Accounts and Distribution Director Abbott Laboratories

Abbott Laboratories (Established Pharma) is looking for Regional Tenders Government Accounts and Distribution Director position based in Dubai. This is a recently published opportunity by the company and is now open for applications. The incumbent will collect, maintain and leverage tender data to align with strategic tender planning and management.

Responsibilities of Accounts and Distribution Director

• Collect and maintain tender data on tender products, tender organizations, offer prices, winning price, win rates.
• Develop data collection approaches – primary research and secondary research.
• Align data collection with requirements of strategic account management.
• Classify high and low probability tender win rates based on market access, ability to fulfil tenders of all categories.
• Manage and utilize data for tracking tenders, results, competitor information and changing compliances.
• Generate insightful data to shape and monitor ongoing development and execution of tenders.
• Institutionalize data collection approaches to gain competitive advantage.
• Manage and Leverage Tender Knowledge Base.
• Develop tender process knowledge and different bidding techniques (lowest cost, volume based, price-performance).
• Develop data, documentation and cross collaboration knowledge to drive submission of a high-quality tenders.
• Develop competition’s choices knowledge of tenders and their rationale.
• Develop frameworks for competitive intelligence and application.
• Drive best practices in tender managements and drive adoption of the same.
• Develop tender knowledge of national, provincial and city level tenders as a competitive differentiator for Abbott.

What you’ll do as Accounts and Distribution Director

• Define and set processes and frameworks to drive analytics.
• Analyze historical data on tender products, tender organizations, offer prices, winning price, win rates.
• Conduct descriptive, prescriptive and predictive analysis.
• Perform data analytics to deep dive to determine root causes for tender losses, forecast tender win probabilities, inform early and no bid calls.
• Articulate low and high win tender’s basis data analysis, competitive actions and Abbott’s internal parameters.
• Articulate ‘game changing’ action points to drive business outcomes (e.g early bid / no bid calls, propose and develop budgets and plans).
• Design and continuously improve dashboards and reports for relevance and actionability.
• Drive competitive advantage for Abbott by generating new industry first analysis.
• Understand market & customer needs and align portfolio accordingly.
• Identify and leverage key trends to develop strategies, objectives, and tactics using key performance indicators.
• Prepare strategic plans (proactive approach as opposed to reactive) for expected tenders 9 to 12 months in advance w.r.t meeting customers (tender creating bodies, pharmacists), shaping tenders, assessing cost structure.
• Develop a structured roadmap (forecast, supply plan, cost structure) to optimize tender performance.
• Set commercial policy & pricing strategy.
• Align volume & cost requirements with global supply.
• Integrate high probability tenders in operating plan (tenders with probability of win >75% into the operating plan).
• Recognize and articulate full potential strategy for Abbott in Tender channel.
• Develop customer feedback loop to increase probability to win for next round.
• Establish framework to routinely spot and drive incremental value in the tender business.
• Develop game changing approaches to convert low probability wins to high probability wins.

Qualification & Experience

Following are the requirements for the role of Regional Tenders Government Accounts and Distribution Director at Abbott:

• Bachelor’s degree.
• 8+ years of experience.

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