Head of Trade

JOB DESCRIPTION:

About Abbott

Abbott is a global healthcare leader who is creating breakthrough science to improve people’s health. We always look towards the future, anticipating medical science and technology changes. We are dedicated to expanding access to our trusted medicines in some of the world's fastest-growing countries. Our extensive portfolio includes high-quality, differentiated branded generic medicines that cover various therapeutic areas, such as gastroenterology, women's health, cardiometabolic health, pain management/central nervous system disorders, and respiratory diseases.

Working at Abbott

At Abbott, you can do work that matters, grow and learn, care for yourself and your family, be your true self and live a whole life. You will have access to:

• Career development with an international company where you can grow your dream career.
• A company recognized as a great place to work in dozens of countries worldwide and named one of the most admired companies by Fortune.
• A company recognized as one of the best big companies to work for and the best place for diverse working mothers, female executives, and scientists.

The Opportunity

• The Head of Trade is a key member of the leadership team in FAC , based in Algeria within the Established Pharmaceutical Division.
• As the Trade head at Abbott EPD FAC, you will shape and execute our trade vision and strategy, leading the Trade teams across FAC . You will foster an integrated Trade , creating innovative value propositions and digital solutions to establish Abbott as the most reputable partner for trade customers and build strategic relationships with them.
• You will be accountable for managing the financial objectives of the trade team, driving profitable growth, and enhancing brand visibility and recommendation rates by optimizing local trade structures, driving operational efficiency, adapting global projects, strengthening brand presence, implementing SOPs and best practices, coordinating with cross-functional teams, and overseeing inventory levels.
• Additionally, you will identify new trade opportunities, monitor market conditions, and adjust trade strategies. Ensuring high levels of customer satisfaction.

Head of Trade Key Responsibilities:

Team Leadership:

• Play a crucial role in shaping Abbott FAC's trade vision, strategy, and leadership as an integral member of the country's leadership team.
• Oversee, coach, and develop the Abbott-EPD Trade teams (Sales, Marketing, and E-commerce when applicable ) across FAC, ensuring they achieve their professional development goals. Foster seamless and integrated business planning while promoting a culture of continuous improvement and high performance.
• Cultivate and enhance the trade marketing mindset and capabilities of the Abbott-EPD Trade sales team  to build strong relationships with key customers.

Operational Strategic Leadership:

• Develop and implement aTrad strategy in the cluster to optimise trade in all channels, aligned with the Global Strategy, market dynamics, and local objectives.
• Create value proposition projects to boost sell-out and drive profitable growth in Trade & e-commerce channels, cross-functionally aligned with the country’s vision and strategy.
• Execute innovative Trade Marketing tactics such as merchandising recommendations, materials, and patient support programs to enhance Abbott’s brand availability, visibility, and recommendation rates.
• Collaborate with local and regional Brand Marketing Teams, identify the brand's priorities, and bring field insights to translate brand strategy into Trade initiatives.
• Enhance local trade structures to match market potential and optimize the route to market.
• Adapt global projects to maximize brand performance across channels and build pharmacy advocacy.
• Strengthen brand presence in all channels to increase brand and corporate SOV, improving visibility and monitoring progress.
• Negotiate with key accounts to ensure trade support & customized offerings.
• Map the pharmacy market landscape.
• Coordinate locally with Marketing and Sales to roll out marketing initiatives such as new launches, new trade channels, and promotional campaigns.

Relationship Management:

• Establish and maintain strategic relationships with key trade customers, wholesalers, and pharmacies.
• Liaise with key purchasers in retail pharmacies and wholesalers, optimizing services to benefit Abbott.
• Train and support pharmacy staff to enhance their capabilities and ensure consistent product messaging.
• Conduct quarterly business reviews with key customers to assess performance and identify growth opportunities.

Financial and Performance Management:

• Set and manage the annual budget aligned with sales and marketing for key accounts, ensuring expenditures stay within plan.
• Establish and monitor KPIs for key activities, driving corrective actions to achieve financial objectives as needed.
• Develop and manage the trade budget, ensuring efficient resource allocation.
• Analyze sales data, market trends, and competitor activities to identify improvement areas and drive growth.
• Prepare performance reports to senior management, providing actionable insights and recommendations.

Operational Efficiency and Inventory Management:

• Optimize Trade operations using data analytics, automation & advanced technology solutions when applicable.
• Implement SOPs and best practices to enhance operational efficiency, reduce costs, and improve performance metrics.
• Coordinate with cross-functional teams to ensure seamless operations and alignment with objectives.
• Oversee inventory levels to ensure timely product availability, collaborating with distributors and stakeholders to optimize supply chain operations, minimize stockouts, and manage inventory costs.
• Develop and implement a demand forecasting model to maintain safe inventory stocks.

Compliance and Quality Assurance:

• Ensure compliance of all trade activities with relevant Acts, legal demands, trade standards, and Corporate Business and Safety procedures.
• Address and resolve compliance issues promptly to avoid supply chain disruptions.

Market Research Strategy:

• Conduct market research to identify new trade opportunities, emerging trends, and competitive landscapes.
• Monitor market conditions and adjust trade strategies to maintain a competitive advantage

Customer Satisfaction:

• Ensure timely and accurate order fulfilment to meet customer expectations.
• Promptly resolve pharmacy-related issues to maintain high levels of customer satisfaction.
• Implement customer feedback mechanisms to improve service quality continuously.

Qualifications:

• Education:

• Bachelor's degree in pharmaceutical Science, Business or a related field.
• Advanced degrees or certifications in business administration, Marketing, Sales, public health, health economics, or health policy are advantageous.

• Experience:

• Extensive experience and leadership positions in managing sales, marketing  (at least 2 years), Customer excellence, or logistics, preferably Trade marketing and OTC management experience within the pharmaceutical industry, and expertise in inventory systems.
• In-depth industry knowledge gained from experience in a multinational company.
• Strong Experience in North and west Africa market.

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:

Algeria > Algiers : Micro-Zone d'activité Hydra

ADDITIONAL LOCATIONS:

WORK SHIFT:

Standard

TRAVEL:

Yes, 75 % of the Time

MEDICAL SURVEILLANCE:

No

SIGNIFICANT WORK ACTIVITIES:

Not Applicable