Abbott
Commercial Director - Abbott Point of Care
Abbott, Princeton, New Jersey, us, 08543
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.
Abbott Point of Care develops, manufactures and markets critical medical diagnostic and data management products for rapid blood analysis. The i-STAT System is an advanced, portable diagnostic tool that provides real-time, lab-quality results within minutes to accelerate patient-care decision-making. The i-STAT System has the industry’s most comprehensive menu of tests in a single, with-patient platform, including tests for blood gases, electrolytes, chemistries, coagulation, hematology, glucose, and cardiac markers.
POSITION OBJECTIVE:
The Commercial Director works closely with the GM, US Commercial to define the commercial vision and strategy and lead execution to deliver sales, margin, and market share goals. The Commercial Director is responsible for commercial effectiveness, distributor excellence and business analytics. The Commercial Director reports directly to the GM, US Commercial and serves as a member of the US Commercial Leadership Team. The position requires up to 25% travel.
Job Location:
This position is location at Abbott Point of Care (APOC) Global Headquarters in Princeton, NJ.
WHAT YOU’LL DO
Work collaboratively with teams to develop/enhance and deploy strategies, processes, and systems to support commercial success (e.g., sales force targeting, promotional resource optimization, pricing framework)
Drive the forecasting process (e.g., Integrated Business Planning, rolling financial forecast) in conjunction with Finance and Global Commercial Excellence
Manage the Demand Planning function and forecast accuracy
Manage and transform the Abbott Point of Care US Distribution Network including channel strategy development and network management (including financial performance and inventory management)
Provide strategic thought leadership and execution oversight to ensure best in class performance of the $80 million Abbott Point of Care US Distribution network
Lead analysis of sales force size and alignment with business strategy and market needs, making recommendations to maximize commercial impact
Collaborate with Global Commercial Operations on sales force incentive compensation planning, design, implementation, and management
Lead commercial strategic initiatives within the US Commercial teams for example, Gross Margin Improvement, Product Mix Optimization, Sales Force Alignment/Expansion, Distributor Channel Alignment
Conduct periodic business reviews to identify and address business issues and opportunities, and to ensure progress toward business objectives
Perform complex business and financial analysis (e.g., customer segmentation, marketing ROI, customer promotion responsiveness, etc.) that yields actionable insights that increase market share, sales, and margin
Lead commercial problem solving to overcome business challenges or unearth new business opportunities by identifying key business questions/issues, formulating hypotheses, collecting qualitative and quantitative data necessary to evaluate the hypotheses, performing analysis and summarizing conclusions/ recommendations with minimal guidance
Develop, optimize, and manage sales performance metrics and dashboards
Lead a team with capabilities in Demand Planning and Business Analytics
EDUCATION AND EXPERIENCE YOU'LL BRING
Required:
Bachelor’s degree in business or scientific field is required
10+ years of experience in the Pharmaceutical or Medical Technology industry covering commercial operations
Outstanding analytical skills—proven ability to identify/define business questions and issues, synthesize information from multiple sources, conduct analysis, formulate actionable recommendations, and confidently recommend a point-of-view to senior management
Strong project management skills, with proven ability to manage multiple tasks concurrently under aggressive timelines in a dynamic environment while maintaining strong attention to detail and quick recall
Strong knowledge of accounting, finance, and statistics concepts (i.e., ROI, P&L)
Excellent collaboration skills – able to navigate complex matrix within the Division and the broader Abbott organization to ensure alignment of priorities and partnership at all levels of the organization (from Sales Reps to Executive Leadership).
Experienced in managing with ambiguity; demonstrated ability to take ownership of problems, exercise sound judgment and independently determine appropriate course of action where precedent may not exist.
Adept at clearly defining objectives and priorities, establishing appropriate milestones, and leading cross-functional teams to meet and exceed goals, even under adverse circumstances.
An approachable and credible communication style, with exceptional verbal and written communication skills; to keep all levels of the organization informed, engaged, and motivated.
Intellectual agility - able to pivot based on shifting priorities and balance multiple projects seamlessly in a fast-paced environment.
Preferred:
Master’s degree in business or finance is preferred
MBA from top tier school is highly desired
Direct sales experience with revenue generating responsibilities
The base pay for this position is $143,300.00 – $286,700.00. In specific locations, the pay range may vary from the range posted.
An Equal Opportunity Employer
Abbot welcomes and encourages diversity in our workforce.
We provide reasonable accommodation to qualified individuals with disabilities.
To request accommodation, please call 224-667-4913 or email corpjat@abbott.com
Abbott Point of Care develops, manufactures and markets critical medical diagnostic and data management products for rapid blood analysis. The i-STAT System is an advanced, portable diagnostic tool that provides real-time, lab-quality results within minutes to accelerate patient-care decision-making. The i-STAT System has the industry’s most comprehensive menu of tests in a single, with-patient platform, including tests for blood gases, electrolytes, chemistries, coagulation, hematology, glucose, and cardiac markers.
POSITION OBJECTIVE:
The Commercial Director works closely with the GM, US Commercial to define the commercial vision and strategy and lead execution to deliver sales, margin, and market share goals. The Commercial Director is responsible for commercial effectiveness, distributor excellence and business analytics. The Commercial Director reports directly to the GM, US Commercial and serves as a member of the US Commercial Leadership Team. The position requires up to 25% travel.
Job Location:
This position is location at Abbott Point of Care (APOC) Global Headquarters in Princeton, NJ.
WHAT YOU’LL DO
Work collaboratively with teams to develop/enhance and deploy strategies, processes, and systems to support commercial success (e.g., sales force targeting, promotional resource optimization, pricing framework)
Drive the forecasting process (e.g., Integrated Business Planning, rolling financial forecast) in conjunction with Finance and Global Commercial Excellence
Manage the Demand Planning function and forecast accuracy
Manage and transform the Abbott Point of Care US Distribution Network including channel strategy development and network management (including financial performance and inventory management)
Provide strategic thought leadership and execution oversight to ensure best in class performance of the $80 million Abbott Point of Care US Distribution network
Lead analysis of sales force size and alignment with business strategy and market needs, making recommendations to maximize commercial impact
Collaborate with Global Commercial Operations on sales force incentive compensation planning, design, implementation, and management
Lead commercial strategic initiatives within the US Commercial teams for example, Gross Margin Improvement, Product Mix Optimization, Sales Force Alignment/Expansion, Distributor Channel Alignment
Conduct periodic business reviews to identify and address business issues and opportunities, and to ensure progress toward business objectives
Perform complex business and financial analysis (e.g., customer segmentation, marketing ROI, customer promotion responsiveness, etc.) that yields actionable insights that increase market share, sales, and margin
Lead commercial problem solving to overcome business challenges or unearth new business opportunities by identifying key business questions/issues, formulating hypotheses, collecting qualitative and quantitative data necessary to evaluate the hypotheses, performing analysis and summarizing conclusions/ recommendations with minimal guidance
Develop, optimize, and manage sales performance metrics and dashboards
Lead a team with capabilities in Demand Planning and Business Analytics
EDUCATION AND EXPERIENCE YOU'LL BRING
Required:
Bachelor’s degree in business or scientific field is required
10+ years of experience in the Pharmaceutical or Medical Technology industry covering commercial operations
Outstanding analytical skills—proven ability to identify/define business questions and issues, synthesize information from multiple sources, conduct analysis, formulate actionable recommendations, and confidently recommend a point-of-view to senior management
Strong project management skills, with proven ability to manage multiple tasks concurrently under aggressive timelines in a dynamic environment while maintaining strong attention to detail and quick recall
Strong knowledge of accounting, finance, and statistics concepts (i.e., ROI, P&L)
Excellent collaboration skills – able to navigate complex matrix within the Division and the broader Abbott organization to ensure alignment of priorities and partnership at all levels of the organization (from Sales Reps to Executive Leadership).
Experienced in managing with ambiguity; demonstrated ability to take ownership of problems, exercise sound judgment and independently determine appropriate course of action where precedent may not exist.
Adept at clearly defining objectives and priorities, establishing appropriate milestones, and leading cross-functional teams to meet and exceed goals, even under adverse circumstances.
An approachable and credible communication style, with exceptional verbal and written communication skills; to keep all levels of the organization informed, engaged, and motivated.
Intellectual agility - able to pivot based on shifting priorities and balance multiple projects seamlessly in a fast-paced environment.
Preferred:
Master’s degree in business or finance is preferred
MBA from top tier school is highly desired
Direct sales experience with revenue generating responsibilities
The base pay for this position is $143,300.00 – $286,700.00. In specific locations, the pay range may vary from the range posted.
An Equal Opportunity Employer
Abbot welcomes and encourages diversity in our workforce.
We provide reasonable accommodation to qualified individuals with disabilities.
To request accommodation, please call 224-667-4913 or email corpjat@abbott.com