Commercial Excellence Manager at Abbott

Rungis, Île-de-France, France

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Not SpecifiedCompensation

Mid-level (3 to 4 years), Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Healthcare, DiagnosticsIndustries

Requirements

BCom/BSc Degree
MBA desirable with preferred focus on Strategy, Marketing

Responsibilities

Oversee the implementation and monitoring of a business intelligence model to drive customer segmentation and targeting, focusing on driving sales force effectiveness initiatives
Create mechanisms and processes to capture, analyze, and use market level data to understand the competitive environment, identify growth opportunities and new customer targets, and create value propositions in cooperation with marketing and sales teams
Conduct sales target planning at account level, product level, and sales organization level in full detail
Manage sales performance measurement and KPIs
Own sales incentive plan, including managing SIP metrics and weights; translate strategic objectives into operational plans
Contribute to sales and marketing strategic decisions to positively influence sales growth
Provide Business Development support to the General Manager, including insights, competitive intelligence, dissemination of business intelligence to Senior Management Team, and contributions to strategic planning by interpreting trends and recommending business opportunities
Drive the Sales & Operations Process towards a commercial-driven mindset to drive sales and realize cost savings
Lead resource in bonus design and calculations
Educate the organization in concepts, processes, methodology, and benefits of Sales Force Effectiveness (SFE)
Validate strategic products of the affiliate through mid- and long-term profitability analysis
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, and situation/gap analysis of targeting process
Design alternative scenarios to close identified gaps
Propose and facilitate decision-making process on new sales force strategy
Provide expert involvement in geographical deployment, people implications (hire, terminate, reallocate), incentive plans review, alignment of marketing structure with resource allocation, targeting considerations, and ongoing measurement of metrics with data analysis, monitoring, and 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 (Product Managers, Sales areas, Medical, Training, Market Research)
Benchmark best practices and knowledge sharing between Core Teams
Implement planning and workshops in the affiliate; lead productivity workshops, facilitate improvement action plans, and monitor execution

Skills

Business Intelligence

Customer Segmentation

Sales Force Effectiveness

Market Analysis

Data Analysis

KPI Management

Sales Planning

Sales Performance Measurement

Sales Incentive Planning

Strategic Planning

Abbott

Healthcare solutions in diagnostics and devices

About Abbott

Abbott Laboratories focuses on improving health through various medical technologies and health solutions. The company operates in areas such as cardiovascular health, diabetes management, diagnostic testing, nutrition, and neuromodulation for chronic pain and movement disorders. Abbott's products include advanced medical devices and diagnostic tests that help healthcare professionals and patients manage health conditions effectively. For example, their cardiovascular technologies assist in heart health management, while diabetes care products enable accurate glucose monitoring without painful fingersticks. Unlike many competitors, Abbott emphasizes accessibility and affordability in its offerings, aiming to make life-changing technologies available to a broader audience. The company's goal is to positively impact global health and well-being, supported by a commitment to sustainability and a 2030 Sustainability Plan.

Lake Bluff, IllinoisHeadquarters

1888Year Founded

IPOCompany Stage

HealthcareIndustries

10,001+Employees

Risks

Departure of key leader Dr. Adamson may affect Abbott's Heart Failure division.

Integration challenges with Medtronic could impact glucose monitor-insulin pump rollout.

Thermo Fisher's microfluidics expansion may increase competition for Abbott.

Differentiation

Abbott integrates continuous glucose monitoring with automated insulin delivery systems.

Abbott's microfluidic devices streamline diagnostic processes efficiently.

Abbott's neuromodulation products target specific nervous system areas for chronic pain relief.

Upsides

Microfluidic technology offers cost-effective solutions in diagnostics.

Strategic partnerships like Abbott-Medtronic enhance product offerings and market reach.

Significant investments indicate strong market confidence in Abbott's healthcare solutions.

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