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 will have access to:
1. Career development with an international company where you can grow the career you dream of.
2. 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.
3. 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.
For our team at Abbott Nutrition, we are looking for a
Business Unit Manager DACH (Germany, Austria and Switzerland)
Core responsibilities:
Sales & Division Margin / Business Planning
4. Achieve Plan Sales and Division Margin
5. Achieve and maintain forecast accuracy, DSO & DOH Plan targets
6. Develop and follow up commercial strategy to reach Division Margin and DSO targets
7. Develop and administer affiliate’s promotional budget
8. Develop pricing and relevant credit terms for hospitals, wholesalers and distributors in collaboration with Finance, approved as per company policy.
9. Monthly sales forecast LBE reporting and S&OP in collaboration with Demand Team
10. Develop and execute GMI annual plans for continuous affiliate’s profitability improvement
11. Establish KPIs and monitoring process for tracking margin affiliate performance and development.
12. Manage business channel pricing strategy and hospital tenders
Commercial leadership
13. Develop and implement effective sales strategies to achieve business goals
14. Manage and lead DACH organization including directly managing sales team
15. Build and maintain strong relationships with key customers and stakeholders
16. Monitor and analyze sales performance metrics to identify areas for improvement
17. Provide training, coaching, and support to the team
18. Develop and maintain the knowledge, customer engagement skills, and business insights of account sales representatives to build a high-performing ethical sales team
19. Define commercial strategy across business channels and resources allocation
20. Coordinate the preparation of annual marketing Plan and individual product strategies for new product launches in collaboration with brand managers
21. 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
22. 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
23. Develop and execute affiliate’s annual business strategy and relevant LRP in alignment with Area’s and Division’s direction.
24. 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
25. 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.
26. Spend required time in the field as agreed in annual goals developing relationship with customers
The profile:
27. Bachelor's and/or university degree
28. Commercial sales experience 7 years, minimum 3 years of commercial line management experience
29. Retail/e-com experience
30. Proficiency in English
31. Strong past trajectory of delivering business results
32. Analytical ability to discover the key strengths and development needs of team members, both individually and as a whole team, and identify development actions
33. Ownership, holding self and teams accountable for the quality of execution
34. Comfort with complexity, critical thinking and problem solving (mental agility)
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 position, and you recognize yourself in the above profile.