Head of Commercial Excellence -Africa, Kuwait and Levant (AKL)

at  Abbott Laboratories

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.

REQUIRED QUALIFICATIONS:

• BCom/BSc Degree
• MBA desirable with preferred focus on Strategy, Marketing and Finance

PREFERRED QUALIFICATIONS:

• Seasoned experience in Sales and or Marketing
• Strong project experience in Commercial Area (min 5 years in similar role)
• Relevant Experience in Commercial Excellence preferably from Nutrition or Pharmaceutical/ OTC industry
• Product/industry knowledge, technical/business acumen

Quality System Knowledge

• GxP requirements

Manufacturing Knowledge

• None

Business Knowledge

• Seasoned experience in Sales and or Marketing
• Strong project experience in Commercial Area
• Product/industry knowledge, technical/business acumen
• Full Understanding of the SFE principles are a must

Regulatory Knowledge

• WHO International Code of Marketing Breastmilk Substitutes/Regulations Relating to Foodstuffs for Infants and Young Children (R.991) will be a plus

Commercial Knowledge

• Salesforce Effectiveness
• Data Analytics and Insights
• Project Management

IT Systems / Skills

• Strong computer skills in Microsoft Excel (Advanced) Word, PowerPoint, and Outlook
• Qlikview, PowerBI and Salesforce.com

Competencies

• Seasoned experience in sales and or marketing.
• Insight into internal and external customers
• Expert in Training and Development
• Expert in Data Analytics
• Sales Force Effectiveness Expertise
• Analytical skills
• Strong communication skills
• Influencing Skills
• Project management
• Strategic thinking and Visioning
• Strong Leadership Skills

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.
Connect with us at www.abbott.com, on Facebook at www.facebook.com/Abbott and on Twitter @AbbottNews and @AbbottGlobal.

• Oversees the implementation and monitoring of a business intelligence model to drive customer segmentation and targeting. Focus will be on driving the sales force effectiveness initiatives.
• Creates the mechanisms and processes to capture, analyze and use market level data to better understand the current competitive environment; identify attractive growth opportunities and new customer targets and create value propositions to support and build competitive advantage in co-operation with marketing and sales team.
• Translates strategic objectives into operational plans.
• Contributes to sales and marketing strategic decisions that positively influence sales growth.
• Provides Business Development support to the General Manager, including but not limited to, providing insights and competitive intelligence activity and process, dissemination of business intelligence to Senior Management Team, contribute to strategic planning processes by interpreting and communicating key trends and recommendations on business opportunities related to those trends.
• Drive the Sales & Operations Process by moving towards a commercial-driven mindset to both drive Sales and realize cost savings.
• Lead resource in bonus design and calculations
• Educate the organization in concepts, processes, methodology and benefits of SFE.
• Validation of strategic products of the affiliate through analysis of profitability in the mid and long term.
• Carry out gap analysis of current sales structure and strategy.
• Lead and provide analytic strategies to link processes and results such as: Value Universe Analysis, Concentration Curves, Overlap Analysis, Targeting effectiveness analysis, Analyses of productive frequencies, situation and gap analysis of targeting process in the Affiliate.
• Design alternative scenarios to close gaps identified.
• Propose and facilitate decision-making process on new sales force strategy.
• Expert involvement in geographical deployment
• People implications (hire, terminate, reallocate)
• Incentive plans review
• Alignment of marketing structure with resource allocation decisions
• Be a Change Agent to drive cultural change in the organization.
• Targeting considerations
• Ongoing measurement of metrics, data analysis, monitoring and propose any corrective actions.
• Partner with other areas (HR, IT, Market Research, Commercial, Medical, Training, etc) to define and implement processes to optimize productivity.
• Conduct analysis to link processes and results.
• Provide feedback to key players in the process (Product Managers, Sales areas, Medical, Training, Market Research)
• Actively participate in Core Team meetings to optimize the flow of the promotional message.
• Benchmarking of best practices and knowledge sharing between Core Teams
• Planning and workshops implementation in the affiliate
• Lead productivity workshops, facilitate improvement action plans and monitor execution.