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Director, Commercial Excellence

3 months ago

Princeton, 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.

Abbott Point of Care develops, manufactures and markets critical medical diagnostic and data management products for rapid blood analysis. The i-STAT System is an advanced, portable diagnostic tool that provides real-time, lab-quality results within minutes to accelerate patient-care decision-making. The i-STAT System has the industry’s most comprehensive menu of tests in a single, with-patient platform, including tests for blood gases, electrolytes, chemistries, coagulation, hematology, glucose, and cardiac markers.

**Job Summary**

S/he will lead planning and execution of a number of key strategic and tactical Commercial Excellence & Education functions and initiatives:

- Performance tracking / management (KPIs, metrics, etc.)
- Sales Incentive Compensation Plan: design, execute (i.e. payout, exception, performance analytics) and improve continuously via benchmarking internally/externally
- Sales Training & Sales Force Effectiveness, including pipeline management and optimization, territory / account planning, objection handling, deal coaching, etc.
- CRM / SFDC and other commercial technology platforms and data management

This position will report into the General Manager, CALA & Global Commercial Operations, and work collaboratively and cross-functionally with APOC Commercial Leadership, Finance, Area Commercial Excellence team, Marketing and Sales, Human Resources, etc.

**Job Location**

This position is location at Abbott Point of Care (APOC) Global Headquarters in Princeton, NJ.

**Position Responsibilities**
- Identify key commercial excellence initiatives to improve commercial effectiveness globally, lead and coordinate the Area implementation
- Contribute to Sales and Marketing strategic decisions and play a critical role in designing and monitoring commercial approach and results
- Set KPIs and performance management process, deliver reliable and timely insights, assess Area sales effectiveness and productivity, identify drivers per data analytics, and develop recommendation for improvement
- Own Global Sales Incentive Compensation Plan, leading the annual Plan setting, overseeing administration (including payout, exception process) and driving for continuous improvement
- Distill insights from sales performance data analytics, drive for action or cross-correction
- Provide strategic leadership, planning and direction for sales training team to drive the development, implementation, standardization, and ongoing maintenance & improvement of best-in-class sales process and effective training programs and materials, aligned with business needs and evolving market dynamics
- Develop framework, guiding principles, analytics and reporting systems to enhance the sales process and pipeline management, while maximizing the usage of CRM / SFDC system to support call planning, account views, new business forecasts, etc.
- Design and expand SFDC solutions to support critical business functions and accelerate business growth, partner with Area Commercial Excellence to educate broader sales teams and to maximize utilization of SFDC in an efficient way
- Own the governance and management of Commercial data used for reporting, responsible for ensuring commercial data hygiene (accuracy and completeness)
- Lead and provide oversight of Commercial Technology Platform & Data projects, working closely with cross-functional stakeholders (e.g. Area Commercial, IT, Global Demand Management)
- Stay current on market trends and industry "best practices", drive internal and external best practices and act as a Global Center of Excellence for commercial excellence, best practices and consultancy

**Education Requirements**
- Master’s degree
- MBA preferred

**Experience / Background Requirements**
- 10+ years of applicable business experiences, OR, 5+ years of experience with advanced degree (e.g. Masters or Ph.D. in analytics and/or business domain)
- Top tier management / strategic consulting background preferred
- Commercial (sales and marketing) experience preferred
- Product launch experience preferred
- Strong financial acumen and analytical capabilities for complex analysis
- Strong problem solving skills, exercise independent judgement in developing structured approach, drive to resolution
- Excellent in written, verbal and interpersonal communication skills
- Strong project management skills and ability to balance competing priorities
- Demonstrate appropriate level of leadership experience to lead and influence both with and without direct authority, ability to manage conflicts effectively to drive alignment, execution, and results
- Excellent collaboration skil