About Abbott
Abbott is a global healthcare leader, creating breakthrough science to improve people’s health. We’re always looking towards the future, anticipating changes in medical science and technology.
Working at Abbott
At Abbott, you can do work that matters, grow, and learn, care for yourself and family, be your true self and live a full life. You will have access to:
Career development with an international company where you can grow the career you dream of.
Benefits such as Medical and Dental Assistance, Life Insurance, Private Pension Plan, Medication Subsidy, Discount on Abbott stock purchases, among others.
A company recognized as a great place to work in dozens of countries around the world and named one of the most admired companies in the world by Fortune.
A company that is recognized as one of the best big companies to work for as well as a best place to work for diversity, working mothers, female executives, and scientists.
We offer flexible work policies that allow a healthy balance between personal and professional life
We invest in the development of our employees through training and growth opportunities
We foster an environment where every voice is heard and valued
The Opportunity
This position will potentially work out of our São Paulo, Itapeva site in the Cardiac Rhythm Management (CRM) Business. It may also be located in our sites in Colombia or México. As a global leader in Cardiac Rhythm Technologies, we focus on innovative technologies that can improve the way doctors treat people with heart arrhythmias, or irregular heartbeats.
The CRM CALA Commercial Excellence Manager is responsible for designing, implementing, and continuously improving commercial capabilities, processes, and tools that enable effective execution of business strategy and sustainable growth. The role serves as a strategic partner to Sales, Marketing, and other cross‑functional teams to enhance sales force effectiveness, optimize commercial operations, improve data‑driven decision‑making, and ensure consistent execution across markets.
This role acts as a steward of commercial best practices, performance management frameworks, and enabling technologies, supporting the organization in maximizing top‑line growth, operational efficiency, and customer impact.
Additionally, the role develops and leads value‑added commercial programs and solutions designed to elevate customer experience and ensure that commercial strategies and execution are closely aligned with true customer needs.
What You’ll Do
Account Targeting & Account Planning
Design and implement structured account targeting methodologies to ensure sales efforts are focused on the appropriate customer segments and opportunities.
Lead the development, deployment, and continuous improvement of standardized account planning frameworks and tools to drive effective territory and key account management.
Partner with Sales and Marketing to embed account planning disciplines into field execution, ensuring consistent adoption and measurable performance impact.
Commercial Design & Coverage
Define and optimize sales force structure, deployment models, territory design, and resource allocation.
Partner with Sales and Marketing leadership to design and refine commercial execution strategies aligned with business priorities.
Performance KPIs & Analytics
Establish and standardize sales force effectiveness (SFE) frameworks, KPIs, and performance review processes; monitor sales productivity and execution effectiveness, identifying performance drivers, gaps, and improvement opportunities.
Generate actionable insights through analysis of sales performance, account engagement, pipeline metrics, and market data.
Lead commercial data intelligence across Education, Marketing, and Sales functions.
Commercial Processes, Tools & Systems
Lead or support the design, deployment, and continuous improvement of commercial processes and enablement tools, including CRM and sales funnel frameworks.
Partner closely with IT and other key stakeholders to ensure scalable, user‑centric, and sustainable solutions.
Contribute to the design, administration, and continuous improvement of sales incentive compensation plans, where applicable (local, regional, and global).
Support development of sales and sales management capability frameworks, including competency models and performance standards.
Assess sales force readiness and drive targeted development programs that enhance selling effectiveness, analytical capability, and leadership skills.
Promote sharing of best practices, playbooks, and commercial excellence standards across the organization.
Review and partner on marketing materials to ensure usability, relevance, and alignment with sales execution needs.
Sales Incentives, Training & Capability Building
Contribute to the design, administration, and continuous improvement of sales incentive compensation plans, where applicable (local, regional, and global).
Support development of sales and sales management capability frameworks, including competency models and performance standards.
Assess sales force readiness and drive targeted development programs that enhance selling effectiveness, analytical capability, and leadership skills.
Promote sharing of best practices, playbooks, and commercial excellence standards across the organization.
Review and partner on marketing materials to ensure usability, relevance, and alignment with sales execution needs.
Project Management & Continuous Improvement
Drive value‑added commercial initiatives by influencing and aligning multifunctional stakeholders around shared objectives.
Apply continuous improvement principles to enhance efficiency, effectiveness, and scalability of commercial operations.
Stakeholder Management & Leadership
Act as a trusted advisor to sales leaders, commercial leadership, and functional partners.
Communicate clearly and effectively across regional and local stakeholders.
Where applicable, lead, coach, and develop commercial excellence talent, fostering a high‑performance and continuous improvement culture.
Serve as a center of expertise for commercial excellence standards, innovation, and best practices.
Qualifications
Education
Bachelor’s degree in Business, Finance, Marketing, Analytics, Life Sciences, or a related field required.
Master’s degree (MBA or equivalent) preferred.
Experience
Preferrably 5–10+ years of relevant experience in commercial excellence, sales operations, analytics, consulting, finance, or related commercial roles.
Proven experience leading or supporting commercial transformation initiatives, sales force effectiveness programs, or CRM implementations.
Language
English and Spanish Fluency
Portuguese Native or Fluency Preferred (Basic conversation at minimum)
Skills & Competencies
Strong commercial and business acumen with the ability to link strategy to execution.
Advanced analytical capability with demonstrated ability to translate data into insights and actions.
Solid understanding of sales processes, performance management, CRM systems, and commercial analytics.
Strong project management and change management skills.
Excellent communication, influencing, and stakeholder management capabilities.
Ability to balance strategic thinking with hands‑on execution in a fast‑paced environment.
Collaborative mindset with a continuous improvement and innovation orientation.
Experience with CRM platforms (e.g., Salesforce, Veeva) and related commercial technologies.
Proficiency in data analysis, reporting tools, and business intelligence platforms.
Familiarity with sales incentive systems, demand planning, or portfolio management tools is a plus.
Experience in healthcare, medical devices, diagnostics, or other regulated industries preferred but not mandatory.
Travel: 50%
Follow your career aspirations to Abbott for diverse opportunities with a company that can help you build your future and live your best life. Abbott is an Equal Opportunity Employer, committed to employee diversity.
Connect with us at www.abbott.com, on Facebook at www.facebook.com/Abbott and on Twitter @AbbottNews and @AbbottGlobal.
The base pay for this position is
N/AIn specific locations, the pay range may vary from the range posted.