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
Regional Commercial Excellence Manager Central Europe
Central Europe is ANI cluster of 15 countries with headquarters based in Netherlands. The success of the commercial excellence team in Abbott Nutrition Central Europe is based on establishing strong commercial operations, driving data driven strategic decisions and cross-functional collaboration among key stakeholders at Area/Regional and country level.
Core responsibilities:
Regional Commercial Excellence Manager drives the business by optimizing go-to market approach and internal processes. Manager will be responsible for defining and leading commercial/sales efficiency indicators by applying efficient, relevant action- oriented and innovative tailor-made recommendations to drive sales and optimize ROI.
The role of Regional Commercial Excellence Manager will be pivotal in 4 key areas: 1) Build Commercial Excellence Strategic Planning and organizational capabilities 2) Establish data driven insight culture and robust business planning processes 3) Create efficiencies through automation and technology, ensuring data integrity and future proofing the organization capabilities. 4) Build commercial excellence team capabilities and keep accountable key stakeholders in organization for delivering business targets
Evaluate Central Europe Commercial Excellence Priorities, set up processes and tools to enable stronger commercial acumen and data driven business decision making
Build strategic partnership and communications across the organization, as required, to gain buy-in and support for commercial excellence initiatives
Lead and facilitate effective, timely decision-making to ensure quick action in response to trends, opportunities and threats to the business
Develop, implement, and monitor at cluster level incentives/compensation programs in support of sales objectives across cluster, pricing models and visual business analytics tools
Carry out strategic sales structure strategy by leading Value Universe Analysis, Concentration Curves, Overlap Analysis, Targeting effectiveness analysis, Analyses of productive frequencies
Oversees the implementation and monitoring of Sales Force Effectiveness led by SFE Manager. Working with sales managers on the bonus scheme per cycle and ensures the right calculation is made. Driving the programming related to SFE KPIs, Sizing & structure, Territory design, Account management, segmentation and targeting
Design analytical models to forecast sales and/or support and validate local affiliates models in conjunction with finance & triangulation with P&L ;
Analyze data to draw both qualitative and quantitative conclusions and convert findings into reports and make recommendations about the implications of alternative sales, marketing, and business development strategies;
Conduct ad-hoc analyses to identify competitor threats and white spaces opportunities with related quantified financial impact;
Build and sustain beneficial working relationships with internal and external stakeholders, enabling successful implementation of product strategies and tactics;
Define KPI to measure ROI and drive commercial acumen across business functions
Responsible for effective installation/configuration and operations management. Power BI integration in business day to day practice
Manage relationship with Internal (Marketing, Sales, Finance, Operations) & External (Iqvia, Nielsen etc) Stakeholders
Lead Data Architects and Developers (likely 3rd party) alongside with Global and Regional IT leads
Advanced Understanding & Usage of Data Visualization Tools (Power BI, Qlik), Data Warehousing (AWS)
Experience Managing Complex Data Projects integrating multiple data sources
The profile:
Business degree, ideally including modules in computer science (programming), statistics, or data analysis;
At least 5 years of commercial line management experience
experience in the pharmaceutical industry commercial excellence and analytics
Excellent knowledge of English
Strategic Planning & Commercial Business & Financial Acumen
Demonstrated ability to make recommendations to Leadership team based on analysis of data and information
Project management: from design to implementation, adoption and users advocacy
Advanced Understanding & Usage of Data Visualization Tools (Power BI, Qlik), Data Warehousing (AWS)
Experience Managing Complex Data Projects integrating multiple data sources
Strong Communicational Skills & Effective Stakeholder Management Experience at different level of the organization, particularly IT, Finance and Commercial teams;
Strong Data Analytical & Problem-Solving Skills
Manage relationship with 3rd parties (e.g. data vendor, consultants etc)
Detail-oriented with strong organizational, analytical and communication skills (written, verbal, and listening).
Results-driven with the ability to multi-task in a fast-paced, dynamic environment.
Ability to work to deadlines and prioritize workload; flexible when the team needs to meet a challenging deadline
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