Jefe Comercial at Abbott

Santiago, Santiago Metropolitan Region, Chile

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Not SpecifiedCompensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Farmacéutica, Cuidado de la saludIndustries

Requirements

Formación Profesional en Ingeniería Comercial o Administración

Responsibilities

Liderar al equipo de KAMs de Especialidad y Primary Care, definiendo objetivos, priorizaciones y lineamientos de trabajo, desarrollando las capacidades del equipo: coaching, formación comercial, análisis de brechas y gestión del desempeño
Acompañar en terreno al equipo, monitoreando la ejecución comercial, cumplimiento de planes y correcta relación con clientes clave
Supervisar las relaciones comerciales con Servicios de Salud, Corporaciones, Hospitales, Clínicas, Municipalidades y stakeholders de cada una de estas
Gestionar negociaciones tácticas y estratégicas, asegurando el cumplimiento de políticas comerciales y de precio
Asegurar la correcta segmentación de clientes, priorización de oportunidades y seguimiento de planes de cobertura
Velar por la ejecución del pre-marketing y las actividades de marketing médico en coordinación con los PMs
Coordinar con el Jefe de Licitaciones la participación del equipo comercial en procesos de licitación, procesos de consultas
Planificar junto al Backoffice la preparación de antecedentes técnicos y administrativos requeridos
Implementar acciones de participación, seguimiento de ofertas, monitoreo de multas, plazos, entregas y performance de contratos institucionales
Asegurar un flujo eficiente de información entre terreno, licitaciones, logística y backoffice
Supervisar el cumplimiento de procesos críticos: seguimiento de stock, control de series, XML, despachos, alertas de rupturas y devoluciones
Validar junto a Control de Gestión los forecasts, proyecciones, demanda institucional y oportunidades comerciales
Analizar KPIs comerciales y operacionales: ventas, participación, recaudación, desviaciones, performance de portafolio y comportamiento competitivo
Diseñar e implementar planes comerciales trimestrales y anuales (CCM / ADS / LBE)
Levantar oportunidades y riesgos del canal, proponiendo acciones correctivas y mejoras para garantizar el cumplimiento del presupuesto
Participar activamente en proyectos transversales de la división (eficiencia operativa, digitalización de procesos, etc.)

Skills

Key technologies and capabilities for this role

Liderazgo de equiposEstrategia comercialGestión de ventasKAMPrimary CareEspecialidadGastroenterologíaSalud de la mujerCardiometabólicosManejo del dolorSistema nervioso centralVías respiratoriasPosicionamiento de marcaCumplimiento de metas

Questions & Answers

Common questions about this position

Is this a full-time position?

Yes, this is a full-time employment position.

Where is this position located?

The position is located in Pedro de Valdivia, Providencia, for the Established Pharmaceuticals Division (EPD).

What are the main responsibilities of the Jefe Comercial role?

The role involves leading the KAM team for Specialty and Primary Care, defining objectives, accompanying the team in the field, supervising commercial relationships with health services and stakeholders, managing negotiations, ensuring client segmentation, and coordinating with marketing and bidding teams.

What is the company culture like at Abbott?

Abbott emphasizes doing meaningful work, professional growth, learning opportunities, family care, authenticity, and a fulfilling life. It is recognized as a top workplace globally, admired by Fortune, and excels in diversity, working mothers, female executives, and scientists.

What experience makes a strong candidate for this role?

Strong candidates should have leadership experience in commercial teams for specialty and primary care channels, skills in team coaching and performance management, expertise in commercial negotiations with health services and institutions, and ability to coordinate across marketing, bidding, and backoffice functions.

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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