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.

     

JOB DESCRIPTION:

Working at Abbott

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’ll also have access to:

• Career development with an international company where you can grow the career you dream of
• Employees can qualify for free medical coverage in our Health Investment Plan (HIP) PPO medical plan in the next calendar year
• An excellent retirement savings plan with high employer contribution
• Tuition reimbursement, the Freedom 2 Save student debt program and FreeU education benefit - an affordable and convenient path to getting a bachelor’s degree
• 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

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.

What You’ll Work On

• 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 Co