The Opportunity
:
This position is based out of our Wiesbaden, Abbott GmbH, location in our nutrition business (ANI).
As Business Development Manager (m/f/d), you will be essential in securing and accelerating our nutrition business across the DACH region (Germany, Austria, Switzerland) – a strategically important area experiencing strong growth and offering substantial commercial headroom. It serves as the commercial leadership role responsible for shaping regional strategy, strengthening commercial excellence, and driving performance across diverse business models including retail, reimbursed, and B2B channels.
The role ensures Abbott’s long‑term competitive strength by delivering a unified commercial approach across three countries, optimizing pricing and contracting, expanding retail presence, leading the Swiss reimbursement transition, and identifying distributor partnerships for new B2B routes. It requires strong cross‑functional influence, strategic judgment, and the ability to deliver sustainable growth in evolving and highly competitive markets.
This position reports to Business Unit Manager, DACH.
Core Job Responsibilities:
1. Shape the DACH commercial strategy by partnering closely with teams across Germany, Austria, and Switzerland to build commercial excellence and create a clear, shared path toward sustainable growth.
2. Guide Switzerland’s reimbursement transition by designing fair, future‑ready pricing structures, preparing stakeholders for new prescribing pathways, and collaborating with homecare partners to ensure access and financial stability.
3. Lead the expansion of our retail presence in Germany, working cross‑functionally to shape channel strategies, optimize product assortments, and strengthen relationships that improve retailer and patient outcomes.
4. Evaluate and build the business case for re‑entering the reimbursed market in Germany, working with external experts to assess opportunity, access routes, pricing scenarios, and long‑term viability.
5. Support tender pricing and commercial governance by creating clear pricing guardrails, preparing thoughtful recommendations, and ensuring a balanced approach between competitiveness and sustainable profitability.
6. Identify and assess new B2B distribution partners across DACH, opening new commercial pathways that support long‑term, responsible growth.
7. Collaborate deeply with cross‑functional teams (Finance, Marketing, Medical, Supply Chain) to ensure aligned, predictable commercial execution and a unified go‑to‑market approach.
8. Stay ahead of market trends by monitoring competitor activity, reimbursement developments, homecare needs, and tender opportunities, translating insights into action.
9. Empower and support local commercial teams by providing coaching, guidance, and strategic partnership—especially for National Account Managers preparing for negotiations or tender processes.
Qualifications:
10. Bachelor’s degree required; Master’s degree preferred.
11. Minimum 10 Years + Experience in business development, commercial leadership, market access, or related roles within healthcare, medical nutrition, or medical devices.
12. Demonstrated success in pricing, contracting, negotiation, and channel development.
13. Experience operating in multi‑country or cluster commercial roles.
14. Strong financial acumen with the ability to manage margin, pricing architecture, and channel economics.
15. Experience engaging with reimbursement systems, tenders, consultants, and external partners.
16. Healthcare & Market Access Expertise: Experience working within regulated, reimbursement‑driven systems with understanding of tendering, pricing frameworks, and channel economics.
17. Regional Commercial Leadership: Proven capability in managing multiple markets and adapting strategies to retail, reimbursed, and B2B environments.
18. Portfolio & Channel Strategy: Experience in optimizing product mix, designing pricing architecture, and shaping multi‑channel growth strategies.
Our nutrition business develops science-based nutrition products for people of all ages, from helping babies and children grow, to keeping adult bodies strong and active. Millions of people around the world count on our leading brands – including Similac,PediaSure, Pedialyte, Ensure, Glucerna andZonePerfect – to help get the nutrients they need to live their healthiest life.