Director of Commercial Operations
vor 4 Monaten
Abbott Established Pharmaceuticals (EPD) is looking for its new
**Director of Commercial Operations -** Emerging Markets**:
to be based in our Global Divisional EPD Headquarter in Basel, Switzerland.
**Primary Job Function**:
The Director of Commercial Operations assumes a pivotal role in shaping the Commercial Operations department within Abbott EPD. Reporting to the Senior Director of Commercial, Strategy, and Sales, this position involves steering a multifaceted regional organization. The primary focus lies in spearheading the formulation and execution of cutting-edge business intelligence & commercial analytics, distribution, trade sales and marketing, e-commerce, and hospital and Tender management strategies.
This role is responsible for navigating evolving trends in the pharma industry, evaluate existing go-to-market models, and define the strategic trajectory for Abbott EPD in Emerging Markets. This involves leading cross-functional task forces to enhance our market presence by:
- Elevating go-to-market models to industry-leading standards
- Introducing optimal operating models for enhanced channel penetration
- Spearheading innovative partnership projects to expedite new launches and fortify Abbott EPD's position in key markets.
The Director of Commercial Operation’s overarching responsibility is to ensure the seamless execution of the Commercial strategy, encompassing the development and implementation of retail, hospital and tender Go-to-Market strategies, 3rd Party Management, trade marketing, channel management, and the establishment of essential eCommerce capabilities across the region.
**Core Job Responsibilities Include**:
**Go-to-Market Strategy and Execution**
- Provide commercial support, solutions and executional rigor through local market engagement, optimizing across markets and portfolios, ensuring commercial execution in new GTM models, delivering value creation opportunities across key channels and/or customer segments.
- Collaborate with global/regional commercial, marketing & finance teams to align affiliate operating plans to the global brand and channel strategies.
- Partner and provide strategic and tactical guidance into operating plans across EM markets.
- Work closely with Commercial teams locally in the rolling out critical commercial initiatives such as new product launches, developing of incremental sales channels (e.g., e-commerce), new promotional campaigns, etc.
- Play an active part with Global Marketing, Commercial & Finance Team, understanding accurately the brands’ priorities, bringing to marketing team’s actionable customer and channel insights, pro-actively proposing initiatives to unlock value at the market level.
**Distribution and Channel Management**
- Build understanding of Emerging Markets distributor landscape & identify areas for improvement, by building an integrated end-to-end inventory mapping framework.
- Optimize the global / regional / affiliate organizational structure to optimize EPD distribution network.
- Strengthen and grow Abbott’s brands across key distribution channels by Leading / contributing to various functional and distribution performance enhancement initiatives.
- Develop commercial & trade solutions, supporting the execution of 3rd Party Management in EM across covering: Distribution Agreements, Promotion & Outsourcing Agreements, & Wholesale Agreements.
- Ensure adequate distribution support through Channel Capability Building, while redefining / assessing / benchmarking the competencies required for distribution roles (commercial managers / head of distribution / Key account managers).
- Drive capability building for distribution managers to enhance distributor selection, engagement & performance management.
**Trade Sales and Marketing**
- Build best-in-class strategies and support markets in the effective implementation of the initiatives for the Abbott portfolio across critical distributor channel with close collaboration with the global, regional and local Marketing Team and the Sales Managers.
- Facilitate and work closely with global / regional / affiliate to become “the bridge” between Marketing and Sales team as the channel expert to ensure right strategies and initiatives are implemented across key channels (retail, ecommerce, private hospitals, distributor/wholesaler and government channels) in all anchor markets.
- Lead the implementation of integrated marketing approaches and drives the development and implementation of innovative go-to-market programs.
- Assess and monitor the impact of commercial decisions on the brand, customer and channel P&L and measure and track strategies that yield the greatest returns, whilst ensuring appropriate resources are identified and allocated accordingly.
- Proactively initiates business transforming initiatives, such as cultivating and expanding strategic partnerships programs with pharmacy chains, and other strategic accounts that leads to the successful implementat
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