Head of Commercial Execution
Taguig City, Philippines
2d ago

Reporting to the General Manager, the Head of Commercial Execution is responsible for leading, managing and coordinating projects and initiatives as well as developing and implementing a consistent and high performing sales organisation to deliver on the strategy and long term objectives of the Philippines affiliate.

The role will :

  • Liaise between the country leadership (and regional team) and the sales execution teams to drive transformational sales initiatives, enhance sales capabilities, and collaborate with the integrated business leaders for commercial execution.
  • Success in the role will be evaluated based on sustained results

  • Define and implement a consistent sales strategy, assessing the country performance, identify initiatives for local implementation to align with regional commercial strategy and ensure efficiency and productivity.
  • The focus should be to drive sales growth of the current as well as the future portfolio within traditional business of the Philippines

    Direct Reports : 4

    Core Responsibilities :

  • Identifies and executes detailed transformational sales initiatives and projects, bringing in best practices and insights from internal and external sources (market, competition and other industries) into the design.
  • Assesses what the Philippines sales team needs to do differently, what capabilities this will require and how this compares with sales capabilities today
  • Builds best in class sales capabilities and ensures best practice sharing.
  • Communicates Philippines commercial strategy into understandable and actionable priorities for sales teams
  • Provide the sales team with leadership, organization and direction to achieve business unit, brand, distribution channels and key account sales, market share goals, pricing, margin and expense targets.
  • Institute and continue to re-engineer systems and procedures that would improve efficiency in operations of the Established Pharmaceuticals Division (EPD) business by formulating sales strategies, developing each year a strategic and annual sales force productivity improvement plan optimizing headcount, territory definition, product responsibilities, training and technology investment.
  • Lead sales team in preparation of annual sales targets, incentive targets, accounts and customer reach and call performance targets and regularly track performance, evaluate business, provide analysis and plan corrective actions.
  • Ensure proper execution of marketing programs, brand promotion plans and field activities. Regularly monitors market environment : demand forecast, hospital / accounts data, competitor activities and customer feedback.
  • Advise and assist the GM and Marketing management of customer and business issues related to growth, opportunities of business.

  • Coach, train and develop National Sales Managers. Mentor high potential employees for future greater responsibility and maintain full, highest quality sales force, coaching them to improve performance.
  • Develop and maintain rapport with key opinion leaders. Maintain excellent working relationships with all functional areas.
  • Motivate sales team and ensure adherence to Class A standards and compliance to Abbott's Ethic & Compliance standards.

  • Close partnership with Head of Trade and Key Account Managers for comprehensive knowledge of market insights and customer understanding to conceptualize and execute divisional strategies and plans to set a foundation for above market growth.
  • Support formulation of business cases for business development opportunities based on market insights. Involvement in setting direction and evaluating business opportunities to strengthen Abbott’s portfolio and position as a preferred partner in the pharmaceuticals and OTC.
  • 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 HCP salesforce to the levels needed to achieve intended growth and differentiate the team over competitors ( 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 to 12 years of the pharmaceutical / OTC / Consumer sales, 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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