Director of Commercial Operations

vor 2 Wochen

Basel, Basel-Stadt, Schweiz Abbott Vollzeit
Job Description

Abbott is seeking a highly skilled and experienced professional to fill the role of Director of Commercial Operations. This position will be based in our Global Divisional EPD Headquarter in Basel, Switzerland.

Job Summary:

The Director of Commercial Operations will assume 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.

Key Responsibilities:

  • Develop and execute commercial strategies to drive business growth and expansion in Emerging Markets.
  • Lead cross-functional teams to enhance market presence, elevate go-to-market models, and introduce optimal operating models for enhanced channel penetration.
  • Partner with global, regional, and local Marketing Team and Sales Managers to implement effective commercial initiatives and drive sales growth.
  • Collaborate with Commercial teams locally to roll out critical commercial initiatives such as new product launches, developing of incremental sales channels (e.g., e-commerce), new promotional campaigns, etc.
  • Develop and implement integrated marketing approaches and drive 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.
  • Proactively initiate business-transforming initiatives, such as cultivating and expanding strategic partnerships programs with pharmacy chains, and other strategic accounts that lead to the successful implementation of joint business plans.
  • Partner with cross-functional teams to drive Price Optimization initiative across EM markets.
  • Develop and implement e-commerce strategies and tactical plans that use digital resources to achieve brand objectives.
  • Lead the development and implementation of organization-wide business intelligence and sales analytics strategies across Emerging Markets.
  • Design a framework for data-based insights processes to track and diagnose performance, inform Commercial Operation decisions, and drive commercial effectiveness.
  • Strengthen organizational business intelligence and reporting systems, creating comprehensive reporting systems and dashboards.
  • Develop key metrics, visualizations, and reports to monitor sales performance, track KPIs, and facilitate informed decision-making.
  • Collaborate with cross-functional teams to gather data requirements, align on KPIs, and deliver actionable insights.
  • Advance Abbott EPD's tender capabilities by developing, evolving, and improving tender operational infrastructure.
  • Partner with internal/external stakeholders to procure and deploy new Tender platforms, ensuring proper transition and leverage within Abbott.
  • Collaborate with multidisciplinary stakeholders to identify, develop, and align optimal tender processes and programs.
  • Lead ongoing collaboration with the global supply organization to optimize COGS for Abbott tender molecules.
  • Engage and develop local market tender colleagues, ensuring they have the right capabilities, processes, and tools for successful tender business.

Requirements:

  • Master's degree in Business/Marketing/Commerce, MBA preferred.
  • Robust Commercial experience with having had direct responsibility in the past for some or all the following key commercial areas (Sales & Marketing, Tenders Management, Retail & KAM, Distribution & Trade and eCommerce).
  • Strong preference for experience/results in countries in the region.
  • 5+ years Management experience (team and project management) preferably in the pharmaceutical industry.
  • 8+ years of Commercial Leadership experience required preferred in Emerging Markets.
  • 5+ years of Sales Management experience is required.
  • Experience in Branded Generics and/or Fast-Moving Consumer Goods (FMCG) and/or Retail preferred.

Competencies/Skills:

  • Possess general management with strong financial and commercial background; understanding of sales & marketing, manufacturing/supply and understanding of cost structures.
  • Entrepreneurial mindset with the ability to create a compelling business case based on structured analysis across multiple factors e.g. volume, value, risk, price referencing, stakeholder management.
  • Commercial Acumen with a clear Customer Focus, ability to modify strategy plans according to market dynamics and internal changing requirements.
  • Leadership and People Management, providing expert guidance to the commercial area and allocates appropriate amount of time and resources for completing the work.
  • Working understanding of the distribution and transportation industries, negotiations, claims management, supply chain experience, customs/documentation and compliance knowledge.
  • Strategic Orientation coupled with a Winning Mentality.
  • Structured persuasive selling and strong management negotiation skills with 3rd party distribution and transportation companies.
  • Team player - Works collaboratively with colleagues to achieve commercial area goals.
  • Decision-making based on strategic development and comprehension skills.
  • Impact & Influence - ability to influence teams without direct management.
  • Sales skills gained in practical environment.
  • Understanding of brand marketing and brand planning.
  • Knowledge of Basic Finance (Budgeting and reporting) + Business development / Business planning.
  • Ability to document insights, bridging Abbott's brands' strategy with Channel customers.
  • Ability to translate the strategies into actionable / realistic engagement plans to ensure a profitable growth.

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