Abbott Sales Force Effectiveness Manager EMEAP (m/f/d) in Wiesbaden-Delkenheim, Germany

At Abbott, we're committed to helping you live your 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, 94,000 of us are working to help people live not just longer, but better, in the more than 150 countries we serve.

In Germany, Abbott has more than 3,000 employees working in manufacturing, research and development, logistics, sales and marketing. They are located at Abbott`s German headquarters in Wiesbaden and its sites in Hanover, Neustadt am Rübenberge, Wetzlar, Eschborn and Witten. Alere in Cologne and Jena is now Abbott.

Abbott Diabetes Care (ADC) is looking for a Sales Force Effectiveness Manager EMEAP (m/f/d) , based in Wiesbaden.

  • Design Sales Force Effectiveness (SFE) programs to drive excellence in the commercial execution across the Area.

  • Support in the development and implementation of strategies aimed at optimizing product life cycle management

  • Analysis of the competitive landscape to prevent from threats and identify opportunities

MAJOR RESPONSIBILITIES:

Strategy

  • Define SFE programs and plans aligned with EMEA’s vision and strategy through cross country collaboration, prioritization and alignment. Monitors progress and achievements

  • In collaboration with the Head of Commercial Excellence and Business Development EMEAP, design selling strategy and targeting approach (resource allocation, sales force size, geographic deployment, promotional grid, reach & frequency, etc.) for new product introductions and existing products ensuring alignment with ADC’s marketing strategy and portfolio positioning

  • Act as a consultant and engage directly with the Regional/Local Sales Directors, General Managers, and Marketing Managers on appropriate commercial strategies.

  • Assess, coordinate and support commercial activities with the different stakeholders: payers, HCPs and patients.

Project Management:

  • Active participation in the preparation of the Sales Impact Team meetings (Sales Directors’ task team): agree on strategic direction, priorities and programs, obtain buy-in and monitor deployment and performance of sales forces across EMEA. Meet on a regular basis and ensure alignment with the Marketing Impact Team to enhance commercial execution.

  • Liaise with cross functional teams to identify opportunities for increasing efficiency or increasing product sales and productivity or value to customers

  • In conjunction with the Head of Commercial Excellence and Business Development EMEAP, support manage the EMEA Commercial Excellence Budget

Skills, Competency, Training, Coaching/Development & Communication:

  • In collaboration with the SIT Sales heads, define the competency framework for the sales force and Regional Sales Managers to be able to assess their performance and set the criteria for recruitment in the Area.

  • Identify sales force and Regional Sales Management training and development needs and support designing and implementing modules and programs to cover the identified gaps (skills, competency, etc.)

  • Development and sharing of best practices across the organization

  • Ensures appropriate pan European communication for Sales Force Excellence projects and training.

Systems & Processes:

  • In conjunction with IT, develop and roll out Sales Force Automation and Business Intelligence (KPIs) Processes and Tools to drive sales force effectiveness and market share gains across EMEAP

  • Maintain open communication with countries to assess best practices and optimize salesforce performance tracking tools

Performance Management

  • Definition and standardization of EMEA SFE KPIs measurements, application and monitoring across EMEA.

  • Active participation in the by monthly SFE reviews with the countries, establishing areas of focus and their corresponding KPIs

  • Definition of EMEA salesforce incentive schemes.

  • Assessment of salesforce strategy implementation progress and salesforce preparedness (incl. regular Field travel in priority countries to gain deep understanding of SFE status and requirements)

QUALIFICATIONS

  • Relevant business or life-sciences university degree; MBA preferred.

  • Minimum 5-7 years of sales and management experience in a multinational healthcare company.

  • SFE knowledge globally and industry wide

  • Innovative thinking: ability to identify improvement opportunities, challenge status quo and drive changes as required. Ability to drive strategic process and innovation excellence.

  • Strong analytical skills: ability to analyze data to translate market insight from internal and external sources into powerful insights

  • Strong project or program management skills and successful experience in matrix organizations

  • Business acumen and knowledge of commercial aspects

  • Excellent communication skills

  • Task group motivation & inspiration

  • Fluent in English (additional European languages are an advantage)

  • Travel up to 20%

Abbott Germany has a range and variety of jobs on offer in a positive and dynamic environment that allows you to maintain a healthy work-life balance. We provide development opportunities as part of our comprehensive Talent Management Program. Your contribution to the company’s success will be rewarded with a competitive salary package. We offer comprehensive benefits to suit the lifestyles of all our employees, from a retirement plan that is far above market average, a save-as-you-earn program, to educational scholarships for children, and health management initiatives for staff and their dependents.

Do you like the sound of this job and think you’ve got what it takes? Then send us your CV today. We look forward to receiving your application.

Discover at http://bit.ly/workingatabbottgermany why candidates choose a career with Abbott in Germany.

AN EQUAL OPPORTUNITY EMPLOYER - Abbott welcomes and encourages diversity in our workforce.

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