Director, Area Commercial Excellence

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.

Working at Abbott

The Opportunity

The Area Commercial Excellence Director is responsible to drive Sales Excellence and Profitability Improvement through gross and division margin improvement initiatives. Responsible for the Area Integrated Business Planning (IBP) Process resulting in forecast accuracy and execution excellence within an Area. Operates as the "right hand" of the Area Head. Responsible for leading the Area Commercial Operations Team and identifying, developing and executing standardized systems to include CRM, performance metrics, analytics, contracting tools, incentive program, business plans and reviews. Leads the areas contract and pricing team and is responsible for contract compliance. This will be achieved by follow-up and execution of key processes, owning the effective utilization of relevant tools and ensuring effective learning is in place to support the Area. Global Strategy execution and repeatable predictable forecast accuracy will be monitored through the Monthly Area IBP Commercial Management Process. Works cross functionally in organization with key areas to include, Marketing, Finance, Business Analytics, Service, Area Operations and Customer Support to direct the activities of these areas to support sales efforts and ensure that sales and profitability targets are met.

The role has responsibility for Area Sales Excellence Activities, improving gross margin and economic profit through Value Creation Project Portfolio, Regional Sales Operations, Contract and Pricing and IBP.

• Area Ownership of Commercial Excellence tools (including salesforce). Enable salesforce as the System of Truth for Prospective Business Opportunities.
• Coordination of all commercial business reporting activities.
• Support and maintain the commercial business reporting metrics for the Area that align with the global standardized reporting metrics.
• Capture and prioritize investments needed to address issues or new enhancements.
• Ensure commercial excellence across the Area through training, assessment and coaching.
• Primary focus should be on the deployment and adoption of the Sales Cadence Process.
• Drive business levers that need to be planned and executed at an Area Level including price increase, asset management and establishment of contract compliance.
• To ensure delivery of the Strategy in a predictable and repeatable manner, support commercial processes, ensuring alignment and integration of activities, across the Countries and Regions in the Area relative to existing customer retention and new customer acquisition customer.
• Leading Area contracting and pricing strategy relative to developing a robust and disciplined pricing process to ensure compliance and increasing gross margin.
• Monitor contract compliance and utilize business process to insure consistent customer adherence to revenue commitments as well as all terms and commitments within the contract.
• Drive EP momentum for the area by eliminating EP negative customer scenarios and increasing profitability within EP positive accounts. Drive Area Monthly IBP Commercial Management Processes to ensure establishment of “One set of numbers”. Ensure clear transparency to Acquisition and Value Expansion Opportunity Plans which will enable sustainable and predictable delivery on IBP / LBE Commitment at District, Country, Region and Area Level.
• Working with the relevant Area IBP champions, to ensure alignment and integration of the Commercial IBP Process.
• Report on month to month changes in business and market dynamics, outlining potential opportunities and vulnerabilities to close gaps and mitigate risks.
• Ensure timely and effective communication and close-out of key decisions made, elevations and action items arising from the Area Review Process.
• Ensure standardization, drive efficiency and effectiveness of business processes and foster application of best practice sharing.
• Apply continuous improvement processes such as Lead Six Sigma as applicable.
• Support and mentor Country / Regional Sales Excellence Managers.
• Ensure tracking and monitoring is in place through standardized metrics & dashboards to drive accountability and action to address issues.

Required Qualifications

• Bachelor’s degree required in science, business management or business administration.
• Minimum of 5+ years track record in the diagnostic industry with an emphasis on commercial management and front-line sales execution in diagnostic and/or medical device.

Preferred Qualifications

• Sales Management experience.
• Previous manager / director level experience with interfacing with DVP’s and General Managers.
• Previous experience of managing a P&L and having responsibility for Planning Process.
• Excellent industry knowledge.
• Team orientated, analytical, and highly organized.
• Extensive experience as program / project manager.
• 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.
• Demonstrated ability to operate within a Cross Function Team.
• Demonstrated business analytical capabilities and track record of contingency planning with a Commercial Operations focus (preferable Sales Analytics and CRM Management).
• Highly organized with strong communication skills.
• Demonstrated performance of influencing change.

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The base pay for this position is $143,300.00 – $286,700.00. In specific locations, the pay range may vary from the range posted.