Head of Commercial Excellence

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• Career development with an international company where you can grow the career you dream of .

• A company recognized as a great place to work in dozens of countries around the world and named one of the most admired companies in the world by Fortune.

• A company that is recognized as one of the best big companies to work for as well as a best place to work for diversity, working mothers, female executives, and scientists.

Head of Commercial Excellence - UAE & Gulf

This position works out of our UAE location in the Abbott Nutrition Division

Reporting to General Manager – UAE & Gulf

About Nutrition Division

Our nutrition business develops science-based nutrition products for people of all ages, from helping babies and children grow, to keeping adult bodies strong and active. Millions of people around the world count on our leading brands – including Similac, PediaSure, Pedialyte, Ensure, Glucerna and

The Commercial Excellence Manager will drive the business by optimizing go-to market approach and internal processes. He/She will be responsible for defining and leading sales efficiency indicators through appropriate analysis between Sales and Marketing and manage projects across functions to execute integration and execution. He/She applies efficient, relevant action- oriented and innovative tailor-made recommendations to drive sales and optimize costs. He/She implements and manages sales force and marketing excellence through training, learning & development of all sales force and marketing team. Moreover, the Commercial Excellence Manager will be actively involved in Regional SFE Initiatives, sales force and marketing excellence through training, learning & development of all sales force and marketing team.

What You'll Do:

• Oversees the implementation and monitoring of a business intelligence model to drive customer segmentation and targeting. Focus will be on driving the sales force effectiveness initiatives.

• Creates the mechanisms and processes to capture, analyze and use market level data to better understand the current competitive environment; identify attractive growth opportunities and new customer targets and create value propositions to support and build competitive advantage in co-operation with marketing and sales team.

• Translates strategic objectives into operational plans.

• Contributes to sales and marketing strategic decisions that positively influence sales growth.

• Provides Business Development support to the General Manager, including but not limited to, providing insights and competitive intelligence activity and process, dissemination of business intelligence to Senior Management Team, contribute to strategic planning processes by interpreting and communicating key trends and recommendations on business opportunities related to those trends.

• Drive the Sales & Operations Process by moving towards a commercial-driven mindset to both drive Sales and realize cost savings.

• Lead resource in bonus design and calculations

• Educate the organization in concepts, processes, methodology and benefits of SFE.

• Validation of strategic products of the affiliate through analysis of profitability in the mid and long term.

• Carry out gap analysis of current sales structure and strategy.

• Lead and provide analytic strategies to link processes and results such as: Value Universe Analysis, Concentration Curves, Overlap Analysis, Targeting effectiveness analysis, Analyses of productive frequencies, situation and gap analysis of targeting process in the Affiliate.

• Design alternative scenarios to close gaps identified.

• Propose and facilitate decision-making process on new sales force strategy.

• Expert involvement in geographical deployment

• People implications (hire, terminate, reallocate)

• Incentive plans review

• Alignment of marketing structure with resource allocation decisions

• Be a Change Agent to drive cultural change in the organization.

• Targeting considerations

• Ongoing measurement of metrics, data analysis, monitoring and propose any corrective actions.

• Partner with other areas (HR, IT, Market Research, Commercial, Medical, Training, etc) to define and implement processes to optimize productivity.

• Conduct analysis to link processes and results.

• Provide feedback to key players in the process (Product Managers, Sales areas, Medical, Training, Market Research)

• Actively participate in Core Team meetings to optimize the flow of the promotional message.

• Benchmarking of best practices and knowledge sharing between Core Teams

• Planning and workshops implementation in the affiliate

• Lead productivity workshops, facilitate improvement action plans and monitor execution.

Required Qualifications:

• BCom/BSc Degree

• MBA desirable with preferred focus on Strategy, Marketing and Finance

Preferred Qualifications:

• Seasoned experience in Sales and or Marketing

• Strong project experience in Commercial Area (min 5 years in similar role)

• Relevant Experience in Commercial Excellence preferably from Nutrition or Pharmaceutical/ OTC industry

• Product/industry knowledge, technical/business acumen

Quality System Knowledge

• GxP requirements

Manufacturing Knowledge

• None

Business Knowledge

• Seasoned experience in Sales and or Marketing

• Strong project experience in Commercial Area

• Product/industry knowledge, technical/business acumen

• Full Understanding of the SFE principles are a must

Regulatory Knowledge

• WHO International Code of Marketing Breastmilk Substitutes/ Regulations Relating to Foodstuffs for Infants and Young Children (R.991) will be a plus

Commercial Knowledge

• Salesforce Effectiveness

• Data Analytics and Insights

• Project Management

IT Systems / Skills

• Strong computer skills in Microsoft Excel (Advanced) Word, PowerPoint, and Outlook

• Qlikview, PowerBI and Salesforce.com

Competencies

• Seasoned experience in sales and or marketing.

• Insight into internal and external customers

• Expert in Training and Development

• Expert in Data Analytics

• Sales Force Effectiveness Expertise

• Analytical skills

• Strong communication skills

• Influencing Skills

• Project management

• Strategic thinking and Visioning

• Strong Leadership Skills

Follow your career aspirations to Abbott for diverse opportunities with a company that can help you build your future and live your best life. Abbott is an Equal Opportunity Employer, committed to employee diversity.

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