​T his position works out of our Wiesbaden site, Abbott GmbH in the Core Diagnostics division.

The Area Commercial Operations Excellence Manager (m/f/d) is responsible to drive Sales Excellence and Profitability Improvement to achieve margin expansion; and drive the Integrated Business Planning (IBP) Process as a means of achieving forecast accuracy and execution excellence within an Area.

This will be achieved by follow-up and execution of key processes, ownership of the effective utilization of Power BI-dashboard, and an effective learning in place to support the Sales organization.  Global Strategy execution and repeatable predictable forecast accuracy will be monitored through the Monthly Area IBP Commercial Management Process.

The role has responsibility for integration of Commercial Execution activities and Value Creation Project Portfolio; New Product Management and Commercial Business Planning governance.

Major Accountabilities

• Ensures that all activities are performed in compliance with quality system requirements.
• Area Lead of Commercial Excellence tools. Enable MyDASH (CRM tool), as the System of Truth for Prospective Business Opportunities.
• Support implementation and adoption of the Sales Cadence Process across the Area / Regions by driving utilization and adoption of MyDASH sharing of best practices and execution of mitigation activities; coordination of activities in-Region, and in association with Area stakeholders.
• Advocate of all tools’ activities.  Support and maintain the tools for the Area that align with the global standardized support system.  Capture and prioritize investments needed to address issues or new enhancements.
• Champion Commercial Excellence across the Area through learning and developments, assessment, and coaching initiatives.
• Support business levers that need to be planned and executed at an Area Level, including price increase, asset management and establishment of contract compliance.
• To ensure delivery of the Strategy in a predictable and repeatable manner, support commercial processes, ensure alignment and integration of activities, across the Countries and Regions in the Area, relative to the Commercial strategic pillars of the Area.
• Drive Area Monthly IBP Commercial Management Processes to ensure establishment of “One set of numbers”.  Ensure clear transparency to Acquisition and Value Expansion Opportunity Plans which will enable sustainable and predictable delivery on IBP / LBE Commitment at District, Country, Region and Area Levels.
• Work with Region and Area Sales Leadership, Marketing and Service Teams to ensure full alignment with Sales Cadence in-Region, thus enabling an effective and efficient IBP Commercial Management Process.
• Lead Product Management Initiatives (including Instrumentation and Reagents), focusing on Commercial Enablement readiness, Customer Conversion and Demand Management activities.
• Report on month-to-month changes in business and market dynamics, outlining potential opportunities and vulnerabilities to close gaps and mitigate risks.
• Ensure timely and effective communication and close-out of key decisions made, elevations and action items arising from the Area Review Process.
• Ensure standardization, drive efficiency and effectiveness of business processes and foster application of best practice sharing.  Work with Commercial Teams at Area and Country / Region Levels to identify Process or Learning Gaps.  In turn work with relevant Stakeholders to identify improvement plans.  Establish appropriate metrics to monitor and support flawless Execution.
• Apply continuous improvement processes such as Lead Six Sigma as applicable.
• Support and mentor Country / Regional Commercial Operations Excellence Managers.
• Success in this role is measured by Area Sales, Margin and EP goals.  Key Measures will include MyDASH effectiveness, Pipeline Transparency, Acquisition and Value Expansion Win Rates, Integration effectiveness, Value Creation achievement (Sales, Margin and EP) and IBP Forecast Accuracy.

Qualification

• Bachelor’s degree or equivalent experience required.  Bachelor’s degree in Science, Health Care Administration, Business Management or Business Administration.
• Minimum of 3-5 years track record in the diagnostic industry with an emphasis on commercial management and front-line sales execution in diagnostic and/or medical device business.
• Extensive experience as program / project manager
• Previous manager level experience with interfacing with General Managers
• Sales / Sales Management experience is a plus
• Demonstrated business analytical capabilities and track record of contingency planning with a Commercial Operations focus (preferable Sales Analytics and CRM Management)
• Demonstrated performance of influencing change
• Highly team oriented, with strong analytical and strategic thinking skills
• Must have demonstrated ability to lead a cross-functional team
• Results-driven – confident, thrives on hard work and consistent challenge, and is quick on his/her feet.
• Monitors quantitative progress measures and acts quickly on deviations from plan
• Highly organized with robust communication skills
• Fluent in English