Director, Commercial Excellence & Strategy page is loaded
Director, Commercial Excellence & Strategy
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locations
United States - New Jersey - Princeton
time type
Full time
posted on
Posted 4 Days Ago
job requisition id
********
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:
Job Description
Abbott Point of Care develops, manufactures and markets critical medical diagnostic and data management products for rapid blood analysis. The i-STAT System is an advanced, portable diagnostic tool that provides real-time, lab-quality results within minutes to accelerate patient-care decision-making. The i-STAT System has the industry's most comprehensive menu of tests in a single, with-patient platform, including tests for blood gases, electrolytes, chemistries, coagulation, hematology, glucose, and cardiac markers.
Job Summary
The Global Director, Commercial Excellence and Strategy will drive commercial and business excellence by designing, planning and implementing of commercial processes, projects and initiatives to maximize top-line and bottom-line results. The Commercial Director will apply efficient action-oriented and innovative recommendations to drive sales and optimize costs. S/he will actively work to improve processes through analysis and make recommendations around business execution, as well as tracking the performance of commercial operations.
S/he will lead planning and execution of a number of key strategic and tactical Commercial Excellence & Education functions and initiatives:
Performance tracking / management (KPIs, metrics, etc.)
Sales Incentive Compensation Plan: design, execute (i.e. payout, exception, performance analytics) and improve continuously via benchmarking
internally/externally
Sales Training & Sales Force Effectiveness, including pipeline management and optimization, territory / account planning, objection handling, deal coaching, etc.
CRM / SFDC and other commercial technology platforms and data management
This position will report into the General Manager, CALA & Global Commercial Operations, and work collaboratively and cross-functionally with APOC Commercial Leadership, Finance, Area Commercial Excellence team, Marketing and Sales, Human Resources, etc.
Job Location
This position is location at Abbott Point of Care (APOC) Global Headquarters in Princeton, NJ.
Position Responsibilities
Identify key commercial excellence initiatives to improve commercial effectiveness globally, lead and coordinate the Area implementation
Contribute to Sales and Marketing strategic decisions and play a critical role in designing and monitoring commercial approach and results
Set KPIs and performance management process, deliver reliable and timely insights, assess Area sales effectiveness and productivity, identify drivers per data analytics, and develop recommendation for improvement
Own Global Sales Incentive Compensation Plan, leading the annual Plan setting, overseeing administration (including payout, exception process) and driving for continuous improvement
Distill insights from sales performance data analytics, drive for action or cross-correction
Provide strategic leadership, planning and direction for sales training team to drive the development, implementation, standardization, and ongoing maintenance & improvement of best-in-class sales process and effective training programs and materials, aligned with business needs and evolving market dynamics
Develop framework, guiding principles, analytics and reporting systems to enhance the sales process and pipeline management, while maximizing the usage of CRM / SFDC system to support call planning, account views, new business forecasts, etc.
Design and expand SFDC solutions to support critical business functions and accelerate business growth, partner with Area Commercial Excellence to educate broader sales teams and to maximize utilization of SFDC in an efficient way
Own the governance and management of Commercial data used for reporting, responsible for ensuring commercial data hygiene (accuracy and completeness)
Lead and provide oversight of Commercial Technology Platform & Data projects, working closely with cross-functional stakeholders (e.g. Area Commercial, IT, Global Demand Management)
Stay current on market trends and industry "best practices", drive internal and external best practices and act as a Global Center of Excellence for commercial excellence, best practices and consultancy
Education Requirements
Master's degree
MBA preferred
Experience / Background Requirements
10+ years of applicable business experiences, OR, 5+ years of experience with advanced degree (e.g. Masters or Ph.D. in analytics and/or business domain)
Top tier management / strategic consulting background preferred
Commercial (sales and marketing) experience preferred
Product launch experience preferred
Strong financial acumen and analytical capabilities for complex analysis
Strong problem solving skills, exercise independent judgement in developing structured approach, drive to resolution
Excellent in written, verbal and interpersonal communication skills
Strong project management skills and ability to balance competing priorities
Demonstrate appropriate level of leadership experience to lead and influence both with and without direct authority, ability to manage conflicts effectively to drive alignment, execution, and results
Excellent collaboration skills – able to navigate complex matrix within the Division
Manage, lead and develop direct staff and others, ability to motivate and lead a diverse staff to drive the execution of critical strategies and programs across a large organization
Fluent in English
Ability to travel up to 30% of the time
The base pay for this position is
$143,300.00 – $286,700.00
In specific locations, the pay range may vary from the range posted.
JOB FAMILY:
Product Management
DIVISION:
APOC Point of Care
LOCATION:
United States > Princeton : 400 College Road East
ADDITIONAL LOCATIONS:
WORK SHIFT:
Standard
TRAVEL:
Yes, 20 % of the Time
MEDICAL SURVEILLANCE:
Not Applicable
SIGNIFICANT WORK ACTIVITIES:
Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day), Keyboard use (greater or equal to 50% of the workday)Abbott is an Equal Opportunity Employer of
Minorities/Women/Individuals
with
Disabilities/Protected
Veterans.EEO is the Law link - English:
http://webstorage.abbott.com/common/External/EEO_English.pdf EEO is the Law link - Espanol:
http://webstorage.abbott.com/common/External/EEO_Spanish.pdf
About Us
Abbott
is about the power of health. For more than 135 years,
Abbott
has been helping people reach their potential — because better health allows people and communities to achieve more. With a diverse, global network serving customers in more than 160 countries, we create new solutions — across the spectrum of health, around the world, for all stages of life. Whether it's next-generation diagnostics, life-changing devices, science-based nutrition, or novel reformulations, we are advancing some of the most innovative and revolutionary technologies in healthcare, helping people live their best lives through better health.
The people of
Abbott
come to work each day with relentless energy, enthusiasm and a promise to enhance the health and well-being of millions of people. They push the boundaries to help manage and treat some of life's greatest health challenges.
We invite you to explore opportunities at
Abbott
, to see if your talents and career aspirations may fit with our openings. An equal opportunity employer,
Abbott
welcomes and encourages diversity in our workforce.
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