Gerente de Operações e Excelência Comercial Divisão de Diagnostico Laboratorial (CRDx) São Paulo SP

JOB DESCRIPTION:

About Abbott
Abbott is a global healthcare leader creating breakthrough science to improve peoples health. Were always looking towards the future anticipating changes in medical science and technology.

Working at Abbott
At Abbott you can do work that matters grow and learn care for yourself and family be your true self and live a full life. You will have access to:

• Career development with an international company where you can grow the career you dream of
• Benefits designed to provide support to you and your family
• A company recognized as a great place to work in dozens of countries around the world and named one of the most admired companies in the world by Fortune.
• A company that is recognized as one of the best big companies to work for as well as a best place to work for diversity working mothers female executives and scientists.

The Opportunity
This position works out of our São Paulo - Michigan site location in Diagnostics were empowering smarter medical and economic decision making to help transform the way people manage their health at all stages of life. Every day more than 10 million tests are run on Abbotts diagnostics instruments providing lab results for millions of people.
As Sales Excellence Manager youll be responsible for driving best-in-class standardized processes and tools to support performance excellence in Utilization Sales Cadence and Integrated Business Planning (IBP) Commercial Management Cadence in the Area.

What Youll Do

• Responsible for driving the framework that engages the organization through relevant insights and behaviors to achieve excellent performance through measurement and analysis of KPIs connecting the organization through visibility and transparency.
• Ownership of Sales Excellence tools (primarily ) including data stewardship and ticket resolution with Global Team. Coordination of all tool activities.
• Support and maintain that aligns with global standardized support system. For a Sales Excellence capture and prioritize investment needed to address issues or new enhancements. Enable as the System of Truth for Prospective Business Opportunities: Analysis if pipeline accuracy Analysis of pipeline health Accuracy of Territory TAM date
• Champion implementation and adoption of the Sales Cadence Process localy by tracking monitoring & reporting on KPIs using dashboards to drive accountability and enable effective Root Cause Analysis and identification of best-in-class practices.
• Support the Sales Management team in creation of action plans to achieve excellence.
• Work with (all departments) Marketing and Service to ensure full alignment with Sales Cadence thus enabling and effective efficient and repeatable monthly IBP Commercial Management Process.
• Drive Monthly IBP Commercial Management Processes to ensure establishment of One set of numbers. Ensure clear transparency to Acquisition and Value Expansion Opportunity Plans which will enable sustainable and predictable delivery on IBP/LBE Commitment Region Level.
• Chairing the monthly Management Business Reviews (MBR) meetings
• Managing the monthly sales roadmaps provide a summary to the in-house and commercial team to drive operational excellence and accurate forecast including: Reagents Digital Solutions Instruments Demand Plan Changes in core business
• Tracking and reporting of department KPIs
• Strategic action plan for all departments to align to the country goal
• Assist in market analysis and trends (Risks and Ops)
• Knowledge of all opportunities to engage the team to drive closes
• Reporting on these areas to access capabilities and identify opportunities to improve to ensure attainment of country goal:Developing pipeline Sales Cycles Implementation Test of Record (go live)
• Report on month to month changes in Business and Market Dynamics outlining potential opportunities and vulnerabilities through the MBR process.
• Ensure timely and effective communication and close-out of key decision made elevations and action items arising from the region review process.
• Champion the utilization of the SAM (Strategic Account Management) process providing analysis and support of the process to align with IBP opportunity plans to ensure execution of best practices.
• Champion territory planning activities including driving the format and ensuring the team has plans to execute to the committed targets communicated in the IBP
• Success in this role is measured by Region Sales margin goals. Key Measures will include adoption/usage completeness & accuracy plus effectiveness sales cadence adoption & effectiveness pipeline transparency acquisition and value expansion win rates integration effectiveness value creation achievement (sales and margin) and IBP forecast accuracy.
• Instrument Demand Planning.

Qualifications

• Bachelors degree or equivalent experience required. Bachelors degree in Science business management and business administration or related areas.
• Minimum of 3 year track record in the pharmaceutical diagnostics or other health care industry business with emphasis on commercial management commercial excellence sales force effectiveness.
• Experience in diagnostics and or medical devices business desirable but not limited to.
• Excellent product and industry knowledge
• Must be team orientated analytical highly organized
• Extensive experience as program / project manager
• Demonstrate business analytics capabilities and track record of contingency planning with Commercial Operation and Sales Excellence focus (preferred Sales Analytics and CRM Management).
• Results Driven - confident thrives on hard work and consistent challenge and is quick on his/her feet. Monitors quantitative progress measures and acts quickly on deviations from plan.
• Must have demonstrated ability to operate within a Cross Function Team.
• Demonstrated business analytical capabilities and track record of contingency planning with a Commercial Operations focus (preferable Sales Analytics and CRM Management).
• Highly organized with strong communication skills.
• Demonstrated performance of influencing change.
• Results Driven - confident thrive on hard work and consistent challenge.
• Fluency in English and and Spanish preferred

Follow your career aspirations to Abbott for diverse opportunities with a company that can help you build your future and live your best life. Abbott is an Equal Opportunity Employer committed to employee diversity.

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The base pay for this position is

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

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