ABBOTT LABORATORIES Structural Heart Commercial Excellence Regional Leader Salary in the United States

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 103,000 colleagues serve people in more than 160 countries.

Structural Heart Business Mission:  why we exist

Our business purpose is to restore health and improve quality of life through the design and provision of device and management solutions for the treatment of structural heart disease.

We aim to lead the markets we serve by requiring the solutions we offer customers provide an improved benefit/risk profile as compared to existing standards of care; a performance threshold that by definition, guides and ensures the productive output of our engineering, business development, and clinical research efforts result in outcomes that advance the standard of care.

Position Summary

The Structural Heart Commercial Excellence Regional Leader is the primary driver of all Commercial Excellence efforts with the Commercial Team. This role will report to the Global Head of Commercial Excellence.

The Regional Leader is critical to the success of all Commercial Excellence efforts.  This role is comprehensively integrated into the Commercial Excellence efforts globally as a stakeholder in developing strategy. Within the assigned geography, this role will own implementation, execution and measurement of the Commercial Excellence strategy.

The Regional Leader will be responsible for partnering with the Geography Commercial Leadership Team to execute the Global Commercial Excellence Strategy and owning the change management process. This role will establish the sales structure, tools and processes to drive salesforce effectiveness and sales analytics across the Structural heart franchises. Developing the Sales Management team will be an essential part of this role. This will consist of sourcing relevant content, development of the training pathway, adoption of management tools and implementing standard management practices for all Sales Managers within the Geography. This person will align Commercial Leadership (Business, Marketing, Finance and HR) to deliver the competency development program and management operating principles. Conducting training events and small group or individual training in the field will be an important means to drive change. The Regional Leader will participate as part of the Geography Commercial Leadership Team.

Responsibilities

Responsibilities include:

• Ownership, along with the Commercial Leader, of execution of the Commercial Excellence strategy.
• Lead Commercial Excellence system platforms and analytics in collaboration with Marketing, Finance and HR.
• Identify capability gaps across the commercial organization.
• Creating development pathways, timelines, and measurement systems for the development of Sales Leaders (New and Current).
• Leading the change-management process within the geography for all Commercial Excellence initiatives.
• Develop and implement policies and procedures to ensure data integrity within the CRM, etc., in conjunction with the Marketing, Sales and Business System teams.
• Collaborate with Marketing to align supportive functions and internal CRM system activities including end-user training, deployment, sales force readiness, assessment, metrics, efficiency and sales productivity.
• Partnering with the Business Analytics Manger to develop KPI’s and management systems built around analytics and data integration.
• Coaching and Developing the Sales Leaders on the leadership competencies.
• Reporting key findings, challenges, obstacles, areas of opportunity for sales growth or management efficiencies to the Commercial Excellence Team.
• Sales Process development, administration and coordination with Marketing Franchise Leaders.
• Interacting with Sales Analytics and teaching Sales Leaders about key metrics.
• Develop dashboards that strengthen sales process governance, and aid managers in decision-making.
• Leading by example, comprehension of company sales management and reporting systems to ensure disciplined implementation of sales strategies, establishment of sales management principles, and management philosophies.
• Auditing the current state and progression of each Sales Manager within the geography through individual field time, attending sales management meetings, and through other assessment measures.
• Regular field engagement and progress measurement by attending Business Performance Reviews, Field Rides, Leadership meetings and planning sessions.
• Leading by example the ability to formally and informally present or discuss Abbott Structural Heart business mission, values and objectives.
• Responsible personally, for adherence to company values, ethics and legal obligations in the conduct of daily business.
• Provides business consulting to franchise marketing, sales and country leadership.
• Participates as a member of the Geography Commercial Leadership Team including annual objective setting, key project leadership, commercial strategy guidance.

Knowledge and skills

• Demonstrated ability to define, refine and implement sales processes, procedures and policies.
• Proven proficiency in identifying, diagnosing, and resolving problems of all levels of complexity, prioritizing critical client issues and identifying department needs.
• Ability to conduct sophisticated and creative analysis of complex data, and translate the results into actionable deliverables, messages, and presentations.
• Strong interpersonal and team building skills; ability to work with a diverse team and influence/ drive change across functional and business boundaries.
• Ability to develop and present to executive management and board.
• Expert in Power BI tools, SFDC and CRM systems and Microsoft Office Suite.
• Successful track record of working effectively at all levels within the organization
• Business acumen: demonstrates strong interest in therapies, and its related products

Qualifications

• Bachelor’s Degree; Master’s Degree preferred
• Prior sales management experience required; Minimum of 5 years.
• Prior experience in medical devices required; Minimum of 10 years.
• Proven track record in progressive leadership roles.
• Ability to travel internationally
• Strong verbal and written communication skills
• Highly skilled in collaboration
• Experience working in a matrixed business environment
• Experience working in a highly regulated and high-quality system environment. Compliance with governmental regulations is required.