Head of Commercial Operations EPD APAC

JOB DESCRIPTION:

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.

We are committed to bringing the benefits of our trusted medicines to more people in the world’s fastest-growing countries. Our broad portfolio of high-quality and differentiated branded generic medicines reaches across multiple therapeutic areas including gastroenterology, women's health, cardiometabolic, pain management/central nervous system, and respiratory.

Primary Job Function:

The Head of Commercial Operations is a key member of the APAC Abbott EPD regional Team, reporting to the Commercial Director. This role is responsible for leading a diverse organization focused on supporting the development and implementation of channel / sales / trade marketing/ e-commerce strategies, along with the identification, assessment, and realization of commercial opportunities designed to maximize the performance of Abbott brands across markets, channels and customers.

This role is responsible for anticipating evolving trends within the pharma industry, assessing current go-to-market models and establishing Abbott EPD’s strategic direction whilst driving the execution of commercial strategies by leading cross TA and cross-country task forces to:

• Challenge, adapt and improve our current go-to-market models to best-in-class standards
• Drive change to introduce new optimal operating model to drive channel penetration
• Support bold innovative partnership projects to accelerate new launches and sustain Abbott EPD business in key markets in order to maximize the value to the patients, external stakeholder and to Abbott in the emerging markets region

The Head of Commercial Operations will directly oversee the execution of the Commercial strategy including development/implementation of Go-to-Market strategies, 3rd Party Management, trader marketing and channel management while identifying and building needed eCommerce capabilities across the region to ensure EPD success.

Core Job Responsibilities:

Channel Management and Optimization

• Identify channel strategies and channel operating model for APAC region and support markets for local channel strategy and implementation plan development by understanding distributor landscape & identify areas for improvement by market
• Strengthen and grow Abbott’s brands across key distribution channels by Leading / contributing to various functional and distribution projects and initiatives
• Provide and govern the framework and process for local markets’ channel strategy and execution plan development
• Ensure channel strategy execution through KPI monitoring and provide regional management team with meaningful insights   
• Ensure adequate Distribution support through Channel Capability Building, while redefining / assessing / benchmarking the competencies required for distribution roles
• Drive capability building for APAC affiliates by focusing on distributor selection, engagement & performance management
• Develop commercial & trade solutions, supporting the execution of 3rd Party Management in APAC across covering: Distribution Agreements, Promotion & Outsourcing Agreements, & Wholesale Agreements
• Establish an expanded network of contacts to share best practices, expertise and business insights across the affiliates and other areas

Tender Management

• Define the tender strategy and tactical initiatives for APAC region and establish clear and measurable objectives and KPIs. Measure performance, progress and impact and periodically report performance to senior management and key stakeholders
• Partner with key markets to ensure transparency on all upcoming tender opportunities for Abbott portfolio 9-12 months in advance and ensure proactive and strategic tender planning and involvement of all required supporting functions to enhance our probability to win
• Partner with key internal/external stakeholders to procure and optimize COGS and coordinate supply chain management and process alignment to maintain supply continuity and reliability
• Advance APAC tender capabilities, by developing, evolving and improving the effectiveness of the tender’s operational capabilities, processes and tools at hand to be successful in their tender business and maximize growth opportunities
• Drive innovation and lead change to continuously improve the organizations tender capabilities and partner with regional and local stakeholders to tender revenue objectives

Trade Management

• Build best-in-class strategies and support markets in the effective implementation of the initiatives for the Abbott portfolio across critical distributor channel with close collaboration with the global, regional and local Marketing Team and the Sales Managers
• Support markets in the planning, execution, tracking, and analysis of all aspects related to managing commercial relationships with strategic account to support the company strategy with customers to achieve short-term and long-term goals
• Facilitate and work closely with global / regional / affiliate to become “the bridge” between Marketing and Sales team as the channel expert to ensure right strategies and initiatives are implemented across key channels (retail, ecommerce, private hospitals, distributor/wholesaler and government channels) in all anchor markets
• Assess and monitor the impact of commercial decisions on the brand, customer and channel P&L and measure and track strategies that yield the greatest returns, whilst ensuring appropriate resources are identified and allocated accordingly
• Proactively partner with local affiliates for business transforming initiatives, such as cultivating and expanding strategic partnerships programs with pharmacy chains, and other strategic accounts that leads to the successful implementation joint business plans
• Partner with global / regional / affiliate marketing team for the ideation, planning, budgeting, production and implementation of all in store activities, including point of sales material, promotion and product / category communication to support the sales team. Collaborates with sales team to effectively present the brands, the products and the marketing initiatives to their customers
• Evaluate product, customer and channel pricing strategies across key markets to maximize sales revenues through the active management of discounts from the headline ("list") price down to Net Sales Price (NSP)
• Evaluates and presents business case & cost/benefit analyses to the regional Finance / local commercial teams to facilitate sound business decision-making
• Partner with global / regional / affiliate marketing and digital teams to develop ecommerce strategy and tactical plans that uses digital resources to achieve brand objectives i.e. driving new sources of competitive advantage, growth, and value creation
• Work with regional marketing team to lead the identification and implementation of digital initiative (including e-commerce)  which will enhance the customer experience and drive future business growth and internal efficiency. Develop appropriate systems processes, methods and metrics and effectively use technology and relevant data to track performance and inform key stakeholders

Requirements:

• Master’s degree in Business/Marketing/Commerce
• MBA preferred
• Robust Commercial experience with having had direct responsibility in the past for some or all the following key commercial areas (Sales & Marketing, Tenders Management, Retail & KAM, Distribution & Trade and eCommerce)
• Strong preference for experience/results in countries in the region
• 5+ years Management experience (team and project management) preferably in the pharmaceutical industry
• 8+ years of Commercial Leadership experience required preferred in Emerging Markets
• 5+ years of Sales Management experience is required
• Experience in Branded Generics and/or Fast-Moving Consumer Goods (FMCG) and/or Retail preferred
• Possess general management with strong financial and commercial background; understanding of sales & marketing, manufacturing/supply and understanding of cost structures
• Entrepreneurial mindset with the ability to create a compelling business case based on structured analysis across multiple factors e.g. volume, value, risk, price referencing, stakeholder management
• Commercial Acumen with a clear Customer Focus, ability to modify strategy plans according to market dynamics and internal changing requirements
• Leadership and People Management, providing expert guidance to the commercial area and allocates appropriate amount of time and resources for completing the work
• Working understanding of the distribution and transportation industries, negotiations, claims management, supply chain experience, customs/documentation and compliance knowledge
• Strategic Orientation coupled with a Winning Mentality
• Structured persuasive selling and strong management negotiation skills with 3rd party distribution and transportation companies
• Team player - Works collaboratively with colleagues to achieve commercial area goals
• Decision-making based on strategic development and comprehension skills
• Impact & Influence - ability to influence teams without direct management
• Sales skills gained in practical environment
• Understanding of brand marketing and brand planning
• Knowledge of Basic Finance (Budgeting and reporting) + Business development / Business planning
• Ability to document insights, bridging Abbott’s brands’ strategy with Channel customers
• Ability to translate the strategies into actionable / realistic engagement plans to ensure a profitable growth

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.

The base pay for this position is

N/A

In specific locations, the pay range may vary from the range posted.

     

JOB FAMILY:

Sales Support & Administration

DIVISION:

EPD Established Pharma

LOCATION:

Singapore > Singapore : DUO Tower

ADDITIONAL LOCATIONS:

WORK SHIFT:

Standard

TRAVEL:

Yes, 20 % of the Time

MEDICAL SURVEILLANCE:

Not Applicable

SIGNIFICANT WORK ACTIVITIES:

Not Applicable