DirecciónAbout Us:
At Core Diagnostics Division we are 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 Abbott’s diagnostics instruments, providing lab results for millions of people.
Our diagnostic solutions are used in hospitals, laboratories and clinics around the globe. The crucial information derived from our tests, instruments and informatics systems are often the first step in patient care decision making for hundreds of health conditions from heart attacks to blood disorders to infectious diseases and cancers.
Summary:
Senior Manager, Commercial Excellence& Operationsdrives the commercial and business excellence by design, planning and implementation of commercial processesand initiatives to maximize top and bottom-line results across East Asia region (Malaysia, Singapore, Brunei, Indonesia, Philippines, Indonesia, Vietnam and Cambodia). This role is responsible for owning Country/Region Monthly and Quarterly Business Reviews,driving best-in-class standardized processes and tools to enable commercial performance excellence on sales revenue and margin. Guides, monitors, analyses, and provides expertise on business integration and alignment. Success in this role is measured by sales and margin goals achievement, forecast accuracy, commercial cadence adoption andprogram management effectiveness.
Major Accountabilities:
- Ownership of Country/Region Monthly and Quarterly Business Reviewsprocess. Report on changes in business and market dynamics, enable development of contingency plans to exploit opportunities and mitigate vulnerabilities to close strategic and business gaps. Ensure timely and effective communication and close-out of key decision made, elevations and action items arising from business reviews.
- Drive forecast accuracy for sales revenue and instrument demand/placements.
- Champion implementation and adoption of the commercial cadence, and customer business reviews across the territories by coaching and guiding Front-Line Sales Managers. Track, monitor & analyze sales performance to drive accountability and enable identification of best-in-class practices.
- Contribute to develop of long-term go-to-market strategy for key commercial markets and strong Commercial Excellence Systems, Processes & Analytics, acting as partner between countries, region, and global teams.
- Drive value creation/expansion activities and revenue realization by ensuring effective implementation of regional programs. Manages initiatives as key levers to be planned and executed across the assigned markets to enable sales growth and gross margin improvement.
- Ensure alignment and effective application of sales process and related tools for both Enterprise Sales and Customer Experience teams.
- Own annual rollout of global incentive plans and country specific sales performance incentive fund (SPIF) programs as well as management of tools related to the sales incentive management and calculation.
Key Relationships:
- Key member of the East Asia regional leadership team.
- Solid reporting line to Director, Commercial Excellence – Asia Pacific, strong dotted reporting line to Managing Director – East Asia.
- Collaborate closely with East Asia and APAC Finance, Marketing and Service leaders and Country General Managers to ensure full alignment with commercial cadenceand key initiatives.
Qualification:
- Bachelor’s/Master’s Degree - Post graduate credentials (MBA) in Business (finance, marketing, strategy, analytics, operations) preferred.
- Minimum of 10 years’ work experience with track record in FP&A, Commercial Excellence and/or Commercial Operations roles – preferably in healthcare,diagnostics, biotechnology, medical devices or pharma industry.
- Demonstrated expertise in collaborating closely with senior business leadership at country and regional levels.
- Strong business and financial acumen.
- Strong management abilities, with demonstrated ability to lead and operate within a cross function team in a matrix organizationalstructure.
- Prior team management experience.
- Demonstrated performance of influencing changedeploying robust analytical and communication capabilities.
- Experience in data analysis, evaluation, and reporting to senior leadership.
