Abbott Regional Manager Siberia & Far East in Novosibirsk, Russia
Primary Job Function:
Supporting development and implementation of the commercial strategy for APOC in the assigned region of Russia
Coordinate collaboration with distributors SF so to maximize coverage of top potential accounts and decision makers, build/optimize and secure channel and ensure customer satisfaction
Select and manage up to 30 top potential accounts in the assigned region so to drive sales by implementing strategic selling approach
Identify key influencers in the Region among KOLs, administrators, other decision makers, collaborate with Medical/Marketing for successful collaboration plan
Ensure SF/DM effectiveness by implementing relevant tools including SFDC
Implement effective distribution collaboration approach so to benefit from long term cooperation with loyal, focused partners sharing APOC strategy. Identify and execute upon new distributor partnerships that will drive long-term growth by partnering with the commercial management
(Over) achieve market share targets and other KPIs as defined for the assigned Territory by focusing on the execution of the key strategies, marketing tactics and opportunity management.
Frequent travel within the assigned Territory to meet distributors and customers to provide support to distributors sales teams.
Analyze and regularly review business performances of the distributors on the assigned territory and developing fact based strategy recommendations to his/her commercial management
Ability to embrace, represent and promote the Abbott Mission and Culture within and outside the organization.
Ensure good business practices and adherence to local ethics and compliance procedures
Core Job Responsibilities:
Managing the distributor(s) ensuring the business partners are fully compliant and fulfilling the desired criteria in terms of performance, credibility and market reputation while also being capable of meeting the assigned sales objectives.
Map key market opportunities and make sure they are captured effectively by cooperation with Marketing, Medical Affairs functions.
Suggesting his/her commercial management and Senior Management specific sales strategies and initiatives for the assigned markets, especially targeting profitable market segments.
Maintaining an awareness of external factors (including competitors, product developments, government business initiatives, current and proposed legislation in relation to commercial activities) which impact the business. Communicating such information and any subsequent changes to his/her management, to other function involved and to Senior Management.
Working closely with his/her management in the preparation of the budgets and forecasts.
Operating as link between the Executive Management and the markets – relaying feedback related to products, market trends and activity of the competition.
Developing and maintaining an excellent understanding of the key customers/target audience to ensure that their needs are being met and that their business is retained.
Demonstrating ability to embrace, represent and promote the Abbott Mission and Culture within and outside the organization.
Performing all activities according to Abbott Compliance guidelines & policies. Display personal and professional ethics.
Frequently travel within the assigned territory
Partner with Marketing and Medical Affairs to drive local marketing initiatives such as product launches, new marketing tools, new promotional campaigns while ensuring all activities comply with the relevant Acts, legal demands, ethical standards and corporate business and safety procedures
Manage the effectiveness of distribution partners, contractors and/or agents in the region
Minimum Education and experience required:
Education Required: Higher Education; Bachelor’s degree, Master’s degree or MBA preferred
Indicate the minimum experience and/or training required to perform this job.
5+ years of demonstrated success in Managing business in the defined region by mapping, relevant account management, cooperating with distributors
5+ years of experience within Medical Devices/Life Science segment
Extensive distribution management experience
Successful proven experience of identifying, developing and collaboration with KOLs and other important decision makers
English - working level (intermediate+)
Strong problem solving techniques
Strong communication skills
Strong interpersonal skills and demonstrated leadership capabilities
Proven ability to engage with distributors and customers into discussions regarding product benefits and utilization and testing technology
An Equal Opportunity Employer
Abbot welcomes and encourages diversity in our workforce.
We provide reasonable accommodation to qualified individuals with disabilities.
To request accommodation, please call 224-667-4913 or email firstname.lastname@example.org