Director Commercial Excellence

About the job
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.

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 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.

About Established Pharmaceuticals - We are committed to bringing the benefits of our trusted medicines to more people in the world’s fastest-growing countries. Our broad portfolio of high-quality and differentiated branded generic medicines reaches across multiple therapeutic areas including gastroenterology, women's health, cardiometabolic, pain management/central nervous system, and respiratory.

Director- Commercial Excellence

Abbott Established Pharmaceutical Division is looking for a Director- Commercial Excellence to be based in Pakistan.

The Director- Commercial Excellence will be responsible for leading commercial business initiatives in the areas of sales support, business policy, processes and practices designed to increase sales productivity and drive efficiencies to support affiliate revenue growth. Primary areas of responsibility include business analytics, standardizing practices, optimizing sales incentive plans, and leveraging existing sales tools to support sales velocity planning. Further responsibilities include sales force trainings, commercial compliance, field communications and sales meeting planning. In addition, this position serves a lead for Affiliate Commercial EHS.

Responsible to supervise day-to-day activities of the sales team so that the organization's sales force is effectively supported, and all sales transactions are processed efficiently, accurately and economically.

What You'll Do-

Strategic Planning

Optimizing sales and marketing processes to drive revenue growth and profitability. They develop and implement strategies to enhance sales effectiveness
Track key performance indicators (KPIs) and provide regular reports on commercial performance.
Identify and implement continuous improvement initiatives to enhance commercial processes and performance.
Works closely with other functional areas (e.g., Marketing, Finance, HR, Operations) to collaborate and gain alignment in the execution of initiatives.
Participate as a team member/leader in all assigned corporate and divisional initiatives.
Leads Field Services and Sales Training teams
Lead Recourse Allocation process
Lead systems/process standardization, integration, training and implementation.
Responsible for sales force personnel trainings of new hires and existing field personnel on product, disease and selling skills.
Supports monthly, quarterly and annual reporting process in alignment with the financial planning cycle.
Leads commercial compliance initiatives.

Sales Force Effectiveness, Automation and Engagement

Drives sales force effectiveness by identifying and recommending initiatives to improve the efficiency of the function. Leads implementation of approved initiatives.
Responsible for Field Force Communications to ensure consistent messaging.
Collaborate with regional commercial team to obtain and share commercially based “Best Practices”.
Lead targeting strategy and implementation
Provide analysis of overall historical sales trends for key product groups to assist in long range strategic sales and organizational planning.
Provide Sales Directors and Managers with metrics and processes to identify team shortfalls and institute measures to improve performance.
Reports and tracks performance against plan for all aspects of the sales group across a variety of key performance metrics. Reports may require combining data from several systems into a comprehensive set of reports. Implements metrics to generate data and tracking for decision making.
Provide analysis and recommendations for standard business system applications to be used by the management to provide ready access to sales and customer data.
Maintains responsibility for building and implementing incentive compensation and recognition programs, provides oversight and leadership
Continually look to improve sales processes, people, and sales coverage to support growth.
Oversees the development of goals and implementation of the annual process for sales team.

Affiliate Commercial EHS

Lead Commercial EHS initiatives for all the divisions of the affiliate
Provide overall vision and direction for Environmental, Safety and Occupational Health functions for commercial employees through the establishment of sound policies and strategies.
Develop strategic goals and objectives to support continuous improvement in EHS.
Establish communication strategies and channels to effectively deploy EHS best practices initiatives company-wide.
Develop, compile and report appropriate metrics to track the impact of EHS programs company-wide.
Provide information and direction to management in identifying opportunities, problems and components of potential threat to our business.
Serve as a business partner and consultant to reduce risk and maximize productivity. Advise and guide senior leadership on critical EHS issues.
Cultivate an environment where others value and support a strong EHS culture promoting employee well-being and creating a zero-incident workplace.
Responsibilities for Commercial EHS activities include:
Comply with the requirements of Global Commercial EHS Tracker
Develop and implement Commercial EHS Strategic Plan for the Affiliate
Develop relevant Commercial EHS policies, procedures, written programs, orientation programs, and training programs.
Maintain a Commercial EHS data base for all activities, documents and training/orientation programs, injuries and PAPMM.

Required Qualifications

Preferably a Science Graduate. Masters degree and/or complimenting business related degree would be an added advantage.

Knowledge & Experience

Minimum of 15-18 year of experience in sales, marketing and/or Commercial Excellence roles, with past at least 5 years at a senior/leadership role.
Insight into internal and external customers

Competencies Required

Key Leadership Competencies:

Sets Vision and Strategy
Builds Organization and Inspires People
Knows the Business
Drives for Results
Makes Difficult Decisions
Encourages Open Environment and Knowledge Sharing

Functional Competencies

Planning and Organization
Analytical Skills
Coaching and People Development
Negotiation / Influence
Strategic Thinking and Vision
Project Management

Follow your career aspirations to Abbott for diverse opportunities with a company that provides the growth and strength to build your future. Abbott is an Equal Opportunity Employer, committed to employee diversity.