Commercial Excellence and Strategic Manager

About the Role

PRIMARY OBJECTIVE: The Commercial Excellence Manager is responsible for driving best-in-class standardized processes and tools to support performance excellence in force Utilization, Sales Cadence, Integrated Business Planning (IBP), Commercial Management Cadence, LRP Portfolio and Profitability Improvement via Value Creation / Expansion deployment in the Country. He/She will ensure Nutrition Advisor/FLMs team are trained efficiently and will work with internal stakeholders and distributor to create, run and monitor initiatives / projects.

Responsibilities

• Country ownership of Sales Excellence tools (primarily aforce): data stewardship, ticket resolution with Global Team and coordination of all tool activities.
• Support and maintain aforce aligned with global standardized support system; highlight issues or suggest enhancements and enable aforce as the System of Truth for prospective business opportunities.
• Champion implementation and adoption of the Sales Cadence Process by tracking, monitoring and reporting KPIs using dashboards to drive accountability, root cause analysis and sharing best practices.
• Work with Marketing and Service to align with Sales Cadence and enable an effective, repeatable monthly IBP Commercial Management Process.
• Drive Country Monthly IBP Commercial Management Processes to ensure one set of numbers and transparency to Acquisition and Value Expansion Opportunity Plans.
• Report monthly changes in business and market dynamics, identify opportunities and vulnerabilities, and present new business opportunities and improvement ideas to senior management.
• Coordinate with regional legal and OEC to ensure compliant business deals and practices (WHO code, local Cambodia and Myanmar codes, relevant Acts, Abbott code of conduct and ethical standards).
• Develop and maintain a LRP portfolio aligned with Country Winning Strategy and facilitate yearly country plan review with improvement projects.
• Develop and assist distributor sales force to achieve sales targets through field coaching, training programs (sales and product), sales meetings, 1:1 communication and reward/recognition.
• Ensure high customer satisfaction via appropriate territory allocation, monitoring representative activity reports and strategic contact with key customers, associations and Government representatives.
• Assure consistent sales growth by identifying opportunities, gaining new business while maintaining existing business and reporting to management.
• Develop sales performance and manage Nutrition Advisors by providing coaching and training curriculum to ensure best-in-class HCP engagement in Myanmar and Cambodia.
• Manage people activities including recruitment, retention, annual performance reviews, development plans and on-the-job training.
• Success measures: Country sales, margin and EP goals; aforce adoption/accuracy; Sales Cadence adoption & effectiveness; pipeline transparency; acquisition and value expansion win rates; integration effectiveness; value creation achievement and IBP forecast accuracy.

Qualifications

• Master’s degree or bachelor’s degree in Healthcare related field.
• Up to 10 years relevant experience in Sales and/or Marketing with strong commercial project experience; experience as Medical Representative, Nutrition Advisor, Sales Manager or Training Manager in Pharmaceutical or Nutrition business preferred.
• Demonstrated business analytical capabilities, contingency planning and Commercial Operations focus (preferably Sales Analytics, HCPs Management and Training).
• Strong project management experience and demonstrated ability to influence change within cross-functional teams and with distributors.
• Excellent product and industry knowledge; results-driven, highly organized with strong communication skills and strong ethical values.
• Fluent in English communication.

Additional Information

• Location: Thailand > Bangkok : Q-House Lumpini Building (onsite).
• Travel: Yes, ~25% of the time.
• Work shift: Standard.
• Medical surveillance: Yes.
• Significant work activities: continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day).
• Base pay: N/A (pay range may vary by location).

About the Company

Abbott is a global healthcare company with a diverse network serving customers in more than 160 countries, focused on health solutions across stages of life.