Abbott Director, Global Sales Effectiveness in Santa Clara, California

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 103,000 colleagues serve people in more than 160 countries.

Structural Heart Business Mission: why we exist

Our business purpose is to restore health and improve quality of life through the design and provision of device and management solutions for the treatment of structural heart disease.

We aim to lead the markets we serve by requiring the solutions we offer customers provide an improved benefit/risk profile as compared to existing standards of care; a performance threshold that by definition, guides and ensures the productive output of our engineering, business development, and clinical research efforts result in outcomes that advance the standard of care.

Position Summary

The job purpose and scope of the Director, Global Sales Effectiveness is to lead through direct and/or coordinated effort the implementation of sales management best practices and field force adoption of the product/franchise specific sales processes intended for implementation of Structural Heart’s highest priority strategies. This role will reside in Structural Heart headquarters in Santa Clara, California and will be expected to work closely with the Global Commercial leaders for EMEA, US, APAC, CALA, and Global Marketing leadership. This role is considered critical to ensuring business strategy is executed effectively in the Commercial space and business model and marketing assumptions are evaluated and adjusted based on sales performance and Field force feedback.

Description of Job Scope

This position is responsible for:

  • Guiding the development, implementation and adoption of the franchise specific global Sales processes and related tools for use by managers and field sales personnel. Expectations include responsibility for coordinating with global marketers and commercial leaders to drive execution alignment of established sales processes and sales training initiatives across all geographies. This includes auditing of compliance with strategic intentions, ensuring alignment of annual operating goals with marketing strategies, implementing as required the supporting technical systems, and leading change management efforts where needed, and finally analysis/communication of related commercial insights.

  • Designing, sourcing, administering and overseeing functional skills-based learning programs that result in enhanced sales effectiveness. A primary objective is the development of curricula to achieve these aims and the annual update of this document to maintain relevance. In most instances achievement of this work will require cooperation with HR and/or peer Commercial leaders. Minimum knowledge expectations for commercial teams will include Structural Heart business values, mission and strategic objectives, and Structural Heart defined sales management competencies and best practices.

  • Providing analyses and implications of key learnings to be applied in the development of future best practices as related to sales and marketing practices, KPI’s, selling skills, sales management training.

  • Mastery of Structural Heart management systems including SmartSheet, SFDC, BI and other systems as designated will be required.


  • BA/BS degree, MBA desirable with preferred focus on Strategy, Marketing and Finance.

  • 10 plus years of successful sales and/or sales management experience and or, 10 plus years of progressively responsible experience in Consulting/Project Management with the following specific experience: Line responsibility and/or project experience in the Commercial area (country/brand/functional strategies, execution/implementation of efficiency programs, change management, business process re-engineering).

  • Experience in Medical Device or Structural Heart industry is preferred.

Key attributes considered necessary for success

  • Ability to work collaboratively, internally and externally.

  • Ability to manage/prioritize multiple projects and adapt to a changing, fast-paced environment.

  • Ability to lead a team and work in a group environment, including interaction with Senior / Executive level leadership.

  • Must be highly analytical; possess strong interpersonal skills including influencing, negotiation and teamwork skills.

  • Must possess excellent oral and written communication skills.

  • Must be process oriented and understand the relationship and necessity of process to strategy.

  • Experience with digital sales tools, execution tools, and sales force automation.

  • Ability to think strategically, develop frameworks and platforms that ensure optimal and unfettered access to business tools, assets and capabilities Demonstrated management skill.

  • Proven ability to employ various flexible communications vehicles to drive messaging across a broad, varied and dispersed commercial organization.

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