Job Description

Abbott is a global healthcare leader that helps people live more fully at all stages of life. Our portfolio of life-changing technologies spans the spectrum of healthcare, with leading businesses and products in diagnostics, medical devices, nutritionals and branded generic medicines. Our 114,000 colleagues serve people in more than 160 countries.

Commercial Excellence Manager

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’ll also have access to:

• Career development with an international company where you can grow the career you dream of.

• Employees can qualify for free medical coverage in our Health Investment Plan (HIP) PPO medical plan in the next calendar year

• An excellent retirement savings plan with high employer contribution

• Tuition reimbursement, the Freedom 2 Save student debt program and FreeU education benefit - an affordable and convenient path to getting a bachelor’s degree.

• 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.

• 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.

The Opportunity

The Commercial Execution Manager role will lead the collection and analysis of market data in order to determine segmentation, penetration, opportunities and metrics to define growth strategies and monitor execution.   The role will help to understand customers , competition, market demands and collect real-time data to increase sales and market share, reduce risks and provide a competitive advantage. Additionally, the role will be in charge of the Sales Force Effectiveness and Training function.   The role is expected to be based in J55 Toxicology in Lake Forest, Illinois . The role reports to the Senior Director, Commercial.  

What You’ll Work On

• Develop and implement a structured continuous process to collect, analyze and diagnose risks and opportunities across customers, competitions and business segments

• Lead the acceleration of sales force selling skills for Occupational Health

• Define and standardize the recruitment profile for USWP sales representatives and sales managers. Define and standardize the training plan for USWP sales representatives and sales managers. Define and standardize the career development plan for USWP sales representatives and sales managers

• Define and map the selling process for each customer segment, business segment and related product focus

• Lead the diagnosis and continuous optimization of sales force effectiveness, across sales training practices. Lead the implementation of a sales training calendar to establish a standardization for selling skills and optimization plan

• Develop reliable identification of high-return/high-priority business opportunities, validated through the appropriate integration of key data inputs

• Visualize customer data, customer insights, competitive data and sales force data in a visually simplistic way for monthly reporting and stakeholder management

• Collaborate with sales managers and stakeholders to create mapping, hierarchies, and supporting processes in alignment with territory definition, segmentation, and targeting programs

• Respond to ad hoc reporting requests

• Manage stakeholder expectations, balancing requests with what is possible/realistic and in alignment with Sales Force Effectiveness objectives/programming

• Leveraging data warehouse and business intelligence tools (e.g., PowerBI, SalesFOrce.com, Cube) to extract data and provide appropriate reporting/data visualization

• Adhere to compliance and regulatory expectations

• Lead robust analysis of data to inform high-return/high-priority business opportunities, validated through the appropriate integration of key data inputs

• Shape, develop and execute a training strategy according to company guidelines through the implementation of a training road map

• Identify and diagnose performance gaps in the sales organization

• Monitor implementation of and adherence to sales and training programs by collaborating with Sales Managers, Sales Reps, and other stakeholders through regular meetings and dialogues

Required Qualifications

• Bachelor’s degree

• 10 years of proven experience in market intelligence roles, designing, implementing and extracting information from different data sources and market studies, as well as analyzing and translating insights into concrete business strategies

• Strong background in research methodologies, data science and database analysis

• Strong understanding of sales environment (5 years)

• Prior experience leading the area of sales force effectiveness (evaluation and tracking of sales force activities, territory design, segmentation and targeting), as well as experience in the leadership of sales training

• Demonstration of turning insights into action and simplistically visualizing and summarizing complex sets of data

• Role Requires effective communication skills with all levels of management, inside and outside of finance

• Candidate must possess strong PC/system skills; specifically Excel and PowerPoint with the ability to learn new systems quickly.

Preferred Qualifications

• Prior Abbott experience working in an Abbott division at the country level is a strong plus

• Analytical and problem-solving skills; ability to identify and concisely communicate the business implications of forecasts and actual results

• Excellent communication, interpersonal skills and adaptability to different cultures and communication styles as this role interfaces across countries all over the world

• Ability to visualize demand planning reporting and insights

• The individual must be highly motivated and have a desire to innovate. The ability to work independently and proactively identify improvement opportunities is essential

• Candidate should be able to work under pressure, consistently meet deadlines and direct activities on several projects at one time

Learn more about our health and wellness benefits, which provide the security to help you and your family live full lives:

Follow your career aspirations to Abbott for diverse opportunities with a company that can help you build your future and live your best life. Abbott is an Equal Opportunity Employer, committed to employee diversity.

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The base pay for this position is $97,300.00 – $194,700.00. In specific locations, the pay range may vary from the range posted.

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