans which will enable sustainable and predictable delivery on IBP / LBE Commitment at District, Country, and Region Levels. This includes driving IBP Process to ensure Reconciliation within the three Business Units – Core, Hematology and Digital Health Solutions.
• Report on Month-to-Month changes in Business and Market Dynamics, outlining potential Opportunities and Vulnerabilities.
• Ensure timely and effective communication and close-out of Key Decisions Made, Elevations and Action Items arising from the Region’s Review Process.
• Work with Commercial Business Operations Team at Area and Country / Region Level to identify Process or Learning Gaps. In turn work with relevant Stakeholders to identify improvement plans. Establish appropriate metrics to monitor and support flawless Execution.
• Coordinate, in alignment with the Area New Product Introduction Manager, activities with key Regional stakeholders, to successfully deploy Product Transition Programs / Activities (e.g. sigmaSTRONG, IVDR). This includes mainly Customer Planning / Control and Forecast Planning activities.
• Success in this role is measured by Region Sales, Margin and EP goals. Key Measures will include MyDASH effectiveness, Pipeline Transparency, Acquisition and Value Expansion Win Rates, integration effectiveness, Value Creation achievement (Sales, Margin and EP) and IBP Forecast Accuracy.
  
  

Required Qualifications

• Bachelor’s degree or equivalent experience required. Bachelor’s degree in Science, Health Care Administration, Business Management or Business Administration.
• Minimum of 3-5 years track record in the diagnostic industry, with an emphasis on commercial management and front-line sales execution
• Experience as Project\Program Manager is a plus
• Knowledge
• Excellent product and industry knowledge
• Demonstrated business analytical capabilities and track record of contingency planning with a Commercial Operations focus (preferable Sales Analytics and CRM Management)
• Demonstrated performance of influencing change
• Skills
• Highly team oriented, with superior analytical and strategic thinking skills
• Must have demonstrated ability to lead a cross-functional team
• Results-driven – confident, thrives on hard work and consistent challenge, and is quick on his/her feet.
• Monitors quantitative progress measures and acts quickly on deviations from plan
• Highly organized with strong communication skills
  
  

Impact of position

• Lead the IBP Commercial Management process, consolidation of Sales Excellence and Commercial Execution initiatives in-Region, and champion other Value Creation activities within the Regional Commercial Operations Excellence teams.