Regional Commercial Operations Manager

2 weeks ago

Lake Forest, United States Abbott Full time

The Opportunity

This position works out for our facilities in Lake Forest IL, in the Diagnostics Division. 

We’re empowering smarter medical and economic decision making to help transform the way people manage their health at all stages of life. Every day, more than 10 million tests are run on Abbott’s diagnostics instruments, providing lab results for millions of people.

What You’ll Work On

Primary Objective of Position

The Regional Commercial Operations Manager is responsible to establish the monthly Integrated Business Plan (IBP) that aggregates the individual district and territory sales activities. In alignment with Sales Driver components / levers, the Manager will monitor and support the revenue execution activities to deliver the commitment through close process ownership for Customer Transition Journey and Value Expansion. Work at the field level, with individual Front Line Sales Managers and their respective teams, to establish Contingency Plans to offset all Business Risks and identify opportunities for improvement in Business Outcomes.

Major Accountabilities

Ensure that all activities are performed in compliance with quality system requirements. Area Ownership of MyDASH and COMMAND Tool data integrity in collaboration with US Commercial Excellence Leadership. Champion the enablement, utilization and thus adoption of COMMAND BI tools to support Customer Experience Teams to realise revenue commitment in a Planned and Controlled manner with a clear focus on District / Territory Management, Pipeline Management (ACQ, Renewal & VE). By working with Marketing, Service, Digital Health System and Hematology Teams, drive key activities for the Regional Monthly IBP Commercial Management Processes, by means of ensuring clear transparency to Territory and District Management of the Teams, which will enable sustainable and predictable delivery on IBP / LBE Commitment at District, Country, Region and Area Level.  Utilising KPIs, which comprehend Demonstrated Performance of Individuals or Teams, establish a Robust Assumptions Based Integrated Demand Plan for Revenue (NI – Reagents & DHS & Capital), Instruments, DHS Hardware and Automation Requirements. Govern the process for Documenting, Monitoring and Reporting upon the owned Specific, Measurable, Assignable, Realistic and Timely Assumptions so as progress can be monitored, and lessons learnt captured. Working with the Regional Managing Director, establish and utilise as required a set of contingency plans to offset risks and vulnerabilities which are encountered.  By continually monitoring commercial execution activities (sales and service), anticipate when pre-determined contingencies need to be actioned to close commitment gaps. By engaging in the field with both the front-line sales team and support function at the customer level, ensure that all commercial operations fundamentals are in place and working in each territory and district (processes, structures, cadence, roles, skills, behaviours), and are in full alignment with both Division strategies as well as market needs. Identify and engage with other stakeholders to deploy any corrective actions needed relative to Process, Tool or Behaviours.  Lead the Customer Transition Journey aggregation process and cadence () to ensure timely and efficient advancement of Committed opportunities to TOR to Full Revenue Realization. Action Item Management and associated follow-through will be placed on the 3 Time Horizons of Carryover, Year to Date Closes and Pending Current Year Closes. Facilitate the effective and efficient planning and execution of Vale Expansion Plays for (a) Assays / Solution New to the Market, (b) Assays / Solutions new to incumbent accounts and (c) volume / revenue growth for Assays / Solutions at current incumbent accounts; by leveraging the accountabilities of Marketing and other Support Functions (Medical Affairs, Pricing, DHS, etc). Success in this role is measured by Area Sales, Gross Margin, Asset (Instrument) Utilization, EP Momentum and Capital Investment Goals. Key Measures will include MyDASH effectiveness, Pipeline Transparency, Renewals Win Rates, Value Expansion Win Rates, Integration effectiveness, Value Creation achievement (sales, margin, and EP) and IBP forecast accuracy.

Required Qualifications

Bachelor’s degree or equivalent experience required. Bachelor’s degree in Science, Health Care Administration, Business Management or Business Administration. Experience, minimum of 5 years track record in the diagnostic industry, with an emphasis on commercial management and front-line sales execution Microsoft Excel

Preferred Qualifications

Excellent product and industry knowledge Demonstrated business analytical capabilities and track record of contingency planning with a Commercial Operations focus (preferable Sales Analytics and CRM Management) Demonstrated performance of influencing change Sales Force Highly team oriented, with superior analytical and strategic thinking skills Must have demonstrated ability to lead a cross-functional team 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 Highly organized with strong communication skills Sales Management experience is a plus Previous manager level experience with interfacing with DVPs and General Managers is a plus Extensive experience as program / project manager

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