Distributor Excellence Director

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.

Our rapid diagnostics solutions are helping address some of the worlds greatest healthcare challenges.

MAIN PURPOSE OF THE ROLE

The Distributor Excellence Director plays a critical role in driving diagnostic excellence and strengthening distributor capabilities across APAC. This position ensures effective execution of diagnostic strategies optimizes channel performance and supports sustainable growth through robust partnerships and capability building. Currently the region has 100 distributor partners that this role will work to harmonize standardize and drive predictable and consistent growth for the region.

Distributor Excellence & Channel Management

Develop and implement the regional Distributor Management Framework for diagnostic solutions including selection contract negotiation onboarding performance tracking and capability development.

• Manage distributors to ensure compliance with channel strategies and optimize diagnostic product penetration finding opportunities to grow revenue.
• Develop and conduct structured distributor business reviews develop and monitor KPIs and identify and drive improvement opportunities.
• Negotiate and support contract renewals pricing alignment and tender execution in collaboration with Commercial Excellence and Finance.
• Monitor and assess market diagnostic trends and competitive landscape to inform channel and tie in with distributor training and revenue growth opportunities.

Capability Building

• Partner with Area Training Director to develop and deliver technical and commercial training for distributor sales teams country managers and internal stakeholders.
• Partner with the Area Training Director to develop tools and training to close capability gaps and strengthen distributor performance in diagnostics.

Data Analytics & Performance Monitoring

• Create actionable dashboard and track distributor and diagnostic KPIs including sell-in/sell-out data adoption rates and pipeline performance and put remediation plans in place to assure partners are meeting goals and commitments.
• Develop insights and provide actionable pathways to regional leadership for decision-making and resource allocation.
• Partner with demand planning and forecasting in collaboration with Supply Chain and Finance to ensure accurate forecasts are in place and metrics are per contract commitments.

Cross-Functional Collaboration

• Work closely with Marketing and Supply Chain to ensure seamless execution of distributor initiatives.
• Represent Distribution led markets in regional business reviews and contribute to strategic planning discussions and creation of country goals and revenue targets.

Key Performance Indicators (KPIs)

• Distributor Performance: Accuracy of sell-in/sell-out reporting; training completion rates; pipeline conversion contract compliance remediation plans and quarterly/annual reviews.
• Tender Success: Percentage of tenders won and fulfillment of tender volume commitments.
• Compliance: Adherence to pricing contracting and regulatory guidelines.

Key Success Factors

• Strategic Thinking: Ability to critically think and develop and align distributor strategies with regional growth objectives.
• Influence & Collaboration: Strong capability to work with outside partners and across functions levels and geographies to drive results.
• Commercial Acumen: Deep understanding of channel dynamics and diagnostic market trends and capability to develop execute and drive remediation plans.
• Execution Excellence: Proven ability to deliver projects on time and achieve measurable outcomes.
• Analytical Skills: Ability to interpret complex data and translate insights into actionable strategies.
• Leadership in Capability Building: Skilled in developing distributor and internal team competencies for long-term success. Influencing others will be a critical capability as role works with dozens of internal and external partners

Requirements

• Bachelors degree in Life Sciences Business or related field; advanced degree preferred.
• 810 years of experience in diagnostics or medical devices with strong distributor/channel management experience.
• Proven track record in distributor capability building and performance optimization.
• Familiarity with APAC markets and multi-country complexity including wide variation in country by country selling models.
• Excellent analytic communication negotiation and stakeholder management skills.
• Analytical mindset with proficiency in data tools (Excel Power BI).
• Ability to manage multiple priorities and deliver results in a complex regional environment.

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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