Senior Manager, Commercial Excellence
Abbott Laboratories
Lake Forest IL 60045 US
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 115,000 colleagues serve people in more than 160 countries.
About Abbott
Abbott is a global healthcare leader, creating breakthrough science to improve people’s health. We’re always looking towards the future, anticipating changes in medical science and technology.
Working at Abbott
At Abbott, you can do work that matters, grow, and learn, care for yourself and family, be your true self and live a full life. You’ll also have access to:
Career development with an international company where you can grow the career you dream of.
Free medical coverage for employees* via the Health Investment Plan (HIP) PPO
An excellent retirement savings plan with high employer contribution
Tuition reimbursement, the Freedom 2 Save student debt program and FreeU education benefit - an affordable and convenient path to getting a bachelor’s degree.
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.
The Opportunity
This position is the head of commercial excellence for the US and reports to the US general manager. This position manages a team of commercial excellence professionals. This position works out in our facilities of Lake Forest, IL in the Cardiometabolic business unit of Abbott Rapid & Molecular Diagnostics.
We are 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
The Sr. Manager Commercial Excellence is responsible for
Leading, developing and coaching a team of commercial excellence professionals
Demand planning & sales forecasting
Commercial sales incentive planning and payouts
Territory optimizing, design and planning
Continuous analysis of the business and tracking of KPIs
Channel partner incentive design, tracking, payouts and effectiveness
Management of the Customer Relationship Management (CRM) database and associated systems
Working cross functionally with marketing, finance, sales, and training
MAIN RESPONSIBILITIES
Develop and manage sales force effectiveness tools and reporting.
Sales Force Effectiveness and Reporting Tools: Identify industry-leading tools and practices to optimize the effectiveness of the sales organization; Develop and implement global guidelines tools that support account profiling management, pipeline of opportunities, win and loss tracking, and data reporting; Define segmentation and targeting concepts to guide commercial execution; Manage sales territory alignment geographically; and Liaison with IT and vendors to identify tools to provide visibility to the productivity of the sales organization.
Database Management and Reporting: Identify new opportunities to bring data and information into the organization to create a competitive business advantage; Manage vendor contracts and relations for data, including SalesForce and Microsoft fabric; Secure data required to support the business.
Define, Formulate, and Lead the proper business guidelines to standardize sales force data input and system use to ensure data integrity and accuracy that drive optimal commercial decision-making. Design data architecture and manage the applicable database integration to ensure proper utilization of the information, establishing meaningful business metrics
Monitor and develop programs to engage sales teams to input data and use the systems correctly. Design plans and drive cadence to ensure commercial execution drives performance in alignment with key business strategies.
Manage a cadence and lead a process to capture commercial inputs on product demand. Drive informed cross-functional decision-making, informing pricing, supply chain, manufacturing, marketing, service, and finance on key metrics that ensure alignment for successful launches.
Required Qualifications
Bachelor’s degree in business administration, finance, computer or data science, engineering or healthcare related field
Experience: Minimum 7 years work experience in sales, marketing, finance or commercial excellence or a combination of work experience and advanced degree education.
Proficiency in Microsoft Excel
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Preferred Qualifications
Advanced degree: MBA
Working knowledge of the Microsoft Fabric and Salesforce.com environments or willingness to learn
Familiarity with B2B sales and commercial pipeline management preferred
Excellent communication and interpersonal skills.
Ability to organize and lead cross-functional teams.
* Participants who complete a short wellness assessment qualify for FREE coverage in our HIP PPO medical plan. Free coverage applies in the next calendar year.
Learn more about our health and wellness benefits, which provide the security to help you and your family live full lives: www.abbottbenefits.com
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.
Connect with us at www.abbott.com, on Facebook at www.facebook.com/Abbott and on Twitter @AbbottNews and @AbbottGlobal.
The base pay for this position is $129,300.00 – $258,700.00. In specific locations, the pay range may vary from the range posted.