Commercial Operations Manager, Americas - Digital Health Solutions

at  Abbott Laboratories

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.

MAJOR ACCOUNTABILITIES

• Ensure that all activities are performed in compliance with quality system requirements.
• Area Ownership of MyDASH and inCOMMAND Tool data integrity in collaboration with US Commercial Excellence Leadership.
• Champion the enablement, utilization and thus adoption of inCOMMAND BI tools to support Customer Experience Teams to realise revenue commitment in a Planned and Controlled manner with a clear focus on District / Territory Management, Pipeline Management (ACQ, Renewal & VE).
• By working with Marketing, Service, Digital Health System and Hematology Teams, drive key activities for the Regional Monthly IBP Commercial Management Processes, by means of ensuring clear transparency to Territory and District Management of the Teams, which will enable sustainable and predictable delivery on IBP / LBE Commitment at District, Country, Region and Area Level.
• Utilising KPIs, which comprehend Demonstrated Performance of Individuals or Teams, establish a Robust Assumptions Based Integrated Demand Plan for DHS Revenue. Govern the process for Documenting, Monitoring and Reporting upon the owned Specific, Measurable, Assignable, Realistic and Timely Assumptions so as progress can be monitored, and lessons learnt captured.
• Working with the Regional Managing Director, establish and utilise as required a set of contingency plans to offset risks and vulnerabilities which are encountered.
• By continually monitoring commercial execution activities (sales and service), anticipate when pre-determined contingencies need to be actioned to close commitment gaps.
• By engaging in the field with both the front-line sales team and support function at the customer level, ensure that all commercial operations fundamentals are in place and working in each territory and district (processes, structures, cadence, roles, skills, behaviours), and are in full alignment with both Division strategies as well as market needs. Identify and engage with other stakeholders to deploy any corrective actions needed relative to Process, Tool or Behaviours.
• Lead the Customer Transition Journey aggregation process and cadence (“Speed to Revenue”) to ensure timely and efficient advancement of Committed opportunities to TOR to Full Revenue Realization.
• Facilitate the effective and efficient planning and execution of Value Expansion Plays for (a) Solution New to the Market, (b) Solutions new to incumbent accounts and (c) volume / revenue growth for Solutions at current incumbent accounts; by leveraging the accountabilities of Marketing and other Support Functions (Medical Affairs, Pricing, etc).
• Success in this role is measured by Area Sales, Gross Margin, and EP Momentum. Key Measures will include MyDASH effectiveness, Pipeline Transparency, Renewals Win Rates, Value Expansion Win Rates, Integration effectiveness, Value Creation achievement (sales, margin, and EP) and IBP forecast accuracy.

REQUIRED QUALIFICATIONS

• Bachelor’s degree in Science, Health Care Administration, Business Management or Business Administration.
• Experience, minimum of 5 years track record in the diagnostic industry, with an emphasis on commercial management and front-line sales execution
• Microsoft Excel

PREFERRED QUALIFICATIONS

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
• Sales Force

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

Experience

• Sales Management experience is a plus
• Previous manager level experience with interfacing with DVPs and General Managers is a plus
• Extensive experience as program / project manager

Please refer the Job description for details