Abbott Division Manager, Structural Heart-MEA in Dubai, United Arab Emirates

Job purpose

The Division Manager will drive the implementation of the regional Hub strategy within the Structural Heart Division to accomplish planned objectives such as sales volume, market penetration, and profitability. The hub’s geographical coverage includes Middle East and Africa. The position can be based in Dubai, Beirut or Saudi Arabia. The right candidate should be able to live and work in those countries.

As team leader, the Division Manager will coordinate the activities of product specialists and territory managers to cover implants and other marketing and sales activities of Abbott Structural Heart products. He/she will be the person accountable for all performance metrics and tracking of quality, cost and delivery.

Besides being responsible for leading, facilitating, and directing the activities of subordinates, the Division Manager will be also in charge of managing profitability and continuing to improve ASH’s operating expenses as a percentage of sales and increase ASH revenue per head.

Key Responsibilities

  • Supervise Product specialist / Territory Managers and direct overall selling activities within the MEA region.

  • Contact and visit physicians, hospitals and hospital management to promote a variety of Abbott Structural Heart medical devices, influencing decisions on purchasing of the Company’s products and addressing any customer questions and concerns.

  • Build and own the relationship with KOL, understand their needs and offer them solutions

  • Manage a distirbutors’ network in the region to achieve monthly, quarterly and annual quotas

  • Manage and develop a direct sales team while influencing and managing distribtuors’ sales organizations.

  • Participate in the contracting process of company products

  • Coordinate regular consignment inventory counts, monitor distributor stock levels and minimize scrap

  • Actively get involved in demand planning and financial forecasting processes and deliver market and business intelligence to corporate functions. Conduct marketing surveys, effectiveness reviews of calls/sales activities, and territory analysis.

  • Play a liaison role between Customer Service and Customers / Distributors in order to ensure maximum customer satisfaction and efficient order processing.

  • Ensure that all pertinent patient information (Patient Registration Form) is completed and forwarded to patient tracking when required.

  • Collect and study information about new and existing products and monitor competitor sales, prices and products.

  • Analyse sales statistics; prepares reports; and performs required administrative sales duties, e.g., filing expense account reports, scheduling appointments, and making travel plans.

  • Attend trade shows where new products and technologies are showcased and conferences to meet other sales representatives and clients and discuss new product developments

  • Actively participate in tenders

  • Remain current on developments in field(s) of expertise, regulatory requirements, as well as industry trends.

  • Resolve and/or facilitate resolution of problems including identifying causes to prevent re-occurrence.

  • Support all Company initiatives as identified by management and in support of Quality Management Systems (QMS), and other regulatory requirements.

  • Comply with local regulations, other regulatory requirements, Abbott Structural Heart/policies and practices, operating procedures, processes, and task assignments. Maintain positive and cooperative communications and collaboration with all levels of employees, customers, contractors, and vendors.

Qualifications, Critical Skills and Experience

  • Results oriented individual and ability to meet short and mid-term objectives.

  • Strong business acumen and a deep understanding of the regional dynamics

  • Innovative approach to complex situations

  • A comprehensive understanding of cardiac surgery devices (valves), and occlusion devices (Amplatzer)

  • Bachelor’s degree in a relevant technical field or equivalent;

  • 5+ years of progressively more responsible sales experience, including experience with medical devices; in Sales Management, Business Unit Management or similar roles

  • Team leadership and development skills;

  • Distributors’ management including transforming and optimizing distribution model

  • Working knowledge and familiarity with medical device industry policies, operations and procedures;

  • A demonstrated ability to analyse and evaluate technologically complex devices;

  • Ability to work with and direct others effectively;

  • Documented record of delivering sales/marketing information which adds value to management's decision-making process;

  • Ability to establish and maintain good working relationships with customers, physicians, hospital administrators, government agencies, medical groups, and other sales representatives;

  • Demonstrated verbal and written communication, negotiation, sales, interpersonal and presentation skills;

  • Regional experience including both managing established, more mature markets as well as Business Development flair and expertise for new markets.

  • Experience working in a broader enterprise/cross division business unit model preferred;

  • Ability to work in a highly matrixed and geographically diverse business environment;

  • Ability to work within a team and as an individual contributor in a fast-paced, changing environment;

  • Ability to leverage and/or engage others to accomplish projects;

  • Ability to multitask, prioritize and meet deadlines in timely manner;

  • Strong organizational and follow-up skills, as well as attention to detail;

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