Aims to align resources to initiatives to meet the set objectives. Identify the business model shifts needed to accelerate the change, and frequently leverage data and analytics for decision making Transform data into insights and imbibe a long-term view, thereby become a trusted advisor to the leaders by recommending specific strategies for the business to drive growth.
Provide integrated view of efficiencies across multiple channels will now be critical so that the right message gets delivered to the right customer at the right time and through the right channel.
Participate in monthly S&OP, annual budget Plan/ Update cycle/LRP meetings.
Partner with management team on opportunities for strategic planning, development, and implementation
Creating and delivering solutions that enable markets to better understand shifting market dynamics across key commercial channels, optimize route to market, develop and execute trade marketing strategies and new commercial capabilities
Embedding digital tools and automation and helping people understand the value of digital transformation.
Integrate current digital resources, coordinates and collaborates with BU heads, Brand Managers, Sales and Trade teams and others to design, build and sustain high business impact digital, social and eCommerce solutions and services that drive growth. Ensure any digital activities will bring added value to our customers (patients, doctors, pharmacists)
Develop, launch and ongoing increase adoption of digital products, services or processes in collaboration with other EPD headquarter/division departments (e.g. Global Digital team, I&D, IT, Marketing, Sales, etc.) ensuring our company is ahead of the competition by providing innovative value propositions for the customers, creating new business and revenue models
Commercial Operation Excellence:
Adaptability, speed, and agility to adoption of new approaches and methodologies to successfully remain competitiveness of commercial operation.
Building effective sales force metrics and developing and executing the Go to Market strategy based on market dynamics and a deep understanding of customer needs and preferences.
Leverage business intelligence and analytical tools as well as integrated insights from the field and stakeholders to forecast, guide complex decision making and setting strategic direction which can help the organization to remain competitive.
System & Support
Build and maintain data hub system providing timely tracking and enable quick action/decision
Provide technical/system support for on-line meeting (such as Talk-med). Improve the quality of system performance to secure smooth execution of on-line meetings with customers' satisfaction.
Lead collaboration of Internal control, IT and vendor to provide technical support on "Electronic event management" system. Push for technical solution on time when there is any system issue.
Manage various system to maintain business efficiency, including report system, e.g. Power BI and RPA (Robotic Process Automation)
Leadership and people management:
Engage and involve the various partners at early stages and get people onboard with the transformation agenda.
Leading change through strategically influencing multiple stakeholders through strong partnerships and collaboration as well as flexibility.
Embrace new ways of thinking, challenge status quo, anticipate problems and work towards continuous improvement through robust methods of monitoring, measurement, and feedback.
Build capabilities within the sales force and preparing them through the transformation journey to learn and adapt will also be an essential factor of the role.
Able to build, develop and lead a high performing team
Able to formulate a passionate, results oriented culture
Graduate degree in Economics or Business/MBA
Minimum Experience/Training Required
Experience in Business Roles (Sales, Marketing and/or Commercial Operations e.g.: managing sales teams/ Sales experience involving exposure to the field
Managed roles in patented and non-patented pharma
Exposed to new product launches/ product management practices with a focus on sales force sizing, micro brick analytics
Led or participated in digital transformation initiatives in other pharma or non-pharma cos (e.g.: FMCG); leveraged multiple channels engagement methods; Having a know-how of managing IT related projects will be helpful; Familiarity with IT systems implementation/ process automation
Managed at least one of the elements of commercial excellence function in a leadership role in sales force effectiveness or operational effectiveness or business intelligence/ business analytics
Drove successful and significant organizational change, bringing others onboard and achieving operational and/or financial improvements
Exposure to senior Digital/CRM/Marketing Roles involving analytics as well strong understanding of the entire sales process
Experience in e-commerce can be helpful
Skills and Competencies Required
Strong commercial understanding including Go to Market strategies, sales, and marketing KPI's and metrics; strong understanding of the sales processes and tools; knowing dynamics of distributor processes; deep understanding of customer segmentation, customer profiling methodologies; core commercial processes and methodologies work and understanding of how they impact financial results
Knowledge of the internal and external customers being aware of their dynamic needs and challenges
Market understanding and competitor intelligence- knowing market trends; familiarity of trends in healthcare, emerging business models, best practices
Understanding of how to use digital marketing tools
MCE Market Practices & New technologies
Interpersonal Effectiveness - Develops influence strategies that gain commitment to one's ideas and persuades key stakeholders to take action that will advance shared interests and business goals. Establishes and sustains trusting relationships by accurately perceiving and interpreting own and others' emotions and behavior.
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 109,000 colleagues serve people in more than 160 countries.