Commercial Director Abbott Diabetes Care, APAC

JOB DESCRIPTION:

Job Description Summary:

The Area Commercial Director Asia Pacific serves as a senior member of the Diabetes Care Asia Pacific Leadership Team (medical devices) providing strategic leadership at the Area and Country level.

Reporting to the Division Vice President Asia Pacific and working closely with the Area and respective Country Senior Management to set vision and strategy and lead execution to deliver sales margin and market share goals.

This role leads a team based in Singapore responsible for Strategic & Commercial Planning Commercial Excellence and Business Analytics for the Area that would require up to 50% travel.

Job Description:

Strategy Commercial Planning & Business Development

• Work collaboratively across the Area to strengthen the Divisions strategic growth agenda and ensure respective Country alignment with strategic priorities

• Lead Strategic Planning OEM process develop strategic initiatives and action plans

• Support DVP in strategic decision-making by providing data-driven insights strategic frameworks and scenario analyses.

• Ensure commercial strategies align with broader business goals.

• Partner with Partnerships Director Asia Pacific to drive the annual Area strategic planning process; generate new ideas on how to create growth and value for the Division

• Be the key point of contact for strategic initiatives within the Area providing advice leadership and/or support as required (e.g. Gross Margin Improvement Marketing Mix Optimization Sales Force Alignment/Expansion et al.)

• Act as a strategic think tank for Senior Management on key business issues and business development opportunities (e.g. co-promotions with other manufacturers partnerships with professional organizations).

Commercial Excellence :

• Work with the respective Countries to develop/enhance and deploy strategies processes and systems to support commercial success (e.g. sales force targeting sales force incentive compensation sales force size/alignment promotional resource optimization pricing framework)

• Drives programming related to sizing & structure territory design alignment account management segmentation and targeting. Collaborate with functional teams to deploy segmentation and targeting programs across channels/platform.

• Develop effective sales incentive process and set performance metrics of sales teams.

• Conduct periodic business reviews with the respective Countries to identify and address business issues and opportunities and to ensure progress toward business objectives

• Drive the forecasting process (e.g. Sales & Operations Planning Rolling 6Q LBE & LRP process) for the Area in conjunction with the respective Countries Finance & Demand Planning

• Drive overall capability building of Commercial Team by leading regional training function to develop commercial training roadmap aligned with capability needs and evolving market requirements.

Business Analytics:

• Identify key business questions/issues formulate hypotheses collect qualitative and quantitative data necessary to evaluate the hypotheses perform analysis and summarize conclusions/ recommendations with minimal guidance

• Perform complex business and financial analysis (e.g. customer segmentation marketing ROI customer promotion responsiveness etc.) that yields actionable insights that increase market share sales and margin

• Develop and optimize appropriate performance metrics and dashboards; produce monthly Area KPI Dashboard.

Product Portfolio Management:

• Define and manage the Area Product Portfolio Roadmap and represent the Areas requirements to corporate

• Liaise with Global Strategic Marketing to represent product-related needs of the Area

• Lead the development of product launch strategies; partner with Countries and cross-functional partners to ensure commercial readiness

• Supervise and mentor employees proactively supporting their professional development

• Engage and manage external consultancies and agencies as appropriate

• Participate in sales meetings training and industry trade shows.

Desired Criteria:

• Candidates from FMCG/Pharmacy/OTC/Medical Deice/Pharma/Medical Diagnostics are desired.
• P&L sales and commercial excellence experience is a must.

The base pay for this position is

In specific locations the pay range may vary from the range posted.

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