About Abbott

Abbott is a global healthcare company dedicated to improving lives through the development of products and technologies that span the full spectrum of healthcare. With a portfolio of leading, science-based offerings in diagnostics, medical devices, nutrition, and branded pharmaceuticals, Abbott serves people in more than 150 countries.

Abbott Nutrition

Abbott Nutrition provides nutritional products for people of all ages. Our products help children grow and support the unique nutritional needs of adults. Our factory in Zwolle produces several of these trusted nutritional products for children and adults, including Ensure, Abound, and Glucerna.

For our team at Abbott Nutrition, we are looking for a Business Unit Netherlands ANI

Core responsibilities:

Sales & Division Margin / Business Planning

Achieve Plan Sales and Division Margin

Achieve and maintain forecast accuracy, DSO & DOH Plan targets

Develop and follow up commercial strategy to reach Division Margin and DSO targets

Develop and administer affiliate’s promotional budget

Develop pricing and relevant credit terms for hospitals, wholesalers and distributors in collaboration with Finance, approved as per company policy.

Monthly sales forecast LBE reporting and S&OP in collaboration with Demand Team

Develop and execute GMI annual plans for continuous affiliate’s profitability improvement

Establish KPIs and monitoring process for tracking margin affiliate performance and development.

Manage business channel pricing strategy and hospital tenders

Commercial Leadership

Develop and implement effective sales strategies to achieve business goals

Manage and lead Netherlands organization including directly managing sales team

Build and maintain strong relationships with key customers and stakeholders

Monitor and analyze sales performance metrics to identify areas for improvement

Provide training, coaching, and support to the team

Develop and maintain the knowledge, customer engagement skills, and business insights of account sales representatives to build a high-performing ethical sales team

Define commercial strategy across business channels and resources allocation

Coordinate the preparation of annual marketing Plan and individual product strategies for new product launches in collaboration with brand managers

Control and coordinate the development of marketing programs as well as the strict implementation of all the promotional campaigns from sales force, distributors and co-promotion partners

Analyze market and therapeutic area data. Gather competitive information and anticipate development. Identify key environment trends and value chain. Identify key value/demand drivers. Collect existing info from different sources and stakeholders. Benchmark industry practices

Strategic Focus & Key Opinion Leader Development

Develop and execute affiliate’s annual business strategy and relevant LRP in alignment with Area’s and Division’s direction.

Follow up industry trends and changes in the local health care system that could impact the business. Prepare strategic plans to maximize opportunities or avoid/balance negative impact

Develop and maintain rapport with key opinion leaders and key stakeholders within the payor group to identify trends, competitor activities and new opportunities in the marketplace.

Spend required time in the field as agreed in annual goals developing relationship with customers

The profile:

Bachelor's and/or university degree, preferably with a background in nutrition/medical/healthcare

Experience in the pharmaceutical/medical technology/food sector and with hospital specialists and/or dieticians.

Commercial sales experience 7 years

At least 3 years of commercial line management experience

Proficiency in Dutch and English

Strong past trajectory of delivering business results

Analytical ability to discover the key strengths and development needs of team members, both individually and as a whole team, and identify development actions

Ownership, holding self and teams accountable for the quality of execution

Comfort with complexity, critical thinking and problem solving (mental agility)

Description of work:

30% Provide Leadership to the team members

30% Field visits with sales team and KOL development

40% Business Planning & Internal Processes

If you’re looking for a dynamic workplace, working in a global environment where you can grow and make a difference, we’d love to hear from you!

How do you apply?

We would like to receive your response if you are interested in this vacancy, and you recognize yourself in the above profile. You can apply with your CV and motivation via our website. For more information, please contact Niels Dijkstra via recruitment.netherlands@abbott.com