AbbVie

Director, Strategy & Business Excellence (LATAM)

Employer
AbbVie
Location
Irvine, CA, United States
Posted
Nov 10, 2020
Ref
202198
Required Education
Bachelors Degree
Position Type
Full time
Business Excellence Leader (LATAM Area)

Role description:

This role has as primary responsibility to champion Business Excellence initiatives in Area to improve the effectiveness, profitability and growth of sales and marketing functions, whilst driving customer engagement transformation. Remit includes driving improvements in SFE, adoption and utilization of VEEVA CRM, generation of business analytics & insights, sales incentive design, multichannel customer engagement, embedment of strategic/key account management; enablement of commercial capability development, implementation of new to go to market capabilities.

The employee must conduct their work activities in compliance with all relevant laws, regulations, and regulatory guidelines as well as all AbbVie policies and procedures.

Overview of responsibilities:
  • Cascade & operationalize the International Business Excellence vision and story; drive Area and local deployment of the Business Excellence strategy customizing to the Area strategy and needs.
  • Lead Local BE leads to implement and embed required improvements. Measure and publish KPIs on monthly basis in pursue of excellence
  • Collaborate with other Area brand members to execute brand strategy. At the same time, network with other Areas BE leads for best practice sharing
  • Address general commercial improvement needs in the most appropriate manner -engage relevant stakeholders as required at local, Area and international level
  • Prioritize, Support and integrate developing capabilities into business approach, i.e. SFE (S&T, SIP...) Strategic/Key account Management, Omni-channel, Analytics, CRM solutions, Trade & Pricing initiatives, C&T
  • Be the voice of Area and co-create with IBE, ISM to proactively identify marketing & SF improvements ;
  • Drive BE initiatives to improve effectiveness across Area and markets and improve coordination between sales & marketing (including but not limited to AM, strategic segmentation & targeting, territory alignment & optimization, omnichannel...) in collaboration with local BE leads
  • Support and lead Area VP, General Managers & local BE leads in making the right fact-based decisions regarding customer facing size and structures, capability development
  • Drive functional departments, countries, Area to continuously improve commercial execution


Functional Areas of responsibility - customized for Area strategy and needs:
  • SFE - Drive Area sales force effectiveness initiatives. In collaboration with GMs and local BE leads track and manage sales force performance, drive corrective actions for relevant SFE KPIs, conduct territory alignment initiatives, ensure optimal sales force size and structure for business, develop capability strategies for future portfolio needs, and drive the implementation of alternate go-to-market models across Area.
  • Segmentation & Targeting - Collaborate with IBE/ ISM/local BE leads to research, develop and define the strategy to profile, segment and target AA customers, manage the implementation of projects, identify and communicate best practice and measure success of approaches. Work with GMs, BUDs, local BE Leads to set direction for sales management that will ensure sales force effort is targeted to highest value customers aligned with business strategy. Run projects to identify optimal and code compliant coverage of key business accounts and target customer groups and collaborate with the countries to ensure resources are deployed across the Area/Country effectively to maximize the impact of the sales teams.
  • CRM - in collaboration with IBE, BE leads manage & drive adoption of evolving CRM tools (VEEVA) across Area. Own training and education to ensure compliance and rive productivity and multi-channel capability improvements.
  • Commercial Analytics - In collaboration with IBE, BE leads design & implement sales analytics to benchmark & measure sales force activity and sales momentum & growth. Take responsibility for defining and leading sales efficiency indicators (KPIs) through appropriate analysis, and support leaders with the implementation of metrics to assist with productivity & efficiency assessment at Area level.
  • Sales Incentive Operationalization - work with IBE and local BE leads to shape Sales Incentive Plans. Ensure that local SIP policies and structures are aligned with International, communicated, understood, managed and implemented in-country. Drive SIP guidelines implementation across Area to ensure competitiveness, motivational impact and drive desired behavior across countries, in partnership with IBE. Evaluate SIP health on a continuous basis to ensure alignment to principles of SIP policies.
  • Multi-channel customer engagement - collaborate with IBE, ISM, BE leads and cross-functionally to develop effective and efficient commercial channel & go-to-market strategies; to ensure in- county omnichannel capability development, resource allocation, tolls, processes and materials availability.
  • Trade channel - in collaboration with IBE team, other relevant stakeholders ensure the implementation of commercial policies across Area. Ensure compliance with distribution agreements and commercial policies. Supports on projects that that relate to commercial strategy, customer experience, channel selection and that include elements of pricing, discounting and supply. In collaboration with IBE supports commercial reviews of various countries to identify risks and opportunities relating to pricing and commercial policies.
  • Strategic/Key Account Management - Drive development and evolution of the strategic account management mindset and implement international SAM/KAM/AM strategy as per relevant maturity level across Area. In collaboration with International Functions and GMs/BUDs/BE leads establish KAM/AM processes (incl. business reviews, assessments, etc.), ensure relevant capabilities development, structures in place, supporting tools and materials availability across Area
  • Commercial Capabilities & Training - Implement commercial competency frameworks as per international strategy across Area. In collaboration with BE leads and CTMs assess capabilities, recommend and implement training interventions to drive sales & marketing excellence improvements across Area. Work with Country Training Managers and BE leads to ensure a development of a curriculum and capability development plans, supported by the commercial leadership and sales management teams. Collaborate closely with IBE team, and local HR teams, Area HR to drive design and implementation of a customer facing roles and marketing curriculum.
  • Create & lead ad-hoc strategic projects & processes to support Area top line and bottom-line growth.


Qualifications

Profile:
  • Experience in senior sales management roles, and strong understanding and experience in Key Account Management
  • Track record in Commercial Excellence / Sales Force Effectiveness / Sales Operations, preferably within a Pharmaceutical / Healthcare company
  • Strong track record of successfully building working relationships cross-functionally.
  • Strong critical thinking and problem solving skills.
  • Strategic thinking - Detail oriented with ability to take a step back and think strategically and make critical recommendations and decisions. Proven ability to ask the right questions to elicit the true business needs and understand how to most effectively support them
  • Strong analytical and consultancy skills and business acumen
  • Excellent data analysis and reporting skills.
  • Experience in Sales Coaching and Outcomes based selling - exposure to/experience in training design & delivery
  • Proven track record as an effective team builder and change leader. Ability to drive change, regardless of ambiguity.
  • Takes charge, inspires and get things done.
  • Dynamic, proactive and flexible personality.
  • Superior written and verbal presentation skills
  • Excellent relationship building, communication skills and negotiation skills
  • Strong organizational skills with the ability to consolidate and integrate a wide range of inputs
  • Self-starter attitude and track record of seamlessly executing quickly on complex projects with minimal guidance.
  • Strong bias for action and results orientation.


Job Type
Standard

Schedule
Full-time

Equal Employment Opportunity
At Allergan, we value bringing together individuals from diverse backgrounds to develop new and innovative solutions for patients. As an equal opportunity employer we do not discriminate on the basis of race, color, religion, national origin, age, sex (including pregnancy), physical or mental disability, medical condition, genetic information gender identity or expression, sexual orientation, marital status, protected veteran status, or any other legally protected characteristic.