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vor 2 Wochen
The Head of Trade Marketing & eCommerce is a key member of the Abbott EPD Commercial Operations Leadership Team within the Emerging Markets region and is a function that reports to the Commercial Operations Director.
The position is accountable for proving strategic guidance and operational support to Trade Sales, marketing and ecommerce functions and institutionalizing best-in-class trade organizational capabilities by supporting and enabling markets to attract key talents and develop the required capabilities inhouse.
**Core Job Functions**:
**To establish Abbott EPD as a leading player in the Emerging Markets pharmaceutical retail market**:
- Develop best-in-class strategies and support markets in the effective implementation of key initiatives for the Abbott trade portfolio across relevant commercial channels, working in close collaboration with the global, regional, and local sales and marketing teams.
- Partner with global and regional sales and marketing teams to serve as “a bridge” and provide trade channel expertise to ensure the right strategies and initiatives are implemented across trade channels (retail, eCommerce, distributor/wholesaler, modern and general trade ) in key markets.
- Lead the development and implementation of integrated customer marketing strategies and tailored customer engagement programs(switch mitigation, pharmacist digital activation)
- Support the global capability development team to design and deploy individual capability development plans based on defined job success profiles, competency assessment framework and learning and development curriculum for key trade functions (eCommerce, Trade Marketing Managers, Key Account Managers etc.)
- Evaluate and present business case & cost/benefit analyses to the Global Finance / regional commercial teams to facilitate sound business decision-making and calculate the impact of commercial decisions on the brand, customer, and channel P&L
- Partner with cross functional teams to drive price optimization initiatives and evaluate product, customer, and channel pricing strategies in key markets to maximize Net Sales revenues and Divisional Margin
- Develop innovative, transformational trade initiatives that cultivate and expand strategic partnerships with pharmacy chains and other strategic accounts that facilitates the implementation of successful Joint Business Plans in key markets across the emerging markets region.
- Support markets in the planning, execution, tracking, and analysis of all aspects related to managing commercial relationships with strategic account to support the company strategy with customers to achieve short-term and long-term goals.
- Partner with Commercial IT to lead enhancements to commercial planning solutions focused on driving process efficiencies and strengthen commercial planning and execution (commercial dashboards, planning tools, management systems)
**eCommerce**:
- Partner with Global Integrated Marketing to develop and deploy EPD’s eCommerce strategy and implementation roadmap and support markets to drive the commercial execution - in collaboration with internal and external cross-functional stakeholders; pharmacy chains, ePharmacies and marketplaces
- Support cross-functional teams to deploy eMerchandising and content development strategies in collaboration with Global Integrated Marketing
- Partner with global / regional / affiliate teams to develop commercial plans leveraging digital assets to deliver brand and customer objectives
- Lead the eJoint Business planning aimed to improve Abbott EPD capabilities in commercial planning and execution and enhance the positioning of EPD with eRetailers
- Provide regular updates on channel performance and set-up the global frameworks for execution tracking and KPI measurement
- Champion, train and inspire commercial colleagues to drive digital transformation, planning and optimization through the development and deployment of best-in-class ecommerce capabilities across key EM markets.
- Partner with global Marketing, Legal, and Compliance to establish clear guidelines that enable trade and eCommerce activation
**Minimum Education**:
- Graduate degree in Science, Economics, Engineering, or Business/MBA
**Minimum Experience/Training Required**:
- Commercial experience in retail sales & marketing, Key Account Management, distribution, and eCommerce channel development
- Strong preference for previous experience working in emerging markets region (China, Russia/CIS, METAP & APAC)
- 10 years Management experience, preferably in the pharmaceutical industry or FMCG
- 8+ years of Commercial Leadership experience required preferred in Emerging Markets
- Minimum 5+ years of National Account Sales / Business Development experience in Retail Pharmacy channel
- Experience in Branded Generics and/or Fast-Moving Consumer Goods (FMCG) and/or Retail preferred
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