Regional Tenders Director Abbott Laboratories

Abbott Established Pharma are looking for a Regional Tenders & Institutional Accounts Director position based in Dubai. This position holder will collect, maintain and leverage Tender Data to align with Strategic Tender Planning and Management. If you’re interested in this recently announced vacancy, submit your application without any delay.

Responsibilities of Regional Tenders Director

Collect and Manage Data

• 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 and Leverage 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.

Create Frameworks and Integrate Knowledge Base

• Articulate the “problem statements”, envision the framework of analyses.
• Leverage knowledge to align product and market messages to meet customer needs.
• Create framework to articulate Abbotts’s value proposition, RWE, health economics and outcomes.
• Integrate knowledge of industry, Abbott capabilities.
• Develop and institutionalize framework of analysis, forecast, budgeting for tender sales.
• Analyze Data to Develop Insights, Solve Problems, and Identify Growth Opportunities.

Perform Data Analysis

• 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.
• Perform complex scenario analysis to forecast tender win probabilities basis past tender data, Abbott cost structures, Abbott supply situation and other tender criteria.
• 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.
• Develop Strategic Plan.

Develop Strategic Business Plans

• 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.
• Nuance opportunities to shape tenders, policies and award criteria by facilitating improvement of tender specifications, tender process to optimize overall healthcare outcomes for community and government.
• 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 Tactical Business Plans

• Create bid strategies (customer meetings, tender shaping, tactics, resources) to win high probability tenders.
• Review bid/negotiation process & result (include internal and customer feedback).
• Develop strategy to maximize participation, revenue and profitability from tender sales through decisions w.r.t which tenders to participate, must-win based on internal capabilities and market dynamics.
• Ensure mutual contract compliance (volume pull-through).
• 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.
• Benchmark Abbott’s strategy vis-à-vis competitors and understand parities and differences.
• Plan and Execute Tenders.

Plan Pre – RFP

• Perform tender screening to identify and plan all tender opportunities.
• Get pre-approvals on pricing, documentation and supply.
• Anticipate, understand and integrate/update internal processes and documentation to align with changing bidding processes and policies (e.g., maintain in advance internal documentation up-to-date and ready for different types of tender submissions).
• Establish a standard tender preparation, submission and follow-up process that enables junior members to manage tenders relatively independently.
• Develop metrics informing lead and lag indicators on tender management.

Manage RFP

• Gather and review ITT & identify detailed requirements.
• Develop tender operating plan/tender calendar once a year for tender strategy, tactics, demand forecast, and supply assessment based on opportunities and protect against competitive threats.
• Create templatized programs for tenders across formats and segments.
• Get approval for various workflows for cross-functional review & approval.
• Set pricing & complete business case.
• Finalize differentiated bid/negotiation package by demonstrating in-depth understanding of stakeholder’s expectations and follow the approved negotiation strategy and qualify assumptions at the beginning of the dialogue.
• Drive and encourage a win-win mindset to drive negotiation outcomes.
• Develop negotiation playbook.

Develop Response to Bid

• Propose an appropriate bidding price strategies to maximize win rates and optimize profitability.
• Consolidate & deliver bid/negotiation package.
• Present / discuss / negotiate with customer where needed.
• Identify and plan effective cross functional interfaces to drive high-quality tender submissions.
• Align internal stakeholders with external stakeholders to fulfil orders at the planning stage.

Track Bid

• Track and monitor ongoing and expected tenders across all levels (national, provincial, city levels).
• Track award and competitor intelligence.
• Communicate outcome & prepare contract implementation.

Manage Tender Fulfilment

• Drive tender process to ensure accurate documentation and timely and quality submissions and follow-ups for rebidding, negotiations.
• Monitor demand, supply and forecast; mitigate impact of supply issues.
• Anticipate inventory build-up or supply shortage to improve tender performance and margins.
• Coordinate with relevant teams (e.g., finance, supply, medico-marketing, planning) to fulfil tender requirements (pre and post tender).
• Ensure timely implementation for winning bids e.g., additional documentation/financial obligations, sales to individual hospitals for quota fulfilment, on-time in full supplies, timely collections.

Drive Program Management Excellence

• Develop and monitor program KPIs, drive reviews to improve tender program coordination to monitor performance.
• Establish tender program management excellence, harmonize program management approaches, standards, reporting frameworks.
• Develop Relations with Government Officials and Procurement Committees to Shape Tenders and Grow the Tender Channel.

Build Long Term and Sustained Relationship with Internal and External Stakeholders

• Develop, maintain and enhance relationships with key decision makers in local markets such as govt. officials, procurement committees at various levels.
• Leverage relationships decision makers and key stakeholders in local markets to understand changes in bidding processes, drive and shape bid strategies and shape tender wins.
• Leverage relationships with external key decision makers to influence policies to improve public healthcare deployment and optimize healthcare spends while providing quality care.
• Develop, maintain and enhance relationships with Abbott stakeholders to execute tender channel strategies.
• Set the tone and template for a harmonized ‘One Abbott’, institutionalized, way of communication and relationship building.

Lead Case Presentations

• Recognize, facilitate, and deal effectively in challenging communication situations, both externally and internally, where participants seek different outcomes.
• Adapt communication to drive desired outcomes.
• Lead case presentations to hospitals and tender decision-making authorities.
• Manage and Deliver Profitable Tenders.

Manage Budget and Investments

• Identify cost effective approaches to increase margins and maximize profits.
• Invest available budgets in winning tenders in areas of strategic importance to company.
• Allocate costs across tenders for improved profitability and tender win ratio.

Manage and Achieve Profitability in P&L

• Review tender submissions and fulfilment for achievement of targeted margins.
• Develop pricing strategies to increase profits.
• Drive net revenue management initiatives.
• Manage the P&L statement for tender channel.
• Comprehend penalty policies if orders are not fulfilled timely.
• Institutionalize standard process (e.g., for cost allocation, marginal pricing) for defining winning prices across tender categories.
• Coach and Mentor Teams to drive Tender Excellence.

Coach and Mentor Teams

• Institutionalize knowledge management, data management and analytics.
• Foster an environment of fiscal responsibility.
• Develop, nurture and sustain a network of relations with external and internal stakeholders.
• Plan and execute program with rigor.
• Evangelize tender business and its criticality to Abbott’s long-term strategy.

Qualifications & Experience

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

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

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