Head of Commercial Operations - METAP & CIS - Jobs in Gulf, United Arab Emirates

Job Description

About AbbottAbbott is a global healthcare leader, creating breakthrough science to improve peoples health. Were 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.

Established PharmaceuticalsWe are committed to bringing the benefits of our trusted medicines to more people in the worlds fastest-growing countries. Our broad portfolio of high-quality and differentiated branded generic medicines reaches across multiple therapeutic areas including gastroenterology, womens health, cardiometabolic, pain management/central nervous system, and respiratory.The Opportunity Reporting to the Commercial Director METAP&CIS, the Head of Commercial oversees business set-up and activities of EPD Trade Sales (Rx and OTC products) and Trade Marketing across the METAP&CIS region. This includes management and development of Key Accounts (Pharmacy Chains, Distributors, Wholesalers, Hospital Conglomerates) which is critical to business success. The role requires conceptualization and execution of divisional strategy and plans pertaining to Trade Sales (including trade marketing), Distribution, in partnership with Finance, Supply Chain Management, Demand planning, Ethical sales for promotion, Compliance and Regulatory as well as 3rd party Distribution partners. Success in this position needs to ensure financial target is achieved.Core Responsibilities:

• Plan, directs and controls overall group activities including Trade Sales & Distribution, Trade Marketing and 3rd party distribution. Responsible for resource allocation across Trade-EPD, sets priorities and business objectives for direct reports and respective channels. Coordinates activities with Product Supply, HR, Finance, Ethical Sales and other divisions for synergy opportunities
• Manages and develops Abbott-EPD Key Account Managers for the Trade business to build strong relationships with key customers.
• Sets expectations in terms of distributors and key account plan development and execution to ensure expectations are delivered and our business continues to grow ahead of the competition with these key customers.
• Sets annual budget in alignment with the Area and monitors business performance and target achievement for sales, collection inventory levels and profit on a sustained basis. Takes corrective actions, if necessary.
• Set the direction and evaluates (new) business opportunities (including local partnerships & licensing) at trade level to fulfill unmet customer needs and or to strengthen Abbotts portfolio and position as preferred partner in the pharma & OTC industry. Sets foundation for above market growth with a healthy/profitable product portfolio. Help develops business case (at Trade level) for new product introductions using the agreed NBD processes
• Builds and cultivates high performance culture through recognition of performance, enforcing accountability for right results, appropriate talent development (attracting and retention) and living the Abbotts Leadership Principles & Values.
• Ensures process improvement through single activities or a program of actions within Sales, Distribution, Sales Analytics, Store Inventory & Availability, Trade Marketing, 3rd party partnerships & Human Capital.
• Represents Abbott-EPD internally and externally to ensure smooth delivery of plans/services: And externally in industry associations.
• Ensures that Abbott Corporate Compliance & policies and procedures are enforced within Abbott standards. Responsible for adherence to local laws of business & labor engagement, FDA regulatory requirements and industry code of ethics.
• Champions the trade marketing & sales effort across METAP to ensure best-in-class communication and operational effectiveness to key target audiences.
• Achieve top-line sales and margin objectives
• Develop and execute the annual business plans with assigned key accounts
• Promotion planning
• Activation support
• Ensuring compliance of annual business plans
• Account profitability
• Supply chain management: setting up systems for order collection, execution & high degree of forecasting
• accuracy. Ensure fill rates of at least 95%.
• Financial management, with overall accountability for collection, credit index, profitability and cost of sales.
• Develop strong relationship with both internal and external stakeholders.
• Strong collaboration with trade marketing and marketing teams.
• Advisory role for category management, using relevant information to work with the accounts to manage the
• overall category to drive growth (consumer promotions, planogram)
• Responsible to ensure that the product portfolio is relevant to drive sales in the accounts.
• Ensure executional excellence in new product launches, pack changes, price increases and promotional activities
• through robust planning.
• Manage industry interfaces and keep the organization informed about developments in the retail sector
• Develop good relations with counterparts in the industry
• Keep abreast of best practices in the industry and share with the team, so as to enhance internal system and
• Anticipate trends in the retail industry so that internal system and processes can be geared to meet the evolving retail environment
• Provide timely competitor intelligence & customer feedback
• Develop long term vision and strategy for the key accounts.
• Provide coaching and leadership to direct reports in the team to achieve the companys objectives.

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 Trade 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:

• Has 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.

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About Company

The Abu Dhabi National Oil Company or ADNOC is the state-owned oil company of the United Arab Emirates. It is the world's 12th largest oil company by production. As of 2021, the company has an oil production capacity exceeding 4 million b/d with plans to increase to 5 million bpd by 2030.