JOB DESCRIPTION:

Abbott Rapid Diagnostics Infectious Disease (ARDx ID) is looking for a

Commercial Operations Director EMEA

to be based in Dubai, UAE.

The Commercial Operations Director is responsible for the oversight and management of ARDx\'s business operations in the EMEA region. This encompasses a broad spectrum of responsibilities, including the development and implementation of commercial strategy, commercial excellence, and commercial execution. These responsibilities encompass critical areas such as the management of the Sales funnel, projects pipelines, demand generation, order fulfillment, customer relationship management and Channel management (Distribution, Tender, Trade Sales). Additionally, the role involves overseeing project management and driving commercial digital transformation initiatives throughout the EMEA region.

The Commercial Operation Director is expected to develop and execute divisional strategies and plans in collaboration with various departments, including Marketing, Sales, Finance, Supply Chain, Ethical and Compliance, Legal, Regulatory, and Third-party distribution partners. Success in this role hinges on achieving financial targets and ensuring the profitable growth of ARDx-ID in the EMEA region.

Core Responsibilities:

Strategic Leadership:

Formulate, execute, and oversee comprehensive strategies for Commercial Sales and Distribution.

Strategically allocate resources, including manpower, budget, and assets, to maximize their impact on key business areas. Regularly assess resource allocation to ensure alignment with changing market dynamics and emerging opportunities.

Foster coordination with various divisions, including Marketing, Finance, Sales, Product Supply, HR, and others to identify synergy opportunities.

Ensuring that the organization remains agile in responding to industry shifts and evolving market conditions.

Financial Management:

Focus on achieving top-line sales and margin objectives.

Establish Annual budgets and meticulously monitor and control costs of sales, while simultaneously maximizing profitability. Implement cost-saving measures and efficient resource allocation to achieve and sustain healthy profit margins.

Implement corrective actions when necessary to sustain business success.

Industry and Business Intelligence:

Continuously gather external data and insights from industry benchmarks and best practices to identify areas for improvement and innovation. Leverage this external information to adapt and refine strategies, processes, and operations, aiming to achieve and surpass industry best-in-class performance standards.

Leverage advanced business intelligence tools and data analytics to gain insights into market trends, customer behavior and competitor activities. Use data-driven decision-making to refine strategies, identify opportunities, and proactively respond to changing market dynamics, ensuring the company\'s competitive edge and informed decision-making.

Customer Engagement Strategy:

Craft and execute a visionary CRM strategy that transcends traditional customer engagement, focusing on building lasting and mutually beneficial relationships with key accounts.

Harness cutting-edge CRM technologies and data analytics to gain deep insights into customer behavior, preferences, and market trends, facilitating proactive decision-making and hyper-personalized interactions.

Champion a culture of customer-centricity throughout the organization to enhance the visibility into the sales pipeline, aid in opportunity prioritization, and facilitate data-driven decision-making, ultimately contributing to the overall growth and success of the organization.

Distributor Management:

Cultivate strong partnerships with distributors, emphasizing clear communication, mutual growth objectives, and performance evaluation. Regularly assess distributor performance against agreed-upon business objectives, provide support and guidance, and collaborate on strategies to enhance distribution efficiency and effectiveness.

Supply Chain and Forecasting:

Implement strategies and systems to optimize the supply chain process. Collaborate with supply chain teams to ensure seamless logistics, minimize lead times, and maintain optimal inventory levels to meet customer demand while controlling costs.

Key Account Strategy Development:

Formulate and implement comprehensive key account management strategies that encompass customer relationship management, growth initiatives, and tailored solutions to meet the unique needs of key customers.

Continuously assess and refine key account strategies to ensure they remain aligned with evolving market dynamics and customer expectations, contributing to sustained business growth and customer satisfaction.

Sales Excellence:

Implement a robust performance management system that includes regular performance evaluations, feedback mechanisms, and goal setting to align individual and team efforts with the company\'s strategic objectives. Encourage a culture of continuous improvement, professional development, and accountability to maximize the productivity and effectiveness of the workforce.

Drive process improvements across sales, distribution, sales analytics, store inventory, trade marketing, 3rd party partnerships, and human capital.

Champion trade marketing and sales efforts across EMEA to ensure exceptional communication and operational effectiveness for key target audiences.

Foster a high-performance culture by recognizing achievements, enforcing accountability for results, and investing in talent development and retention.

Business Development:

Evaluate and steer business opportunities, including local partnerships and licensing, at the trade level to address unmet customer needs and enhance Abbott\'s position as a preferred partner.

Ensure excellence in the execution of new product launches, price increases, and promotional activities through meticulous planning.

Stakeholder Engagement:

Proactively engage with a diverse range of stakeholders, cultivate strong relationships, listen to their feedback, and understand their needs to ensure alignment with the company\'s mission and values.

Serve as the face of Abbott-ARDx both internally and externally, ensuring the smooth delivery of services.

Ethics & Compliance:

Uphold Abbott Corporate Compliance, policies, procedures, and adherence to local laws, FDA regulatory requirements, and industry ethical standards.

Competencies required:

Develop and communicate a clear Vision of growth and profitability strategy that can be translated into concrete action plans by sales leaders (Strategic Thinking, Vision Formulation, Communication)

Create and sustain the needed organizational actions and momentum to successfully execute plans (Leadership, Communications, Drive for Results)

Lead the thinking of the organization in identifying opportunity areas based on market needs, trends and competitive landscape that will guide current and future growth strategies (Strategic Thinking, Customer/Market Focus, Business Acumen)

Build and expand the present capabilities of the Commercial team to the levels needed to achieve intended growth and differentiate the team over competitors (Influence, Organization building, People Development, Managing Change)

Effectively oversee salesforce operation and ensures achievement of identified key performance metrics. Identify corrective actions to address performance gaps and ensures desired results are achieved (Leadership, Problem Solving, Drive for Results, Decisiveness, Coaching)

Minimum Qualification:

At least 10 years of the pharmaceutical/OTC/Consumer sales in the region, most recently at a leadership level. Must have a proven experience in operating as part of a leadership team that places high emphasis on collaborative decision-making and high degree of accountability.

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: IDEM ARDx Infectious Disease Emerging Markets

LOCATION: United Arab Emirates
Dubai : Dubai Airport Freezone, Building 5WA, Floor 8

ADDITIONAL LOCATIONS:

WORK SHIFT: Standard

TRAVEL: Not specified

MEDICAL SURVEILLANCE: Not Applicable

SIGNIFICANT WORK ACTIVITIES: Not Applicable

Abbott