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Abbott Commercial Excellence Head, EMEA, Abbott Structural Heart in Diegem, Belgium

For our fast-growing Structural Heart (SH) Division, we are recruiting a Commercial Excellence Head, EMEA to be based in our EMEA HQ in Diegem, Belgium.

The Structural Heart Commercial Excellence Head is the primary driver of all Commercial Excellence efforts with the EMEA Commercial Team. This role will report to the Global Head of Commercial Excellence, with a dotted line relationship to the EMEA Commercial Leader.

This is a critical role to the success of all Commercial Excellence efforts. This role is comprehensively integrated into the Commercial Excellence efforts globally as a stakeholder in developing strategy. Within EMEA, this role will own implementation, execution and measurement of the strategy.

The position will be responsible for partnering with the EMEA Commercial Leadership Team to execute the Global Commercial Excellence Strategy and owning the change management process. This role will establish the sales structure, tools and processes to drive salesforce effectiveness and sales analytics across the Structural heart franchises. Developing the Sales Management team will be an essential part of this role. This will consist of sourcing relevant content, development of the training pathway, adoption of management tools and implementing standard management practices for all Sales Managers within EMEA. This person will align EMEA Commercial Leadership (Business, Marketing, Finance and HR) to deliver the competency development program and management operating principles. Conducting training events and small group or individual training in the field will be an important means to drive change. The role will participate as part of the EMEA Commercial Leadership Team.

Your Responsibilities include:

  • Ownership, along with the Commercial Leader, of execution of the Commercial Excellence strategy.

  • Lead Commercial Excellence system platforms and analytics in collaboration with Marketing, Finance and HR.

  • Identify capability gaps across the commercial organization.

  • Creating development pathways, timelines, and measurement systems for the development of Sales Leaders (New and Current).

  • Drives collaboration with Business HR and Talent Development in creating, implementing and measuring the development pathway.

  • Leading the change-management process within EMEA for all Commercial Excellence initiatives.

  • Develop and implement policies and procedures to ensure data integrity within the CRM, etc., in conjunction with the Marketing, Sales and Business System teams.

  • Collaborate with Marketing to align supportive functions and internal CRM system activities including end-user training, deployment, sales force readiness, assessment, metrics, efficiency and sales productivity.

  • Partnering with the Sales Effectiveness Analyst to develop KPI’s and management systems built around analytics and data integration.

  • Partnering with the Project Support Specialist to plan training events and administering certification tracking.

  • Coaching and Developing the Sales Leaders on the leadership competencies.

  • Leading Project Teams by defining the scope, identifying the end-state and managing the project deliverables with a cross-functional team.

  • Reporting key findings, challenges, obstacles, areas of opportunity for sales growth or management efficiencies to the Commercial Excellence Team.

  • Sales Process development, administration and coordination with Marketing Franchise Leaders.

  • Interacting with Sales Analytics and teaching Sales Leaders about key metrics.

  • Develop dashboards that strengthen sales process governance, and aid managers in decision-making.

  • Leading by example, comprehension of company sales management and reporting systems to ensure disciplined implementation of sales strategies, establishment of sales management principles, and management philosophies.

  • Auditing the current state and progression of each Sales Manager within EMEA through individual field time, attending sales management meetings, and through other assessment measures.

  • Regular field engagement and progress measurement by attending Business Performance Reviews, Field Rides, Leadership meetings and planning sessions.

  • Obtaining a working knowledge of Structural Heart anatomy and products.

  • Measuring and reporting feedback on sales strategies and marketing program effectiveness based on measurable experience by sales stage to ensure marketing programs can be corrected, adapted or developed to meet market development objectives.

  • Converts data trends into actionable sales processes and tactics.

  • Identifying opportunities to improve sales target pipeline efficiencies, account management or sales management/representative effectiveness.

  • Leading by example the ability to formally and informally present or discuss Abbott Structural Heart business mission, values and objectives.

  • Responsible personally, for adherence to company values, ethics and legal obligations in the conduct of daily business.

  • Provides business consulting to franchise marketing, sales and country leadership.

  • Participates as a member of the EMEA Commercial Leadership Team including annual objective setting, key project leadership, commercial strategy guidance.

  • Manage a team of direct reports to drive Commercial Excellence initiatives and provide governance.

Your Profile:

  • Bachelor’s Degree; Master’s Degree preferred

  • Prior sales management experience required; Minimum of 5 years.

  • Prior experience in medical devices required; Minimum of 10 years.

  • Proven track record in progressive leadership roles.

  • Ability to travel internationally

  • Experience working in a highly regulated and high-quality system environment. Compliance with governmental regulations is required.

  • Demonstrated ability to define, refine and implement sales processes, procedures and policies.

  • Proven proficiency in identifying, diagnosing, and resolving problems of all levels of complexity, prioritizing critical client issues and identifying department needs.

  • Ability to conduct sophisticated and creative analysis of complex data, and translate the

  • Results into actionable deliverables, messages, and presentations.

  • Strong interpersonal and team building skills; ability to work with a diverse team and influence/ drive change across functional and business boundaries.

  • Strong technical, research, problem-solving and collaboration skills.

  • Ability to develop and present to executive management and board.

  • Expert in Power BI tools, SFDC and CRM systems and Microsoft Office Suite.

  • Successful track record of working effectively at all levels within the organization

  • Influential negotiation skills are necessary

  • Business acumen: demonstrates strong interest in therapies, and its related products

  • Influence Management (GM, Marketing, HR, Global, Finance, IT): Iron Fist in a velvet glove

If you recognize yourself in this profile and you would like to know more about this opportunity, please apply online.

To find out more about Abbott in Belgium, please click HERE at https://www.jobs.abbott/us/en/belgium

An Equal Opportunity Employer

Abbot welcomes and encourages diversity in our workforce.

We provide reasonable accommodation to qualified individuals with disabilities.

To request accommodation, please call 224-667-4913 or email corpjat@abbott.com

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