Abbott Commercial Operations Excellence Director in Shanghai, China
1.POSITION: Commercial Operations Excellence Director
3.FUNCTION: Commercial Operations Excellence
4.REPORTS TO: General Manager
5.DIRECT REPORTS: SFE Manager,
Market Research Manager
6.EDUCATION REQUIREMENT: University degree, preferably in science or business, MA and above is a plus
Develop and lead processes to improve the efficiency and effectiveness of sales force activities
Increase the efficiency and effectiveness of sales force activities with a focus on 3 core processes: (1) sales force performance management (2) sales force structure(3) sales stimulation programs to drive top-line growth
Develop best practice sharing platforms, including development of onboarding programs, training materials and its implementation
Align efforts across the commercial teams
Track performance continually on a set of KPIs via a Dashboard, and identify impact of changes on sales force efficiency and effectiveness
Educate the company in the concepts, processes, methodology and benefits of SFE, inlcuding subject matter expert on:
Resource allocation optimization
Sales force strategy and structure
Targeting strategy design and implementation
Assist in the development of a self sustaining high performance organization that consistently achieves sales growth goals
Responsible for relevant market share projection, reporting and analysis.
Design and own the process of sales force incentive plans and reward & recognition programs
Develop competencies of local managers in business analysis, planning and reporting.
Manage Market Research, Business Intelligence and CRM budgets
Partner with management team on opportunities for strategic planning, development, and implementation
Participate in monthly S&OP, annual budget Plan/ Update cycle/LRP meetings.
Design and provide tools and resources (SFE/SFA) to enhance business reach to key customers to ensure success and assess performance of sales team. Develop solutions to problems within budgetary constraints.
Ensure high levels of customer satisfaction through market research and strategic contact with key customers, associations and government representatives.
Develop sales and marketing teams so they are able to achieve their goals through ongoing coaching, training and development programs, sales and marketing meetings.
Implement a relevant performance management system to provide regular feedback and evaluation on performance. Identify performance gaps and implement development / growth plans as needed.
Monitor and evaluate the performance and the efficiency of marketing campaigns. Make recommendations on optimization of ROI, where needed.
Industry experiences: 10+ years of experience in an international healthcare business
Position experiences: Solid background in sales combined with commercial background (marketing, financial skills, etc.)
Proficient in verbal and wirtten communication
Fluency in english (written and spoken)
Computer Skills: Working knowledge, especially good at Word, Excel and PowerPoint
Other Special requirement:
Project management experience and expertise
Experienced in cross functional roles in matrixed organizations
Advanced analytical skills, strategic thinking and the ability to anticipate future trends and opportunities
Must be driven, a team leader and possess strong business acumen and interpersonal skills
Successful track record; has shown demonstrable results in their career
KEY PERFORMANCE INDICATORS
Quality and Effectiveness of SFE Data support and consulting
People Attrition Rate
Develop and maintain the effective interaction with Sales and Making team
People management & development
COMPANY Leadership Profile/Competencies
COMPANY Core Values
Sales Support & Administration
China > Shanghai : 388 Nan Jing Road West
SIGNIFICANT WORK ACTIVITIES:
Abbott is about the power of health. For more than 125 years, Abbott has been helping people reach their potential — because better health allows people and communities to achieve more. With a diverse, global network serving customers in more than 150 countries, we create new solutions — across the spectrum of health, around the world, for all stages of life. Whether it’s next-generation diagnostics, life-changing devices, science-based nutrition, or novel reformulations, we are advancing some of the most innovative and revolutionary technologies in healthcare, helping people live their best lives through better health.
The people of Abbott come to work each day with relentless energy, enthusiasm and a promise to enhance the health and well-being of millions of people. They push the boundaries to help manage and treat some of life’s greatest health challenges.
We invite you to explore opportunities at Abbott , to see if your talents and career aspirations may fit with our openings. An equal opportunity employer, Abbott welcomes and encourages diversity in our workforce.
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