JOB DESCRIPTION:

PRIMARY OBJECTIVE:

The Commercial Excellence Manager is responsible for driving best-in-class standardized processes and tools to support performance excellence in force Utilization, Sales Cadence, Integrated Business Planning (IBP), Commercial Management Cadence, LRP Portfolio and Profitability Improvement via Value Creation / Expansion deployment in the Country. He/She will be responsible to ensure Nutrition Advisor/FLMs team get well trained efficiently. He/She also works with internal stakeholders and distributor to create, run and monitor initiatives / projects.

CORE JOB RESPONSIBILITIES

• Country Ownership of Sales Excellence tools (primarily aforce), including data stewardship and ticket resolution with Global Team. Coordination of all tool activities. Support and maintain aforce for the country that aligns with global standardized support system. Highlight issues or suggest new enhancements to the area Sales Excellence. Enable aforce as the System of Truth for Prospective Business opportunities.
• Champion implementation and adoption of the Sales Cadence Process across the country by tracking, monitoring & reporting on KPIs using dashboards to drive accountability and enable effective Root Cause Analysis and identification and share of best-in-class practices.
• Work with Marketing and Service to ensure full alignment with Sales Cadence, thus enabling an effective, efficient and repeatable monthly IBP Commercial Management Process.
• Drive Country 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 Country Level.
• Report on month to month changes in Business and Market Dynamics, outlining potential Opportunities and Vulnerabilities. Actively seek, identify, analyze, and present new business opportunities and improvement ideas to senior management on an ongoing basis.
• Coordinate with region legal and OEC to ensure the compliance business deal and practice and ensure all business activities comply with the WHO code, Local Cambodia and Myanmar codes, relevant Acts, legal demands, Abbott code of conduct and ethical standards.
• Success in this role is measured by Country Sales, margin and EP goals. Key Measures will include aforce adoption / usage completeness & accuracy plus effectiveness, Sales Cadence adoption & effectiveness, Pipeline Transparency, Acquisition and Value Expansion Win Rates, integration effectiveness, value creation achievement (sales, margin and EP) and IBP forecast accuracy.
• Develop and maintain a LRP portfolio to align with Country Winning Strategy. Facilitate the yearly country plan review with improvement projects (efficiency gain).
• Develop and assist the distributor sales force in achieving their sales targets through ongoing field coaching, training programs (sales and product), sales meetings, regular 1 x 1 communication, and appropriate reward and recognition.
• Ensure high levels of customer satisfaction through the appropriate allocation of sales territories and monitoring representative activity reports and through strategic contact with key customers, associations and Government representatives.
• Assure consistent sales growth and achievement of sales goals and targets in assigned product portfolio by identifying opportunities and gaining new business while maintaining existing business and communicating to the management through monthly reports and informal discussions.
• Develop sales performance and manage the Nutrition advisors by provide coaching, training curriculum to ensure Abbott’s Nutrition Advisor are best in class of HCPs in Myanmar and Cambodia.
• Ensure that all activities undertaking will provide positive role modeling for new representatives and assist new representatives by sharing product knowledge and territory management skills.
• Manage the people issues e.g. recruitment, retention, annual performance reviews, development plans, on the job training etc.

EDUCATION/QUALIFICATIONS/EXPERIENCE:

• Master’s Degree or bachelor’s degree in Healthcare related.
• Up to 10 years relevant experience in Sales and/or Marketing and strong project experience in Commercial Area.
• Up to 10 years of experience in approach Healthcare Professional as Medical representative or Nutrition Advisor or Sales Manager or Training Manager in Pharmaceutical or Nutrition business.
• Excellent product and industry knowledge.
• 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 and distributor.
• Demonstrated business analytical capabilities and track record of contingency planning with a Commercial Operations focus (preferable Sales Analytics, HCPs Management and Training).
• Highly organized with strong communication skills.
• Demonstrated performance of influencing change.
• Strong ethical values
• Strong project management experience.
• Fluent in English communication.

The base pay for this position is

N/A

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

JOB FAMILY:

Sales Support & Administration

DIVISION:

ANI International Nutrition

LOCATION:

Thailand > Bangkok : Q-House Lumpini Building

ADDITIONAL LOCATIONS:

WORK SHIFT:

Standard

TRAVEL:

Yes, 25 % of the Time

MEDICAL SURVEILLANCE:

Yes

SIGNIFICANT WORK ACTIVITIES:

Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day)