Director of Commercial Strategy, Operations and Excellence

1 month ago

Pleasanton, United States Abbott Laboratories Full time

Abbott is a global healthcare leader that helps people live more fully at all stages of life. Our portfolio of life-changing technologies spans the spectrum of healthcare, with leading businesses and products in diagnostics, medical devices, nutritionals and branded generic medicines. Our 114,000 colleagues serve people in more than 160 countries.

Commercial Excellence Director

Location: Pleasanton, CA site or Austin TX

Based at the Pleasanton, CA site or Austin TX, the Director of Commercial Strategy, Operations and Excellence will lead the implementation of sales management best practices and field force adoption of the product/franchise specific sales processes intended for implementation of Heart Failureâs highest priority strategies.  Reporting directly to DVP, Commercial Americas, this role will be expected to work closely with the marketing, sales, & global partners. This role is considered critical to ensuring business strategy is executed effectively in the Commercial space and business model and marketing assumptions are evaluated and adjusted based on sales performance and Field force feedback.

WHAT YOUâLL DO

  • Guide the development, implementation and adoption of the franchise specific Americas commercial and sales management processes and related tools for use by managers and field sales personnel. Expectations include responsibility for coordinating with global marketers and commercial leaders to drive execution alignment of established sales processes and sales training initiatives across all geographies. This includes auditing of compliance with strategic intentions, ensuring alignment of annual operating goals with marketing strategies, implementing as required the supporting technical systems, and leading change management efforts where needed, and finally analysis/communication of related commercial insights.
  • Develop the future strategy of Commercial Excellence organization while leading and supporting the strategic plan for the division.
  • Designing, sourcing, administering, and overseeing functional skills-based learning programs that result in enhanced sales effectiveness. A primary objective is the development of curricula to achieve these aims and the annual update of this document to maintain relevance. In most instances achievement of this work will require cooperation with HR and/or peer Commercial leaders. Minimum knowledge expectations for commercial teams will include Heart Failure business values, mission and strategic objectives, and Abbott Heart Failure defined sales management competencies and best practices.
  • Reviewing and providing recommendations based on analyses and key learnings to be applied in the development of future best practices as related to sales, sales management, and marketing practices, KPIâs, selling skills, sales management training.
  • Lead national leaders and AVPs to improve the efficiency and effectiveness of the organization including leadership training and reimbursement resources.
  • Recruit coach and develop talent and providing coaching guidance and performance management (end to end process).
  • Build development programs for Territory Managers, Regions Directors, and Clinical specialist to prepare for leadership roles.
  • Determine and monitor performance of commercial activities using key metrics and prepare reports for senior management. This includes and is not limited to critical KPIs for Sales growth, effectiveness of resource allocation and Sales force execution.
  • Drive Sales Force execution identifying and driving excellence standards and sharing of best practices.
  • Provide recommendations to maximize ROI on commercial execution and Heart Failure competitiveness by continuously evaluating, assessing and optimizing go to market strategies and business models.
  • Understand the requirements of customers and act to acquire new customers and manage client relationships (new and existing).

EDUCATION AND EXPERIENCE YOUâLL BRING

  • BA/BS degree, MBA desirable with preferred focus on Strategy, Marketing and Finance.
  • 10 plus years of successful commercial experience (Including Sales Leadership) and or, 10 plus years of progressively responsible experience in Consulting/Project Management/Marketing with the following specific experience: Line responsibility and/or project experience in the Commercial area (country/brand/functional strategies, execution/implementation of efficiency programs, change management, business process re-engineering).
  • 10 years of leading to large teams of direct reports
  • Experience in Medical Device industry is preferred.
  • Ability to work collaboratively both internally, and externally.
  • Ability to manage/prioritize multiple projects and adapt to a changing, fast-paced environment.
  • Ability to lead a team and work in a group environment, including interaction with Senior / Executive level leadership.
  • Must be highly analytical; possess strong interpersonal skills including influencing, negotiation, and teamwork skills.
  • Must possess excellent oral and written communication skills.
  • Must be process oriented and understand the relationship and necessity of process to strategy.
  • Experience with digital sales tools, execution tools, and sales force automation.
  • Ability to think strategically, develop frameworks and platforms that ensure optimal and unfettered access to business tools, assets and capabilities Demonstrated management skill.
  • Proven ability to employ various flexible communications vehicles to drive messaging across a broad, varied, and dispersed commercial organization


The base pay for this position is $186,300.00 â $372,700.00. In specific locations, the pay range may vary from the range posted.

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