The Opportunity
This position works out of our location in Wiesbaden (Abbott GmbH) in the Abbott Diabetes Care division that is focused on helping people with diabetes manage their health with life-changing products that provide accurate data to drive better-informed decisions.
Core Job Responsibilities
1. Lead the Sales Force Excellence (SFE) country teams for Abbott Diabetes Care EMEA to support our sales organization in its growth and maintaining its leading position in the Continuous Glucose Management (CGM) category
2. Consults with various stakeholders (e.g., sales directors, managers, Marketing, etc.) and works with senior leadership to define SFE programs, selling strategies, prioritization, targeting, and other projects to optimize profitability across the region
3. Uses knowledge of territory levers to explore sales force performance and opportunities, set and track targets and KPIs, and generate insight about the business
4. Continuing to improve customer segmentation alongside Marketing and Sales, considering both customer value and behavior, to ensure execution of segment priorities and marketing messages
5. Implements best-in-class strategic project management, addressing the interdependence of various systems, functions, and teams involved in the fulfillment of project deliverables
6. Support in the Design and the rollout of Veeva CRM as well as testing and training
7. Drive improvement in our BI sales tools (CRM, Sales Dashboards, Next-Best-Action Models etc.)
8. Maintains a high level of total market understanding and industry insight at all levels that might affect the business and collaborates cross-functionally to maintain a “big picture” view of the business, while understanding the details of each function, team, etc.
9. Develop broad and deep, cross-functional and cross-regional partnerships to maximize synergies and alignment on strategic priorities and activities
10. Perform all activities according to Abbott guidelines & policies, and ensure all activities are performed in compliance with quality system requirements
Qualifications
11. Degree in business or any other field related to the position
12. Practical experience in a similar position
13. Experience in an either above country or regional role in a major pharmaceutical country with responsibility for Commercial Excellence, and/or Salesforce Effectiveness
14. Understands competitors, the industry and market landscape when delivering market dynamic analysis to support the company performance follow up
15. Strong Knowledge of SFE processes and tools: CRM & BI tools
16. Knowledge of sales force measures and metrics as well as of the fundamental aspects of affiliate financial performance
17. Lead best ways of working when supporting marketing and sales strategy implementation in the field
18. Good understanding of the organizational processes and procedures
19. Work in a matrix style organization
20. Understanding of cultures and health care systems in the Region
21. Strong communication and presentation skills; ability to communicate in English, both orally and in writing.
22. Highly developed analytical skills; ability to synthesize and interpret Salesforce data/insights into recommendations/inputs.