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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 .
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.
HEAD OF DISTRIBUTION
This position works out of our UAE location in Abbott Rapid Diagnostics Division
ABOUT DIAGNOSTICS DIVISION
We’re empowering smarter medical and economic decision making to help transform the way people manage their health at all stages of life. Every day, more than 10 million tests are run on Abbott’s diagnostics instruments, providing lab results for millions of people.
Our rapid diagnostics solutions are helping address some of the world’s greatest healthcare challenges.
ABBOTT RAPID DIAGNOSTICS is part of Abbott’s Diagnostics family of businesses, bringing together exceptional teams of experts and industry-leading technologies.
WHAT YOU'LL DO
The Distributor Performance Manager is responsible for overseeing the development of RMDx-ID’s distributor network in EEMEA. The person will develop and execute enablement and engagement plans and runs the performance program for distributors, ultimately being accountable for results.
His/Her job responsibilities are grouped into DISTRIBUTOR MANAGEMENT (improving the business relationship and assuring Distributors are enabled, engaged and compliant) REGIONAL/COUNTRY MANAGEMENT (ensuring adequate presence in the market), and KEY ACCOUNT MANAGEMENT (guaranteeing that the Distributors acquire, renew, and expand the business above company plans). Other activities include VALUE EXPANSION (working together with the distributor’s team to expand product portfolio and to improve customer profitability in the distributor territory).
Job Responsibilities-
DISTRIBUTOR MANAGEMENT
Manages distributor’s performance, sales, margins and costs as required to achieve the key P&L metrics goals in the territory under his/her responsibility.
Responsible to ensure that new and existing distributors are enabled to perform the contacted services overall, with focus on business development (sales and marketing).
Find ways to drive engagement of distributors, developing a range of initiatives aiming to get distributors’ time allocated to RMDx-ID business improvement and development
Assist the distributors defining their country strategy, action plan and goals (KPIs).
Establish performance management mechanisms to detect improvement opportunity by using distributor improvement plans, renegotiations, terminations and replacements.
Responsible for tracking and monitoring EEMEA distributors’ performance, based on joint business plans, quarterly reviews and remediation actions
Ensure the implementation of this management tool into the top 80% distributors
Ensure distributor awareness of RMDx-ID’s expectations and incentivizing them to overperform versus agreed plan targets
Ensure the collation of data, preparation and publication of Distributor Performance Dashboards
Develop initiatives and track initiatives to reward the best and motivate other distributors to improve
Assure that Distributor’s orders, shipments and export/import processes are running flawlessly, making use of commercial planning tools and techniques.
Manage the Distributor inventory to assure the highest levels of service to the end customers and economic Distribution operations.
Assures Distributor conducts business in full compliance with the company code of ethics, country specific laws & regulations and US regulations such as OFAC rules.
Propose and implement initiatives aiming to improve the EEMEA RMDx-ID Regional and Country Managers’ capacity to manage distributors, not limited to partnering, negotiating, motivation and leadership techniques that will enhance their ability to sustainably develop the distributors and achieve our business goals
KEY ACCOUNT MANAGEMENT
Review Distributors’ pipeline and forecasts and advise distributors on proper remediation if needed.
Assist Distributor on Acquisition, Customer Experience, Value Expansion and other company sales strategies.
Verifies Customer satisfaction by the NPS system and by regularly visiting the end customers.
REGIONAL/COUNTRY MANAGEMENT
Executes the applicable Distributor Strategy in the Country/Region.
Cooperate with regional / country management to define the best route-to-market where distributors are required, including the number, function and profile of the partners necessary to implement the strategy
Identifies, selects and assesses (new and existing) Distributors.
Research the market to have a solid understanding of its size, players, dynamics and trends.
CUSTOMER LOYALTY
Respond to customer/ Distributors inquiries and requests in a timely fashion
Escalate inquires and requests as necessary to the appropriate department or person following Abbott process and guidelines
Display a courteous and empathetic attitude to all customers
Grow customer satisfaction levels, measured by NPS through exceptional customer service.
VALUE EXPANSION
Aid Distributors to identify and target areas, within each account, for opportunities to pursue and maximize share/ improve profitability.
Assist Distributors to maximize the chance of winning an opportunity, using role playing, Diagnostics Cycle framework, established collaterals and other techniques/ tools
Support Distributors as Subject Matter Experts (Product Specialist) to deliver more impactful presentations to customers
Prepare and participate in Quarterly Customers Business Reviews, together with Distributors.
Work in the field weekly with Distributors to help them drive their business forward by:
Making sure every country plan is effective
Ensuring every account has a plan
Checking that Distributors are using the proper tools in the “Investigate” stage to thoroughly evaluate the account
Supporting the Distributors to navigate the stakeholder ecosystem within an account
Coordinate and support activities, in association with Distributor Operations Manager, to improve and maximize Distributors Team Effectiveness.
Ensure that all activities are performed in compliance with quality system requirements
POSITION ACCOUNTABILITY / SCOPE
Reports to EEMEA Head of Commercial Operations or EEMEA Commercial Excellence Director.
REQUIRED QUALIFICATIONS
University degree, ideally in one of the following fields:
Natural sciences (biology, biochemistry, pharmacy, medicine, etc.)
Engineering (chemical, biomedical, etc.)
Management Sciences.
EXPERIENCE
10 years’ experience in Commercial functions in Medical Devices / Diagnostics for Director
10 years’ experience in Commercial functions in Medical Devices / Diagnostics for Manager
5 years as people leadership
5 years as Manager
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.
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