Head of Commercial Operations Abbott Laboratories Dubai

  • Full time
  • Dubai, UAE
  • Posted 2 weeks ago
  • 15000-30000 AED / Month

Abbott Laboratories

Reporting to the Commercial Director METAP&CIS, the Commercial Operations Head oversees business set-up and activities of EPD Trade Sales (Rx and OTC products) and Trade Marketing across the METAP&CIS region. This includes management and development of Key Accounts (Pharmacy Chains, Distributors, Wholesalers, Hospital Conglomerates) which is critical to business success. The role requires conceptualization and execution of divisional strategy and plans pertaining to; Trade Sales (including trade marketing), Distribution, in partnership with Finance, Supply Chain Management, Demand planning, Ethical sales for promotion, Compliance and Regulatory as well as 3rd party Distribution partners. Success in this position needs to ensure financial target is achieved.

Responsibilities of Head of Commercial Operations

  • Plan, directs and controls overall group activities including Trade Sales & Distribution, Trade Marketing and 3rd party distribution.
  • Responsible for resource allocation across Trade-EPD, sets priorities and business objectives for direct reports and respective channels.
  • Coordinates activities with Product Supply, HR, Finance, Ethical Sales and other divisions for synergy opportunities.
  • Manages and develops Abbott-EPD Key Account Managers for the Trade business to build strong relationships with key customers.
  • Sets expectations in terms of distributors and key account plan development and execution. Ensure expectations are delivered and our business continues to grow ahead of the competition with these key customers.
  • Sets annual budget in alignment with the Area and monitors business performance and target achievement for sales, collection inventory levels and profit on a sustained basis. Takes corrective actions, if necessary.
  • Set the direction and evaluates (new) business opportunities (including local partnerships & licensing) at trade level to fulfill unmet customer needs and or to strengthen Abbott’s portfolio and position as preferred partner in the pharma & OTC industry. Sets foundation for above market growth with a healthy/profitable product portfolio. Help develops business case (at Trade level) for new product introductions using the agreed NBD processes.
  • Builds and cultivates high performance culture through recognition of performance, enforcing accountability for right results, appropriate talent development (attracting and retention) and living the Abbott’s Leadership Principles & Values.
  • Ensures process improvement through single activities or a program of actions within Sales, Distribution, Sales Analytics, Store Inventory & Availability, Trade Marketing, 3rd party partnerships & Human Capital.
  • Represents Abbott-EPD internally and externally to ensure smooth delivery of plans/services: And externally in industry associations.
  • Ensures that Abbott Corporate Compliance & policies and procedures are enforced within Abbott standards.
  • Responsible for adherence to local laws of business & labor engagement, FDA regulatory requirements and industry code of ethics.

Core Duties

  • Champions the trade marketing & sales effort across METAP to ensure best-in-class communication and operational effectiveness to key target audiences.
  • Achieve top-line sales and margin objectives.
  • Develop and execute the annual business plans with assigned key accounts.
  • Promotion planning.
  • Activation support.
  • Ensuring compliance of annual business plans.
  • Account profitability.
  • Supply chain management: setting up systems for order collection, execution & high degree of forecasting accuracy. Ensure fill rates of at least 95%.
  • Financial management, with overall accountability for collection, credit index, profitability and cost of sales.
  • Develop strong relationship with both internal and external stakeholders.
  • Strong collaboration with trade marketing and marketing teams.
  • Advisory role for category management, using relevant information to work with the accounts to manage the overall category to drive growth (consumer promotions, planogram).
  • Provide timely competitor intelligence & customer feedback.
  • Develop long term vision and strategy for the key accounts.
  • Provide coaching and leadership to direct reports in the team to achieve the company’s objectives.

Qualifications & Experience

Following are the requirements for the role of Head of Commercial Operations METAP & CIS at Abbott:

  • Bachelor’s degree.
  • Has at least 10 years of the pharmaceutical/OTC/Consumer sales in the region, most recently at a leadership level.
  • Must have a proven experience in operating as part of a leadership team that places high emphasis on collaborative decision-making and high degree of accountability.

Legal Counsel Abbott Laboratories Dubai

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