At Abbott, we're committed to helping you live your 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, 94,000 of us are working to help people live not just longer, but better, in the more than 150 countries we serve. Please note that candidates need to be eligible to work in the U.S. without Abbott sponsorship.
The LAC Sales Excellence Manager primarily job responsibilities will be to establish capabilities and tools to improve salesforce execution and management to ensure balanced and meaningful performance across the organization (both w/ growing the base business and uptake of new product launches). Areas of focus and responsibility include incentive tracking, rankings, scorecards (including p-club) / AlinIQ performance tracking / and development of reporting/dashboards to better understand bridge between A-force / pipeline and country sales forecasts / targets. More specifically, the Sales Excellence Manager will be responsible for the following:
Sales Incentive Tracking, Reporting, and Auditing:
Development and standardization of incentive tracking/reporting and creation of a cross-country performance ranking mechanism for the sales organization (including p-club, progress toward goals, new business, etc.). Potential to include project management responsibility if 3rd party support is required to implement new tracking and reporting mechanisms
Assist in the build-up of individual rep sales targets & alignment with territory sales planning
Audit of salesforce targeting at the individual rep level to ensure achievability of country and area financial goals
Partner with HR and Commercial Mgmt. to maintain standardization of goals and scoring across the Area
AlinIQ performance management including:
Creation and implementation of dashboards, scorecards, and KPIs to be used to assess performance and identification of issues to be escalated for mgmt. action / remediation
Partner with Commercial Ops Manager to assist in the build-out of the AlinIQ IBP process ensuring consistency in content and alignment to actual reported results (liaison with Finance and Com Ex)
Assist in the bridge between pipeline / A-force (CRM tool) data and country sales forecasting and Area sales targeting
Project management responsibilities to liaison with country leadership, Area finance, and third party analytical companies
Bachelor’s degree or equivalent experience required. Bachelor’s degree in Science, business management/admin, Accounting, Finance.
Requirements / Experience—
5+ years experience in finance, commercial management
Excellent product and industry knowledge, understanding of financial systems / planning, familiarity with CRM management tools
Must be team orientated, analytical, highly organized, strong communication skill, demonstrated performance of influencing change
Experience as program / project manager
Results Drive – confident, thrives on hard wark and consistent challenge, anis is quick on his/her feet. Monitors quantitative progress measures and acts quickly on deviations from plan.
Must have demonstrated ability to operate withing a cross function team
Demonstrated business analytical capabilities and track record of contingency planning with a Commercial Operations focus
Sales Support & Administration
United States > Lake Forest : CP01 Floor-5
Yes, 5 % of the Time
SIGNIFICANT WORK ACTIVITIES:
Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day)
Abbott is an Equal Opportunity Employer of Minorities/Women/Individuals with Disabilities/Protected Veterans.
EEO is the Law link - English: http://webstorage.abbott.com/common/External/EEO_English.pdf
EEO is the Law link - Espanol: http://webstorage.abbott.com/common/External/EEO_Spanish.pdf
Abbott Laboratories (Abbott) is engaged in discovery, development, manufacture, and sale of diversified line of healthcare products. The Company operates in four segments: Pharmaceutical Products, Diagnostic Products, Nutritional Products and Vascular Products. Its Pharmaceutical Products include a line of adult and pediatric pharmaceuticals manufactured, marketed, and sold. Its Diagnostic Product...s include a line of diagnostic systems and tests manufactured, marketed, and sold to blood banks, hospitals, commercial laboratories, clinics, physicians' offices, alternate-care testing sites and plasma protein therapeutic companies. The Company’s Nutritional Products include a line of pediatric and adult nutritional products manufactured, marketed, and sold worldwide. Its Vascular Products include a line of coronary, endovascular, and vessel closure devices for the treatment of vascular disease manufactured, marketed and sold worldwide. For the fiscal year ended 31 December 2010, Abbott Laboratories' revenues increased 14% to $35.17B. Net income decreased 19% to $4.63B. Revenues reflects higher sales from Nutritional Products, higher from Diagnostics products and an increase in sales from Vascular products. Net income was offset by an increase in research & development expenses and higher selling, general and administration expenses, increase in interest expense.