Abbott OPERATION MANAGER GEORGIA in Tbilisi, Georgia

Description of Position

To provide the EPD sales teams in Georgia with the leadership and direction to achieve sales, local margin and market share goals, future direction for products and business opportunities and to facilitate an environment that encourages and recognizes success and results of both team and individual levels.

Core job responsibilities:

1. 1. DEVISION MARGIN PERFORMANCE

1.1. Achieve annual sales and division margin plan and updates for the Country.

1.2. Develop and follow up commercial strategy for wholesalers in order to maximize margin, increase market share and reduce DSO.

1.3. Issue proposed forecast each month.

1.4. Approve and assist in development of tenders and proposals submitted for new and renewing contracts / agreements.

1.5. Determine/review customer service targets.

1.6. Approve all alterations to pricing, conditions, credit terms and special deals.

1.7. Assess performance levels, identify root causes and develop action plans for continuous improvement.

1.8. Maximize the profitability of the area. Review quarterly the profitability of the area and products through division P&L and product P&Ls.

1.9. Participate in S&OP meeting monthly.

1.10. Participate in pre S&OP reviews monthly (Demand Review & Financial Reconciliation).

1.11. Issue & approve proposed forecast each month as stated in S&OP policy.

2. 2. MARKETING AND SALES

2.1. Coordinate the preparation of annual marketing plans and individual product strategies for launched and new products.

2.2. Coordinate product promotional cycles to optimize the utilization of resources.

2.3. Benchmark industry practices (competitors) and other affiliates marketing programs.

2.4. Control and coordinate the development of marketing programs and implementation through the field force.

2.5. Coordinate launch of new products according to launch plan dates.

2.6. Manage inventory of products and make sure to reduce the DOH but being careful not to have a shortfall for key product groups.

2.7. Coordinate Sales Force Effectiveness activities in the Sales Force.

  1. STRATEGIC FOCUS

3.1. Develop and review the LRP of the division annually.

3.2. Follow up industry trends and changes in health care reforms that will impact the business favorably or unfavorably.

Prepare strategic plans to maximize opportunities or avoid negative impact.

3.3. Implement and monitor the standardization of sales and marketing processes and communication to supporting departments.

3.4. Achieve & maintain KPIs.

3.5. Ensure work location accuracy in the Division.

3.6. Ensure taking necessary actions in NPI process to ensure NPI timeline.

  1. OPINION LEADER DEVELOPMENT

4.1. Develop and maintain rapport with key opinion leaders and key pharmacist in the market place to identify trends, competitor activities and new opportunities.

4.2. Ensure marketing team and sales management regularly works in the field with individual representatives both for personal development and solid feedback of the strategies.

4.3. Spend required time in the field as defined in the Strategic Plan.

  1. PEOPLE MANAGEMENT

5.1 Ensure the effective implementation and follow up of Performance Excellence Program for subordinates:

-Provide direction to facilitate goal setting process in line with Corporate and Division goals; monitor progress; measure results; reward incentive/ merit payments; performance appraisals.

-Select or approve the selection and training of staff. Establish lines of control and delegate responsibility appropriately.

-Develop subordinates to facilitate succession planning.

-Develop, update and maintain position descriptions as required for relevant staff within the division.

  • Ensure realization of the core job responsibilities.

-Select and interview new recruits to the team according to the company’s recruitment & selection process.

-Effectively use orientation tools in order to orient people who are newly joint to the team.

-Prepare training and growth plan for each direct report; plan and follow up trainings.

  1. EHS (ENVIRONEMENT, HEALTH AND SAFETY) PROGRAMS

6.1. Follow EHS policies and rules

6.2. Perform EHS Core Job Responsibilities.

Scope:

  • Contributes directly to the company's revenue

  • Reports to EPD Area Manager

  • Direct Reports are employees of the affiliate

  • Responsible for the country

Expertise:

  • Education: University degree preferably in Marketing, Business Administration or a Medical field.

  • Experience: More than 5 years of Marketing and Sales management experience within Abbott or in associated company within Health Care Industry

  • Fluency in English

  • Efficient Computer Skills

Additional experience:

  • Understanding of key Industry Business models in Country;

  • Knowledge local market specifices , incl. Country Distributors, Chain’s mapping and Governmental Sectors;

  • Experience in Distributor’s and Key Account management

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