1+ months

Manager Sales Force Effectiveness - Abbott Diabetes Care

Alameda, CA

At Abbott, we're committed to helping people live their best possible life through the power of health. For more than 125 years, we've brought new products and technologies to the world -- in nutrition, diagnostics, medical devices and branded generic pharmaceuticals -- that create more possibilities for more people at all stages of life. Today, 99,000 of us are working to help people live not just longer, but better, in the more than 150 countries we serve.


  • Design Sales Force Effectiveness (SFE) programs to drive excellence in the commercial execution across the Area.



    • Define SFE programs and plans aligned with CALA’s vision and strategy through cross country collaboration, prioritization and alignment       
    • In collaboration with the CALA Commercial Director, Design selling strategy and targeting approach (resource allocation, sales force size, geographic deployment, promotional grid, reach & frequency, etc.)  for new product introductions and existing products ensuring alignment with ADC’s marketing strategy and portfolio positioning
    • Act as a consultant to Regional/Local Sales Managers, General/Country Managers, and Marketing Managers on appropriate commercial strategies.

      Project Management:

      • Active participation in the preparation of the CALA commercial plans to evaluate implementation and performance results of strategic regional priorities. Regular and strong communication with commercial teams to enhance commercial execution
      • Liaise with cross functional teams to identify opportunities for increasing efficiency or increasing product sales and productivity or value to customers
      • In conjunction with the CALA Commercial Director support/manage the CALA Commercial Budget


        Skills, Competency, Training, Coaching/Development & Communication:

        • In collaboration with the CALA Commercial Managers, define the competency framework for the sales force and District Sales managers to be able to assess their performance and set the criteria for recruitment in the Area.
        • Identify sales force training and development needs and support designing and implementing modules and programs to cover the identified gaps (skills, competency, etc.)
        • Development and sharing of best practices across the organization

          Systems & Processes:

          • In conjunction with IT, develop and roll out Sales Force Automation and Business Intelligence (KPIs) Processes and Tools to drive sales force effectiveness and market share gains across CALA
          • Maintain open communication with countries to assess best practices and optimize salesforce performance tracking tools

            Performance Management

            • Definition and standardization of CALA SFE KPIs measurements, application and monitoring across CALA (CALA Dashboard).
            • Active participation in country sales meeting to evaluate areas of opportunity and align CALA commercial strategies/priorities
            • Support to the definition of CALA salesforce incentive schemes.
            • Assessment of salesforce strategy implementation progress and salesforce preparedness (incl. regular Field travel in priority countries to gain deep understanding of SFE status and requirements)


              • Relevant business or life-sciences university degree; MBA preferred.
              • Commercial (Sales/Marketing) experience in a multinational healthcare company
              • SFE knowledge globally and industry wide
              • Innovative thinking: ability to identify improvement opportunities, challenge status quo and drive changes as required. Ability to drive strategic process and innovation excellence.
              • Strong analytical skills: ability to analyze data to translate market insight from internal and external sources into powerful insights
              • Strong project or program management skills and successful experience in matrix organizations
              • Business acumen and knowledge of commercial aspects
              • Excellent communication skills
              • Task group motivation & inspiration
              • Fluent in English and Spanish

                ACCOUNTABILITY / SCOPE:

                This position will impact the Division profitability on both a short and long term basis through identification and execution of Commercial Effectiveness activities and sales force Training & Development programs and innovative solutions.  To improve our commercial employee’s knowledge levels is crucial to the future success of the Division and key to enhance ADC’s reputation amongst key stakeholders. This position will play a key strategic role.  With an ever-growing importance of customer centric strategies and the orientation towards the consumer with FSL, innovative Training & Development strategies and Sales Force Effectiveness initiatives are crucial to the further development of employees within Abbott Diabetes Care.
                Job Family: Sales Support & Administration
                Division: ADC Diabetes Care
                Travel: Yes, 25 % of the Time
                Medical Surveillance: No
                Significant Work Activities: Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day)


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Manager Sales Force Effectiveness - Abbott Diabetes Care

Alameda, CA

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Alameda, CA

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