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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.
Head of Commercial Excellence-AKL
This position works out of our UAE location in the Abbott Nutrition Division
Reporting to General Manager-AKL
About Nutrition Division
Our nutrition business develops science-based nutrition products for people of all ages, from helping babies and children grow, to keeping adult bodies strong and active. Millions of people around the world count on our leading brands u2013 including Similacu00AE, PediaSureu00AE, Pedialyteu00AE, Ensureu00AE, Glucernau00AE and ZonePerfectu00AE u2013 to help get the nutrients they need to live their healthiest life.
The Commercial Excellence Manager will drive the business by optimizing go-to market approach and internal processes. He/She will be responsible for defining and leading sales efficiency indicators through appropriate analysis between Sales and Marketing and manage projects across functions to execute integration and execution. He/She applies efficient, relevant action- oriented and innovative tailor-made recommendations to drive sales and optimize costs. He/She implements and manages sales force and marketing excellence through training, learning & development of all sales force and marketing team. Moreover, the Commercial Excellence Manager will be actively involved in Regional SFE Initiatives, sales force and marketing excellence through training, learning & development of all sales force and marketing team.
What You’ll Do:
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.
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
Regulatory Knowledge
WHO International Code of Marketing Breastmilk Substitutes/(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.
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