Commercial Excellence Manager - Abbott Rapid Diagnostics

Key Areas of Accountability :

• Understand the new trend and tools SFDC & Power BI for commercial excellence, deliver periodical (daily, weekly and monthly) analysis report to analyze efficiency and effectiveness of system operation to support business decision making, bring added value to our commercial team.
• Set up the weekly review with each sales leaders/country Manager for Sales/Tender funnel execution to ensure commercial goals achievement.
• Be the Commercial Excellence partner that will align and implement APAC regional Commercial Excellence Key initiatives in Philippines and leverage the best practices to maximize execution effectiveness.
• Commercial Execution initiatives: Sales / Tender funnel management and optimization with SFDC implementation, Pricing Management, Gross- to- Net, gross margin improvement.
• Establish correlation between SFDC funnel vs revenue vs plan.
• Support territory set up in the CRM system and offline, as well as drive optimization of sales deployment in the field by geography/account mix in line with market potential and performance in order to achieve optimal territory/resource alignment
• Aims to align resources to initiatives to meet the set objectives.
• Identify the business model shifts needed to accelerate the change, and frequently leverage data and analytics for decision making
• Transform data into insights and imbibe a long-term view, thereby become a trusted advisor to the leaders by recommending specific strategies for the business to drive growth.
• 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.
• Partner with tender team to optimize the tender process and improve the price management and see through margin structure to end customer.
• Partner with management team on opportunities for strategic planning, development, and implementation.
• Be the owner of the commercial master data timely updates and ensure accuracy and process compliance.

Knowledge & Experience:

• Minimum 10 years of experience in Business Roles. Solid background in Sales combined with commercial background marketing, financial skills, etc. in an international healthcare business;
• Experience in SFDC/Power BI/Funnel management, an advantage;
• Embrace new ways of thinking, challenge status quo, anticipate problems and work towards continuous improvement through robust methods of monitoring, measurement, and feedback;
• Drove successful and significant organizational change, and achieving operational and/or financial improvements;
• Able to build capabilities within the sales force and preparing them through the transformation journey to learn and adapt will also be an essential factor of the role.;
• Strong commercial understanding including Go to Market strategies, sales, and marketing KPI’s and metrics; strong understanding of the sales processes and tools; knowing dynamics of distributor processes; deep understanding of customer segmentation, customer profiling methodologies; core commercial processes and methodologies work and understanding of how they impact financial results;
• Managerial experience in sales and or marketing.

• Insight into internal and external customers
• Knowledge/Experience in Training and Development
• Experience in Data Analytics
• Sales Force Effectiveness Knowledge and Experience

Competencies required:

• Business proficiency in English speaking and writing;
• Proficient in verbal and written communication; structured presentation skills
• Project management experience and expertise;
• Working knowledge, especially good at Word, Excel and PowerPoint
• Advanced analytical skills, able to link data results on SFE to Productivity strategic thinking and the ability to anticipate future trends and opportunities.

• Intense attention to detail, able to work in a team environment, good organizational skills, and has a multi- tasking ability
• Must have knowledge in Planning and Implementation of Training Curriculum

• Influencing and Leadership Skills
• Project Management Skills
• Must have speed of adaptability and flexibility in terms of local and regional undertakings in the field of Commercial Excellence or Sales Force Effectiveness
• Must have a character or record of Credibility and Integrity with consistencies

Minimum Qualification:

Bachelor’s degree or above, preferably with major in Business/Commercial Excellence, MBA is preferred