Business Unit Director

Primary Function/Objectives:

The Business Unit Director takes the full leadership responsibilities and leads commercial strategy/activities on the overall direction of the assigned Business Units to support the implementation and process and drive financial processes across all brands placing the patient into the center of all efforts. The BUD takes the essential lead in ensuring the alignment of business goals and objectives towards the dynamic growth of the assigned business in the country. Operates within AbbVies business code of conduct all policies and applicable laws and regulations.

Core Job Responsibilities:

• Build and manage commercial operations strategy and to achieve or exceed respective Plan.
• Coordinate consolidate and drive business and financial processes (i.e. S&OP) and allocated P&L. Review challenge and validate outputs to commercial models in order to incorporate realistic and raise the bar objectives into plan book.
• As member of the Affiliate Management Team role model AbbVie WWW behavior and enable the Brand Team matrix to work to achieve high quality strategy and capability in all allocated brands.
• Coach and develop top talent set goals conduct succession planning execute performance management agenda to align people performance to business goals business KPIs and to maximize business opportunities.
• Represent AbbVie to outside stakeholders as patient centric and the health care partner of choice to build sustainable AbbVie brand image.

1. Planning 60 of time or importance)

• Provides leadership and strategic vision to the assigned business Unit in meeting critical business goals and objectives.
• Establish the business unit sales and marketing budget for the General Manager to develop an annual budget plan to fully exploit the market potential and to uphold the fullest potential of the organization.
• Leads in analyzing the performance of the company through the annual or monthly generated reports and its implications to the business and of the organization.
• Develop business unit marketing strategy to achieve business unit sales target within the framework of company objectives.
• Review and approve product marketing plan prepared by the product supervisor to ensure the achievement of short and longterm business unit objectives.
• Gather data to understand customer needs market size market growth and competitive share position and initiate market research project if needed.
• Establish new product planning with the product supervisor to ensure effective premarketing prior to launch.
• Make recommendations to the General Manager to set pricing for new products or price adjustment for existing products to maximize sales and gross profit.
• Coordinate with and recommend local and regional regulatory manager to prioritize registration of new products/new packaging and ensure registration approval of such products before the launch date and to ensure proper maintenance of existing products.
• Develop incentive schemes to motivate the field force to drive sales to meet business unit target.
• Plan and develop country key opinion leader to provide education and information to customers. Recommend and coordinate with Regional Commercial Director to develop regional key opinion leader.
• Communicate partner collaborate and influence up and across AbbVies internal stakeholders and processes with core functions such as Regulatory Market Access Medical etc. to get things done. Create a sustainable culture of innovation calculated risk taking and high accountability.
• Maintain compliance in an ever changing and complex health care environment.

1. Sales Management 20 of time or importance)

• Executes and provides strong management disciplines in meeting business objectives in targeting sales achievements and as well in setting up a realistic plan of action.
• Directs and ensures continuous market growth and stability of assigned businesses in the country through strategic people management and strong marketing acumen.
• Develop and use effective communication skills to gain more impact during field staff meetings and conferences and when presenting promotion programs.
• Continually evaluate in both quantitative and qualitative terms the potential and actual performance of assigned products.
• Recommend:

• Products which should be dropped.
• Improvements to present products e.g. pack price.
• New markets or uses (indications) for assigned products which should be tapped.
• New products which can be profitably integrated with the present line.

• Develop and maintain a library of clinical papers technical data and promotion materials on assigned products.
• Develop a core of specialists MDs relevant to his products as investigators speakers or trend setters

1. Implementation Coordination and Monitoring 20 of time or importance)

• Manage and drive new product development program and existing business through close coordination with local sales representatives regional marketing team and R&D support.
• Develop support direct and manage the inmarket business optimize resources to achieve the goal.
• Maintain contact and build relationships with key opinion leader to get support and build company image.
• Develop creative input for the marketing plan and key product strategies tactics and promotional activities to achieve maximum market impact.
• Monitor competitive product promotion and develop specific measures to counter competitive activity.
• Continually review assigned products progress / prognosis with the Product Managers
• Supervise sales and marketing to initiate corrective measures where necessary.
• Implement all training activities related to product promotion for field personnels
• Organize implement control and report on prelaunch campaigns of assigned products.
• Liaise with the Regulatory Affairs Team and the Sales Managers in conducting safety monitoring programs for assigned products.

Key Stakeholders :

External: All stakeholders as defined in the affiliate NNLRP

Internal: Senior leadership Affiliate Management Team members Brand Team Leaders Sales/Marketing Managers Brand Managers Area Commercial Directors

Qualifications :

• Degree in Science Business or Management
• 10 years and more in Sales and Marketing Pharmaceutical Industry in MNC countries
• Min 57 years of Sales Management experience
• Min 35 years of Marketing Management experience
• Relevant business unit experience with proven track record of success in managing a P&L.
• Proven track record of success in developing business vision translate into strategies and balancing realistic shortterm requirements and longrange business plans. 
• Excellent working knowledge of the healthcare and pharmaceutical environment.
• Strong business acumen and knowledge of sales and marketing aspects financial processes brand and market dynamics.
• Proven track record of successful leadership management and coaching of teams and individuals and in having developed talent and performance managed low performers.
• English language proficiency verbally and in writing (for all nonEnglish speaking countries)

Preferred:

• Proven track record of having achieved extraordinary business results.
• Proven track record of having successfully managed significant change.

Additional Information :

AbbVie is an equal opportunity employer and is committed to operating with integrity driving innovation transforming lives and serving our community. Equal Opportunity Employer/Veterans/Disabled. 

US & Puerto Rico only to learn more visit  & Puerto Rico applicants seeking a reasonable accommodation click here to learn more:

Work :

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