About Abbott

At Abbott, we're committed to helping people live their best possible life through the power of health. For more than 125 years, we've brought new products and technologies to the world -- in nutrition, diagnostics, medical devices and branded generic pharmaceuticals -- that create more possibilities for more people at all stages of life. Today, 99,000 of us are working to help people live not just longer, but better, in the more than 150 countries we serve.

Description

The EMEA Commercial Operations Director for the Cardiometabolic is responsible for a range of activities which seek to create efficiencies, profit improvement and improved customer and staff experiences. Specifically, this includes contract management and compliance, CRM deployment and related reporting, distribution support and EMEA tenders oversight. Additionally, the role serves as a key liaison between the commercial management team and supporting functions to provide more influence, insight and direction in the many activities which contribute to efficient product and service fulfillment to customers such as purchasing, customer service, technical service, finance etc.

Responsibilities and Duties

Commercial Operations

• Provide insights, reporting and expertise as needed to the Commercial Management team in areas relating to sales operations

• Serve as a spokesperson for commercial staff with those functions in supporting roles in GBS and manufacturing sites

• Strive for continuous improvements in the systems, processes and procedures affecting selling activities, sales operation, customer experience and product / service delivery

• Oversee CRM uptake, migration and deployment on Dynamics and ultimately on salesforce.com

• Ensure reporting needs are fulfilled to and from CRM, the commercial staff and members of the BU and commercial management teams

• Provide ad hoc input, analysis and project management on other programmes and initiatives which are owned by the commercial (sales and marketing staff)

• Provide EMEA level major tenders oversight, high level project management and reporting

• Provide support function, analysis and expertise to distributor channel and distribution management team

Contract Management & Pricing Strategy:

• Build and develop and contract management team to optimize contract compliance and associated revenues

• Centralize contracts within the region for the BU with revision control and automation

• Develop and implement pricing strategies and programs appropriate for new and current products and their respective markets in response to evolving market, competitive or internal conditions.

• Recommend and execute (or help execute) pricing policies and strategies governing direct and distributor sales in order to maintain or improve competitive position and/or profitability.

• Analyze and summarize actual product pricing trends in comparison with initial pricing projections and drive required corrective actions.

• Interface with Sales, Marketing, and Finance to coordinate efforts toward the accomplishment of pricing objectives.  Support local commercial teams with group proposals and pricing guidelines.

• Work with Contracts Management / Compliance function to recommend customer contract terms and refine customer tier approach.

• Work closely with the Director of Global pricing to ensure global guidelines and initiatives are executed appropriately across EMEA

• Collaborate closely with, and provide ongoing reporting and analytics to the Director Global Pricing

• Support marketing teams to identify opportunities and execute remediation plans

• Lead the execution and monitoring of established 2018 price improvement initiatives and the development of 2019 price improvement initiatives in the region

Governance:

• Work across business units, countries, and functions to monitor business pricing practices and process metrics while respecting the unique regional/country requirements. 

• Ensure that review of current pricing for products takes place on a regular and consistent basis.

• Serve as a trusted advisor in the deal approval workflow

• Develop innovative approaches to pricing governance; stay abreast of market/industry changes

• Support the Cardiometabolic/Informatics BU and Infectious Disease BU Pricing Councils

Analytics

• Provide guidance and development or adoption of systems and tools used for pricing analytics to determine true profitability of customers and identify root cause for margin leakage

• Develop and utilize detailed analytical models to identify pricing and margin improvements (e.g., via “gross-to-net” analysis) to optimize contracts with key customers.

Requirements

• Bachelor's degree (required) or graduate degree (preferred) in a Business or Mathematical/Science subject.

• Minimum 6 years’ experience in commercial operations, pricing strategy and analytics preferably in, but not limited to, the healthcare industry. Management consulting experience in pricing strategy would equally be suitable.

• Experience in developing and implementing pricing strategies, including pricing by customer segmentation.

• Ability to develop and interpret financial models to analyze and recommend pricing actions.

• Experience in analyzing price waterfall elements.

• Strong understanding of pricing processes from strategic issues to tactical execution elements, including key iteration points with information systems.  Process management knowledge and experience.

• Strong pricing execution and monitoring/metrics knowledge; experience implementing and managing price governance projects.

• Proven ability to work collaboratively across functional teams and different organizational levels to deliver results.  Experience working within a complex virtual team environment and leading project activities.

• Demonstrated strategic and intellectual agility (big picture) combined with analytical and modelling expertise (detail orientation).

• Highly developed time management skills with demonstrated ability to meet deadlines and handle multiple priorities with a high degree of initiative required.

• Ability to resolve complex problems positively and professionally

• Ability to plan, implement and monitor projects.  Demonstrated ability to proactively engage organizational leadership and communicate project progress, issues and solutions.

• Excellent oral and written communication skills. 

• Track record of driving results and change.

• Experience in use and design of pricing / finance analytics platforms and tools

• Experience with Configure Price Quote (CPQ) solutions a plus

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