Abbott Director Commercial Excellence - Abbott Point of Care in Princeton, New Jersey

At Abbott, we're committed to helping people live their best possible life through the power of health. For more than 125 years, we've brought new products and technologies to the world -- in nutrition, diagnostics, medical devices and branded generic pharmaceuticals -- that create more possibilities for more people at all stages of life. Today, 99,000 of us are working to help people live not just longer, but better, in the more than 150 countries we serve.

Abbott Point of Care is a global leader in providing critical medical diagnostic and informatics products for rapid blood analysis that are intuitive, reliable, and cost-effective. Our i-STAT System is an advanced, portable diagnostic tool that provides real-time, lab-quality results within minutes to accelerate patient-care decision-making as well as optimize resource utilization for our customers and the patients that they serve. The i-STAT System has the industry’s most comprehensive menu of tests in a single, with-patient platform, including tests for respiratory, metabolic, coagulation, hematology, glucose, and cardiac function. By delivering lab-quality results in minutes, on just a few drops of blood, our i-STAT System fosters a collaborative, patient-centered environment while driving improved operational performance.

Position Summary

This is a green-field opportunity to build a Commercial Excellence organization within the disruptive, growing point of care diagnostics industry. The Director, Commercial Excellence will report directly to the DVP, US Sales and Marketing and is responsible for developing and executing strategy. You will build an organization that will improve sales processes, drive above-market growth, position APOC for short- and long-term market growth. In this role, you will continue Abbott’s 130-year tradition of bringing new products and technologies to the world that create more possibilities for more people at all stages of life.

This position will be based in Princeton, NJ.

Position Responsibilities

  • Develop a compelling vision for the function that is aligned to the overall APOC business strategy

  • Support commercial processes, ensuring alignment and integration of activities, across the Countries and Regions ensuring delivery of the Strategy in a predictable and repeatable manner

  • Build a best-in-class Commercial Excellence organization. You will assess structure and skills and ensure top talent with potential is hired and developed

  • Assess existing CRM tools and make recommendations for improvements or changes. Partner with internal teams and external vendors to ensure that changes deliver the desired impact

  • Deliver on commitments and drive continuous improvements

  • Synthesize customer and competitor insights, market and industry challenges, and APOC product solutions to position the APOC portfolio of products and services for long-term customer relationships

  • Drive business levers that need to be planned and executed at an Area Level including price increase, asset management and establishment of contract compliance.

  • Responsible for leading Region contracting and pricing strategy relative to developing a robust and disciplined pricing process to ensure compliance and increasing gross margin.

  • Drive the development of a contract compliance tool and process to ensure consistent customer adherence to revenue commitments as well as all terms and commitments within the contract.

  • Drive Area Monthly S&OP/IBP Commercial Management Processes to ensure establishment of “One set of numbers”

  • Ensure clear transparency to Acquisition and Value Expansion Opportunity Plans which will enable sustainable and predictable delivery on LBE Commitment at Country and Region Level.

  • Work with the Area S&OP champions to ensure alignment and integration of Area S&OP Processes

  • Report on month to month changes in business and market dynamics, outlining potential opportunities and vulnerabilities to close gaps and mitigate risks.

  • Ensure timely and effective communication and close-out of key decisions made, elevations and action items arising from the Area Business Review Process.

  • Ensure standardization, drive efficiency and effectiveness of business processes and foster application of best practice sharing.

  • Ensure tracking and monitoring is in place through standardized metrics & dashboards to drive accountability and action to address issues.

  • Develop internal processes for the review and execution of the sales pipeline, account opportunities and leads across the APOC business

  • Ensure sales metrics and dashboards generate market insights and methods for Commercial teams to utilize to increase productivity and exceed sales targets

  • Develop and drive Commercial Excellence programs and initiatives that result in long-term business value

Position Qualifications

  • Bachelor's degree or equivalent experience preferred. MBA is highly desirable.

  • Typically requires 7+ years of relevant experience

  • Strong leadership skills with experience building high-achieving teams

  • Comprehensive knowledge of healthcare systems

  • Strong background in Microsoft Office, Cognos & Salesforce.com

  • Strong business acumen, strategic planning, analytical skills

  • Ability to influence within the business and across the broader organization

  • Ability to challenge the status quo and serve as a change agent within the organization

  • Must have solid experience with PowerBI, QlikView and/or Qliksense

  • Must be proactive, organized and logical

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