Overview
Abbott is a global healthcare leader, creating breakthrough science to improve people’s health. We’re always looking towards the future, anticipating changes in medical science and technology.
We are looking for Commercial Excellence Manager, South Europe region to join Abbott Rapid Diagnostics – Infectious Diseases team in Paris.
Key Responsibilities
* Oversee the implementation and monitoring of a business intelligence model to drive customer segmentation and targeting. Focus will be on driving the sales force effectiveness initiatives.
* Create the mechanisms and processes to capture, analyze and use market level data to better understand the current competitive environment; identify attractive growth opportunities and new customer targets and create value propositions to support and build competitive advantage in co-operation with marketing and sales team.
* Sales target planning at account level, product level and sales organization level in full detail.
* Sales Performance measurement and KPIs management.
* Sales incentive plan ownership including but not limited to managing SIP metrics and weights.
* Translate strategic objectives into operational plans.
* Contribute to sales and marketing strategic decisions that positively influence sales growth.
* Provide Business Development support to the General Manager, including but not limited to, providing insights and competitive intelligence activity and process, dissemination of business intelligence to Senior Management Team, contribute to strategic planning processes by interpreting and communicating key trends and recommendations on business opportunities related to those trends.
* Drive the Sales & Operations Process by moving towards a commercial-driven mindset to both drive Sales and realize cost savings.
* Lead resource in bonus design and calculations
* Educate the organization in concepts, processes, methodology and benefits of SFE.
* Validation of strategic products of the affiliate through analysis of profitability in the mid and long term.
* Carry out gap analysis of current sales structure and strategy.
* Lead and provide analytic strategies to link processes and results such as: Value Universe Analysis, Concentration Curves, Overlap Analysis, Targeting effectiveness analysis, Analyses of productive frequencies, situation and gap analysis of targeting process in the Affiliate.
* Design alternative scenarios to close gaps identified.
* Propose and facilitate decision-making process on new sales force strategy.
* Expert involvement in geographical deployment
* People implications (hire, terminate, reallocate)
* Incentive plans review
* Alignment of marketing structure with resource allocation decisions
* Targeting considerations
* Ongoing measurement of metrics, data analysis, monitoring and propose any corrective actions.
* Partner with other areas (HR, IT, Market Research, Commercial, Medical, Training, etc.) to define and implement processes to optimize productivity.
* Conduct analysis to link processes and results.
* Provide feedback to key players in the process (Product Managers, Sales areas, Medical, Training, Market Research)
* Benchmarking of best practices and knowledge sharing between Core Teams
* Planning and workshops implementation in the affiliate
* Lead productivity workshops, facilitate improvement action plans and monitor execution.
Key Requirements
* BCom/BSc Degree
* MBA desirable with preferred focus on Strategy, Marketing and Finance
* Minimum 5 years of experience in Commercial Excellence in Healthcare Industry preferably in Diagnostics, medical devices, or pharmaceuticals
* Previous sales experience is a plus
* Fluency in English, French is an advantage
* Product/industry knowledge, technical/business acumen
* Strong project experience in Commercial Area
* Understanding of the SFE principles is a must
* Knowledge ofSalesforce Effectiveness, Data Analytics and Insights and Project Management
* Strong computer skills in Microsoft Excel (Advanced) Word, PowerPoint, and Outlook
* PowerBI and Salesforce.com is a plus
Join Abbott today. Do Work That Matters.
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