Job Description

JOB DESCRIPTION:Core Job Responsibilities

• Lead the companys commercial optimization in the pharmaceutical division of the EPD Area. This will drive efficiency enhancements in both sales and marketing.
• Partner with the country commercial teams to identify gaps in their commercial processes and execution, and to provide solutions and tools to drive best in class practices.
• Develops sales force and marketing effectiveness capabilities across all business teams.
• Evaluates and optimizes organization structure for efficiency and alignment.
• Identifies and measures KPIs that relate to critical success factors
• Aligns sales force incentive plans with Area definition of best practice
• Develops competencies of country commercial excellence managers
• Identifies and shares best practices
• Aligns training standards across the area
• Designs and provides tools and resources to enhance customer relationship management systems.
• Develops sales and marketing teams through ongoing coaching, training and development programs
• Strategic Planning & Execution - Translates strategic priorities into operational reality and catalyzes new approaches to improve results by helping others overcome resistance to change. Makes informed decisions and commits to an action after weighing alternative solutions against important decision criteria.
• Business advisor - Conveys a firm understanding of the customers business, political drivers, emerging economic, technological and regulatory conditions. Recommends course of action by sharing compelling insights based on analysis of data from multiple sources.
• Coaching and team development - Leverages the understanding of digital tools, solutions, challenges, and emerging trends to expedite individual, team and organizational productivity. Is agile in uncovering complicated business issues, discovering new opportunities and developing practical solutions that can enhance customer value.
• Digital Skill - Leverages the understanding of digital tools, solutions, challenges, and emerging trends to expedite individual, team and organizational productivity. Is agile in uncovering complicated business issues, discovering new opportunities and developing practical solutions that can enhance customer value.
• Interpersonal effectiveness - Develops influence strategies that gain commitment to ones ideas and persuades key stakeholders to take action that will advance shared interests and business goals. Establishes and sustains trusting relationships by accurately perceiving and interpreting own and others emotions and behavior.

Supervisory/Management Responsibilities (Direct Reports)

• SFE Manager
• Training Manager
• Senior SFE Executive
• SFE Executive

Minimum Experience/Training Required

• 10+ years of experience in an international healthcare business
• Solid background in sales and sales management
• Proven track record in marketing management
• Project management experience and expertise
• Advanced analytical skills
• Strategic insight into future sales trends
• Must be proficient in verbal and written communication.
• Must be driven, a team leader and possess strong business acumen and interpersonal skills.
• Successful track record in commercial leadership roles

Knowledge

• Strong commercial understanding
• Deep understanding of Go to Market strategies, sales, and marketing KPIs and metrics which track business performance, understanding the logic and rationale behind the KPIs
• Strong understanding of the sales processes and tools; knowing dynamics of distributor processes; SFE and Multi-Channel engagement market practices; deep understanding of customer segmentation, targeting approaches; integrating channel preferences; customer profiling methodologies.
• General operations and knowledge of how the core commercial processes and methodologies work and understanding of how they impact financial results
• Financial foundations - to be able to spot anomalies and to articulate the financial impact of initiatives
• Knowledge of the internal and external customers being aware of their dynamic needs and challenges
• Market understanding and competitor intelligence knowing market trends; familiarity of trends in health care, emerging business models, best practices
• People Development practices - Strong understanding and knowledge of employee development, talent creation and retention programs
• Strong understanding of competency framework and development approach
• Technology knowhow and Data Environment - Familiarity in leveraging business intelligence and data analytics tools, digital platforms, Big Data/ AI tools and derive insights from data/ reports
• Basic understanding of CRM systems, databases, data sources; data mining techniques through digital tools and dashboards; How to manage data and control quality
• Familiarity with engaging audiences through remote and digital tools
• Awareness of medical and regulatory practices impacting the local healthcare market
• High level understanding of how market research and insights operates
• Strong understanding of regional and global processes and guidelines.
• Higher education in business can be useful

Competencies

• Strategic Planning and Execution
• Business Advisor
• Coaching & Team
• Development
• Digital Skills
• Interpersonal
• Effectiveness

The base pay for this position is N/AIn specific locations, the pay range may vary from the range posted.JOB FAMILY: Sales Support & AdministrationDIVISION: EPD Established PharmaLOCATION: Malaysia
Selangor : Imazium, No. 8, Jalan SS 21/37ADDITIONAL LOCATIONS:WORK SHIFT: StandardTRAVEL: Not specifiedMEDICAL SURVEILLANCE: Not ApplicableSIGNIFICANT WORK ACTIVITIES: Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day)

Abbott