Job Description

JOB DESCRIPTION:

Abbott is a global healthcare leader, creating breakthrough science to improve people\xe2\x80\x99s health. We\xe2\x80\x99re always looking towards the future, anticipating changes in medical science and technology.

Abbott Molecular is a leader in molecular diagnostics and the analysis of DNA, RNA, and proteins at the molecular level.

Primary Function:

• The Commercial Effectiveness and Channel Manager position in AMD APAC is tasked with the responsibility of driving channel strategy and execution across the region (distributor and direct markets), leading Customer Account Management and Sales force excellence across APAC, delivering integrated business insights by coordinating data/insights from IBP/pricing/salesforce/account mgmt. as well as managing strategic projects (eg end-of-life project mgmt., product portfolio and life cycle management projects).
• This position works with the Country Managers / Enterprise Sales Managers to ensure flawless execution of commercial actions across channels (in both direct as well as distributor markets) and customers (identifying key accounts, profiling and planning and tracking customer close and sales) and assures compliance and conformance with policies and commercial strategies set by AMD globally.
• The role is a key point of contact between the APAC Regional team and the Global Commercial Excellence team in both providing information / analytics / insights on the AMD APAC channel, customer and sales force topics as well as taking global initiatives onboard and driving them through the region.
• The role is an important leadership position in the AMD APAC team, given the complexity of the many go-to-market models within the region as well as the geographic and customer diversity in play across tertiary hospitals, large centralized commercial labs and stand-alone local labs.

Main Responsibilities:

Driving channel strategy and execution across the region including distributor management

• Establish channel strategy by market in line with long range growth plans for AMD APAC for direct and distributor markets
• Set strategic Direction for Distributor Business in APAC including network planning, performance benchmarking and IBP integration
• Annual Financial Planning and Long-Range Plan
• Sales and instrument placements forecast
• Structuring and optimization of distributor contracts/agreements
• Business Reviews & Pipeline Management
• Incentive Programs
• Service & Training Support Programs
• Value Creation Initiatives
• Launch of New Products/Platforms
• Tracking and Report of KPIs including sell-in and sell-out data
• Selection and onboarding/off-boarding of distributors

Customer and Key Account Management

• Developing and implementing a key account management process across APAC involving customer segmentation, customer profiling, planning, storyboard and tracking of customer sales closes and sales perfromace
• Work with country teams to ensure the KAM process is implemented across all territories and followed up regularly in terms of account closing and performance
• Customer account implementation - Tracking and action planning (sales stage by key account, won/loss tracking, mitigation plan) on regular basis

Sales force Excellence

• Develop and establish a sales force excellence process across APAC to measure sales force activities and performance via standardized KPIs
• Support sales force in identifying areas of improvement for sales calls and activities and develop an action plan to close gaps

Strategic Initiatives and Product Portfolio Management

• Evaluation and execution support of global strategic projects, specifically in the area of Gross Margin Improvements as related to channel partners
• Partner scorecard management and insights generation
• Roll out of commercial excellence initiatives for maximization of Alinity m performance
• Coordinating APAC level strategic projects that have impact on long-term business health such as product portfolio and life cycle management projects

Interaction/ Communication

Internal: Country Managers, Sales force, Logistics, Finance, Marketing, Commercial Excellence, Technical Service, General Management

External: Distributors, Customers (Public & Private)

Requirements:

• Bachelor\'s Degree in Business, Marketing, Sciences or related disciplines. MBA degree is advantageous.
• 12-15 years of experience in commercial Sales/Marketing experience, within healthcare - diagnostics/medical devices/pharma industry
• Distributor/ channel partner management experience required
• Knowledge and working experience of SEA countries such as Vietnam, Thailand, Indonesia
• Contract management experience preferred
• Analytics experience (PowerBI, Salesforce) is advantageous
• Strong project management skills
• Strong communication, negotiation, influencing and stakeholder management skills
• Good problem solving skills - Ability to analyze and evaluate projects, situations or results of business. Evaluation of market, opportunities and risks, and decision making. Ability to balance competing priorities for best possible business outcome.
• Good project management skills

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: AMD Molecular

LOCATION: Singapore
Singapore : DUO Tower

ADDITIONAL LOCATIONS:

WORK SHIFT: Standard

TRAVEL: Not specified

MEDICAL SURVEILLANCE: Not Applicable

SIGNIFICANT WORK ACTIVITIES: Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day)

Abbott