Gerente de Operações e Excelência Comercial - Divisão de Diagnostico Laboratorial (CRDx) - São [...]

Abbott Laboratories; São Paulo; Presencial; BRL 120.000 - 180.000; Tempo integral

Resumo da oferta

A global healthcare leader is seeking a Sales Excellence Manager in São Paulo, Brazil. This role involves driving best-in-class processes using SalesForce.com, ensuring alignment across departments, and implementing commercial management strategies. The ideal candidate should have a Bachelor's degree, at least 3 years in commercial management, and strong analytical skills. Abbott offers growth opportunities in a diverse environment. Join us to make a difference in healthcare.

Serviços

Career development opportunities

Benefits for you and your family

Recognition as a top employer

Qualificações

• Minimum of 3 years in pharmaceutical, diagnostics, or healthcare commercial management.
• Experience in diagnostics or medical devices is desirable.
• Demonstrated performance of influencing change.

Responsabilidades

• Drive frameworks for KPI measurement and analysis.
• Support and maintain SalesForce.com, capturing investment for enhancements.
• Guide implementation of Sales Cadence Process.

Conhecimentos

Team orientation

Analytical skills

Project management

Communication skills

Results driven

Formação académica

Bachelor’s degree in Science, business management or related areas

Ferramentas

SalesForce.com

CRM Management

Descrição da oferta de emprego

About Abbott

Abbott is a global healthcare leader, creating breakthrough science to improve people’s health. We’re 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
• Benefits designed to provide support to you and your family
• 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.

The Opportunity

This position works out of our São Paulo - Michigan site location in Brazil. In Diagnostics, we’re empowering smarter medical and economic decision making to help transform the way people manage their health at all stages of life. Every day, more than 10 million tests are run on Abbott’s diagnostics instruments, providing lab results for millions of people.

As Sales Excellence Manager, you’ll be responsible for driving best-in‑class standardized processes and tools to support performance excellence in SalesForce.com Utilization, Sales Cadence and Integrated Business Planning (IBP) Commercial Management Cadence in the Area.

What You’ll Do

• Responsible for driving the framework that engages the organization through relevant insights and behaviors, to achieve excellent performance through measurement and analysis of KPI’s, connecting the organization through visibility and transparency.
• Ownership of Sales Excellence tools (primarily SalesForce.com), including data stewardship and ticket resolution with Global Team. Coordination of all tool activities.
• Support and maintain SalesForce.com that aligns with global standardized support system. For a Sales Excellence, capture and prioritize investment needed to address issues or new enhancements. Enable SalesForce.com as the System of Truth for Prospective Business Opportunities: Analysis if pipeline accuracy, Analysis of pipeline health, Accuracy of Territory TAM date
• Champion implementation and adoption of the Sales Cadence Process localy by tracking, monitoring & reporting on KPI’s using dashboards to drive accountability and enable effective Root Cause Analysis and identification of best-in‑class practices.
• Support the Sales Management team in creation of action plans to achieve excellence.
• Work with (all departments) Marketing and Service to ensure full alignment with Sales Cadence, thus enabling and effective, efficient, and repeatable monthly IBP Commercial Management Process.
• Drive Monthly IBP Commercial Management Processes to ensure establishment of “One set of numbers”. Ensure clear transparency to Acquisition and Value Expansion Opportunity Plans which will enable sustainable and predictable delivery on IBP/LBE Commitment Region Level.
• Chairing the monthly Management Business Reviews (MBR) meetings
• Managing the monthly sales roadmaps provide a summary to the in-house and commercial team to drive operational excellence and accurate forecast including: Reagents, Digital Solutions, Instruments Demand Plan, Changes in core business
• Tracking and reporting of department KPI’s
• Strategic action plan for all departments to align to the country goal
• Assist in market analysis and trends (Risks and Ops)
• Knowledge of all opportunities to engage the team to drive closes
• Reporting on these areas to access capabilities and identify opportunities to improve to ensure attainment of country goal:Developing pipeline Sales Cycles Implementation Test of Record (go live)
• Report on month to month changes in Business and Market Dynamics, outlining potential opportunities and vulnerabilities through the MBR process.
• Ensure timely and effective communication and close-out of key decision made, elevations and action items arising from the region review process.
• Champion the utilization of the SAM (Strategic Account Management) process providing analysis and support of the process to align with IBP opportunity plans to ensure execution of best practices.
• Champion territory planning activities including driving the format and ensuring the team has plans to execute to the committed targets communicated in the IBP.
• Success in this role is measured by Region Sales, margin goals. Key Measures will include SalesForce.com adoption/usage completeness & accuracy plus effectiveness, sales cadence adoption & effectiveness, pipeline transparency, acquisition and value expansion win rates, integration effectiveness, value creation achievement (sales and margin) and IBP forecast accuracy.
• Instrument Demand Planning.

Qualifications

• Bachelor’s degree or equivalent experience required. Bachelor’s degree in Science, business management and business administration, or related areas.
• Minimum of 3 year track record in the pharmaceutical, diagnostics or other health care industry business with emphasis on commercial management, commercial excellence, sales force effectiveness.
• Experience in diagnostics and or medical devices business desirable but not limited to.
• Excellent product and industry knowledge
• Must be team orientated, analytical, highly organized
• Extensive experience as program / project manager
• Demonstrate business analytics capabilities and track record of contingency planning with Commercial Operation and Sales Excellence focus (preferred Sales Analytics and CRM Management).
• Results Driven - confident, thrives on hard work and consistent challenge, and is quick on his/her feet. Monitors quantitative progress measures and acts quickly on deviations from plan.
• Must have demonstrated ability to operate within a Cross Function Team.
• Demonstrated business analytical capabilities and track record of contingency planning with a Commercial Operations focus (preferable Sales Analytics and CRM Management).
• Highly organized with strong communication skills.
• Demonstrated performance of influencing change.
• Results Driven - confident, thrive on hard work and consistent challenge.
• Fluency in English and and Spanish preferred

Apply Now

Follow your career aspirations to Abbott for diverse opportunities with a company that can help you build your future and live your best life. Abbott is an Equal Opportunity Employer, committed to employee diversity.

Connect with us at www.abbott.com, on Facebook at www.facebook.com/Abbott and on Twitter @AbbottNews and @AbbottGlobal.