Ethical Commercial Strategy Director

2 weeks ago

Ho Chi Minh City, Vietnam Abbott Laboratories Full time

**MAIN PURPOSE OF ROLE**
- Responsible for developing, directing and controlling the sales strategies and activities of the organization to achieve revenues and profit targets. Build up a professional ethical sales team via motivation, development, training, retention; and bridge the strong cooperation with Marketing and Commercial activities for Upstream channel.

**MAIN RESPONSIBILITIES**
- Direct the activities of Divisional - Upstream Sales to achieve short and long term profit, market share and/or market growth.
- Effectively manage and ensure that all ethical channel activities conform to company OEC and local government code of ethics for infant formula products; maintain and develop relationships with KOL, relevant authorities and the public; lead, motivate and coach staff to achieve set objectives; establish development plans for key staff.
- Work closely with Marketing and COMEX team to align key strategy, plan and KPI development. Implement short and long-term strategic business plans and programs to achieve various ethical channel related targets.
- Appraise findings & progress of key performance indicators and fine-tune incentive schemes when appropriate. Keep abreast with the most current nutrition, health and regulatory issues, trend and policies. Recommend on products reformulation and upgrading opportunity to Innovation team.
- Liaise with and secure support and cooperation from regional trade team and other related functions on matters related to coordination and interaction of hospital sales operations and promotional activities.
- Organize company sponsored medical, nutrition and community events to build Abbott brand image and corporate goodwill, and appropriate representing Abbott at industry, academic, and regulatory forums when needed.
- Recommend and assign territorial coverage and responsibilities of direct reports. Lead and supervise Regional Hospital team to ensure on target, high quality, and cost effective hospital promotion programs are executed, maximizing cost effectiveness, and staff is motivated on teamwork.
- Continually enhance field hospital team’s capabilities via building up systematic training roadmap and programs covering product knowledge, customer management, nutritional science knowledge, standard operation procedures, etc. to ensure the development of Hospital team member at all levels.
- Coordinate with counterparts of cross-functional to gain support and facilitate achievement of hospital field sales operation objectives. Identify new ethical channel opportunities; lead, coordinate, and motivate staff to attain these initiatives.
- Maintain necessary contact with major suppliers, key customers, industry associations and government representatives to achieve the objectives of the Division.
- Prepare, arrange for preparation of the budgets, reports, forecasts and ensure they are completed in a timely manner. Promote adherence to EHS policies, procedures, rules and regulations. Ensure employees complete all requires EHS training programs.

**_ SUPERVISORY RESPONSIBILITIES_**
- Supervise Ethical Sales Manager, Ethical Planning and Access Manager, and Ethical Operations Manager

**MINIMUM BACKGROUND/ EXPERIENCE REQUIRED**

**Work **Experience**

Experience Details

Minimum 8 years
- Seasoned in operating within healthcare professional influencer led model
- Managerial experience in pharmaceuticals or healthcare industry with reputable companies, preferably with sales/marketing and government bureau lobbying experience
- Experience in business development is a plus
- 10-15 years working in sales and marketing

**Education**

Education Level

Field of Study/ Qualification

Bachelor
- Preferably Medical or Nutrition Science

**CORE Skills Required**

**_(Top 4-6 Skills / Competencies required for role)_**
- Professional Skill_
- (_Technical skills required for role)_
- Proven experience in managing P&L portfolios of $50MM+ and a strong record of exceeding topline, bottom line and market share growth
- Ability to anticipate market trends, use insights to support business growth and expansion.
- Ability to deliver business performance through deep HCP needs, data analytics and excellent execution of short-term and long-term business plans and optimizing the processes to increase productivity.
- Proven strong team leadership capability, ability to inspire large field force in a fiercely competitive market such as Vietnam, ability to attract difficult-to-find talents through network and knowledge of the local talent market and build new capabilities for sustainable growth.
- Build strong partnership with others functional leaders to build strategies to deliver business plan.
- Behavioral / Leadership Skill_
- (_Competencies required for role)_
- Field Force Commander
- Strategic thinking and visioning
- Driving Field Force Execution with high discipline culture
- Language Skill_
- (any specific language required)_
- Good command of English
- Strong verbal and written co

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