Commercial Excellence Director
2주전에
ABOUT ABBOTT :
Abbott is dedicated to helping people live more fully, in everything that they do. They’re creating the future of healthcare through life-changing technologies and products that make patients healthier and stronger, quickly identify when there is a medical need and treat condition to help people get back to doing what they love.
Headquarters are in north suburban Chicago, with people in more than 160 countries, with leading medical devices, diagnostics, nutrition products and branded generic medicines. Over 114,000 colleagues are helping millions of people to live better and healthier, every day around the world.
The Established Pharmaceuticals Division (EPD) in Asia is distinctive with a broad portfolio of medicines, vaccines and consumer health products. The portfolio for the future is being built organically through product innovation and development in our regional I&D facility and 3 manufacturing sites. Coupled with inorganic growth from licensing and acquisition activity with different partners to launch products across Asia.
The portfolio is quality medicines are industry leading and differentiated to suit local patient needs. Products are used by 18 million people in emerging markets every day and can by summarised under the therapeutic areas of; Cardiometabolic, Gastroenterology, Women’s Health, and Respiratory.
The EPD business in Korea has about USD 70 MM sales, and has been the fastest growing business in the industry. Further products are planned to be launched in coming years, and there are growth plans for the business to expand to 1.4 times it’s current size.
Abbott offers exciting and unique career opportunities in our business for diverse experienced professionals. If this sounds like a match for your interests and skills, be part of the journey to do phenomenal things with your career.
ROLE OVERVIEW :
Position: Director of Commercial Excellence – Korea
Reports to: General Manager – Korea
Department: Established Pharmaceuticals Division (EPD)
Team Size: 3 headcount
Location: Seoul, Korea
PRIMARY PURPOSE :
Reporting directly to GM Korea, the Director of Commercial Excellence is a key contributor to the Korea leadership team to take the business to the next level to compete with the best in the market.
The incumbent will lead the planning and execution of commercial excellence strategy by developing tools, guidelines and measuring sales performance to deliver the business objectives.
A critical aspect of the role is collaborating with commercial leaders and driving the execution of commercial excellence related processes with the objective of maintaining high quality, maximizing efficiencies and optimizing resources. This will require the incumbent to establish communication and accountabilities within teams by aligning goals, managing sales incentive calculations and leading analytics of sales efficiency indicators (KPIs) through monitoring and tracking mechanisms. The focus is on delivering processes and services and improving productivity through constant optimization of efficiencies.
The core of the business is the relationships and interactions with HCP’s, and commercial excellence enables effective and efficient communication with HCPs through robust segmentation, targeting, and optimum utilization and allocation of resources.
With ongoing changes in the industry, the Director of Commercial Excellence needs to focus on building effective sales force metrics and developing and executing the go-to-market strategy based on market dynamics and a deep understanding of customer needs and preferences. An integrated view of efficiencies across multiple channels will now be critical so that the right message gets delivered to the right customer at the right time and through the right channel.
Leading change will require strategically influencing multiple stakeholders through strong partnerships and collaboration as well as flexibility. It will be important for the incumbent to embrace new ways of thinking, challenge status quo, anticipate problems and work towards continuous improvement through robust methods of monitoring, measurement, and feedback. Building capabilities within the sales force and preparing them to learn and adapt will be an essential success factor of the role.
In a competitive environment, Commercial Excellence can be a cornerstone in providing predictability and agility by anticipating internal and external business trends. A prospective view of the market and transforming events likely to impact the market will be important along with ensuring that marketing plans and activities are matching the sales force capacity. The role will therefore require the incumbent to leverage business intelligence and analytical tools as well as integrated insights from the field and stakeholders. This connected view can help in forecasting, guiding complex decision making, and setting strategic direction which can help the organization to remain competitive. The role requires the person to transform data into insights and imbibe a long-term view, thereby become a trusted advisor to the business leaders by recommending specific strategies for the business to drive growth.
The role will:
Liaise between the country leadership (and regional team) and the sales execution teams to drive transformational sales initiatives, enhance sales capabilities, and collaborate with the integrated business leaders for commercial execution. Success in the role will be evaluated based on sustained results
Define and implement a consistent sales strategy, assess the country's performance, identify initiatives for local implementation to align with regional commercial strategy, and ensure efficiency and productivity. The focus should be to drive sales growth of the current as well as the future portfolio of EPD Korea.
Have the potential to take on further roles of increasing responsibilities through the Abbott leadership talent development program.
PRIMARY RESPONSIBILITIES :
Identifies and executes detailed transformational sales initiatives and projects, bringing in best practices and insights from internal and external sources (market, competition and other industries) into the design. Assesses what the Korea sales team needs to do differently, what capabilities this will require and how this compares with sales capabilities today Builds best in class sales capabilities and ensures best practice sharing. Communicates commercial strategy into understandable and actionable priorities for sales teams Provide the sales team with leadership, organization, and direction to achieve business unit, brand, distribution channels and key account sales, market share goals, pricing, margin, and expense targets. Institute and continue to re-engineer systems and procedures that would improve efficiency in operations of the EPD business by formulating sales strategies, developing each year a strategic and annual sales force productivity improvement plan optimizing headcount, territory definition, product responsibilities, training and technology investment. Lead sales team in preparation of annual sales targets, incentive targets, accounts, and customer reach and call performance targets and regularly track performance, evaluate business, provide analysis, and plan corrective actions. Ensure proper execution of marketing programs, brand promotion plans, and field activities. Regularly monitors market environment: demand forecast, hospital/accounts data, competitor activities, and customer feedback. Advise and assist the GM and Marketing management of customer and business issues related to growth, and opportunities of business. Coach, train, and develop National Sales Managers. Mentor high potential employees for future greater responsibility and maintain full, highest quality sales force, coaching them to improve performance. Develop and maintain rapport with key opinion leaders. Maintain excellent working relationships with all functional areas. Motivate sales team and ensure adherence to Class A standards and compliance to Abbott OEC standards. Close partnership with Sales Director and National Sales Managers for comprehensive knowledge of market insights and customer understanding to conceptualize and execute divisional strategies and plans to set a foundation for above market growth. Support formulation of business cases for business development opportunities based on market insights. Involvement in setting direction and evaluating business opportunities to strengthen Abbott’s portfolio and position as a preferred partner in the pharmaceuticals.PREVIOUS EXPERIENCE :
Bachelor’s degree in Bioscience, Medical and/or Pharmaceutical with an advanced technical degree or MBA Preferred. Minimum 10-12 years of pharmaceutical / Consumer Health sales, most recently at a leadership level. Must have proven experience in operating as part of a leadership team that places high emphasis on collaborative decision-making and high degree of accountability. Prior experience in Korea or an Asian country of similar market dynamics. Develop and communicate a clear vision of growth and profitability strategy that can be translated into concrete action plans by sales leaders (Strategic Thinking, Vision Formulation, Communication) Create and sustain the needed organizational actions and momentum to successfully execute plans (Leadership, Communications, Drive for Results) Lead the thinking of the organization in identifying opportunity areas based on market needs, trends, and competitive landscape that will guide current and future growth strategies (Strategic Thinking, Customer/Market Focus, Business Acumen) Build and expand the present capabilities of the HCP salesforce to the levels needed to achieve intended growth and differentiate the team over competitors (Organization building, People Development, Managing Change) Effectively oversee salesforce operation and ensure achievement of identified key performance metrics. Identify corrective actions to address performance gaps and ensure desired results are achieved (Leadership, Problem-Solving, Drive for Results, Decisiveness, Coaching) Proficiency in both written and spoken English and Korean.-
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