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Abbott Director of Commercial Excellence - Vascular in Santa Clara, California

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 103,000 colleagues serve people in more than 160 countries.

Primary Job Function

Manage Commercial Excellence Function with the primary objective of achieving sales target and building a world class commercial organization.

Core Job Responsibilities

Lead the Commercial Excellence (CEx) team, in support of both the Endovascular and Coronary commercial teams to ensure:

  • Oversee CRM, Fleet, Compliance, Performance reporting/analytics, comp/quota management, territory and org design, capital pipeline, selling process management, business planning process, and key project management.

  • Implement continuous territory alignment process to allow analysis of sales force resource allocation to ensure we maximize commercial ROI. Analyze if expenses and investments are effectively used and manage them thoroughly.

  • Support Sales DVPs and US Commercial DVP to analyze gaps between goal and actual, and discuss with sales division to decide what measures to take to solve the cause of the goal/actual gap. Ensure support program is thoroughly performed to achieve the sales goal.

  • Evaluation and measurement incentive compensation schemes to drive the right sales force behaviors and implement governance process to ensure pay for performance

  • Work with respective heads of Marketing to develop and automate competitive intelligence and insight gathering process through Sales Force.com (SFDC) customer relationship management (CRM) system and proactively report key competitive trends to allow the organization to anticipate necessary strategic or tactical adjustment.

  • Plan and hold sales/marketing meetings to understand the current situation and quickly solve problems and drive alignment/strategy within the sales team.

  • Continuous development of CEx organization by setting up and implementing tactics, structures and processes according to modern CEx standards that maximize customer intimacy in order to strengthen US account level execution plans.

  • Work with leadership to design selling strategy and targeting approach (resource allocation, sales force size, geographic deployment, promotional grid, reach & frequency, etc) for new product introductions and existing products ensuring alignment with US marketing strategy and portfolio positioning

  • Act as a consultant to Sales and Marketing Managers on appropriate commercial strategies.

  • Interface - close collaboration with Marketing, Commercial Excellence and Sales Team

  • Budget - budgetary responsibility for designated budgets as appropriate, ensuring they are maintained within spending limits.

  • Plan, execute, and manage training for newly hired sales reps (new grad & mid-career)

  • Take statistics of trainings, record and manage them.

  • Develop training materials (slides, text books, materials) as required

  • Manage all expenses within budget

  • Perform responsibility abiding by company and industry standard.

  • Perform responsibilities as required by manager.

  • As a member of the US Commercial Senior Leadership Team, participate in the definition of the commercial strategy across the area.

Knowledge & Skills

  • Excellent know how in commercial excellence specific areas (operations/performance management, KPI controlling, quality & training, sales force effectiveness, compensation programs).

  • Excellent understanding of the challenges in providing a superior customer experience in diverse international markets.

  • Business acumen and knowledge of commercial aspects.

  • Strong leadership skills: ability to build teams and inspire people. Ability to lead multi-disciplinary teams to leverage cross-functional learning and insight.

  • Strong strategic skills: proven track of successfully having used gained market knowledge and customer insights to feed into commercial strategy and marketing plans.

  • Strong analytical skills: ability to analyze data to translate market insight from internal and external sources into powerful insights.

  • Strong project or program management skill and successful experience in matrix organizations.

  • Excellent communication skills: fluency in English, additional language skills beneficial

Supervisory/Management Responsibilities

Will build and manage a diverse team. Organization specifics not finalized but realistically 2-3 managers and 8-10 people total.

Position Accountability / Scope

  • Ability to quickly drive decisions and consensus building in multi-stakeholder environment. Proven ability to build and sustain successful business relationships (Internal Consultancy).

  • Ability to work in a fast-paced, dynamic environment with a strong level of initiative and assertiveness.

Minimum Education

  • Relevant business or life-sciences university degree.

  • Bachelor’s degree or experience equivalent required, advance degree preferred

Minimum Experience/Training Required

  • 8+ years in Customer Relationship Management (CRM)/Commercial Excellence management role with broad scope, consulting, and with cross functional responsibilities in B2B (med-device, healthcare, or consumer markets preferred).

  • Proven track record in setting up and implementing successful CEx/CRM and new process, change management, and multi-channel communication and selling organizations.

  • Knowledge of Sales Force and Power BI preferred

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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