Director, Commercial Excellence - CRM

Thornton Tomasetti; Austin (TX); On-site; USD 149,000 - 299,000; Full time

Job summary

Abbott in the United States is seeking a Senior Commercial Operations lead for the CRM portfolio. You will enable predictable achievement of commercial objectives across the U.S. region, delivering data-driven strategies and standardized processes to meet sales and margin targets.

You will develop and implement tools for field effectiveness, build dashboards (Power BI), and guide cross-functional teams to optimize resource allocation and territory alignment across a ~1,300-person sales force.

Qualifications

• 7+ years of experience in commercial management and/or sales execution roles.
• CRM product and business process knowledge.
• Experience interfacing with senior leaders.
• Proven ability to develop business strategies that drive revenue or share gain.
• Excellent written and presentation communication skills.

Responsibilities

• Lead commercial excellence for a ~$2B business and 1,300-person sales org.
• Develop and drive sales force effectiveness tools and processes across all U.S. Areas.
• Design and implement franchise-specific sales processes and related tools.
• Create reporting, dashboards and analyses using Power BI for all sales ops aspects.
• Drive CRM customer segmentation and market coverage models with territory alignment.
• Lead cross-functional projects to improve operational excellence and productivity.
• Set up multi-channel strategy based on customer insights and market trends.
• Launch and ensure adoption of Salesforce.com in the U.S. and share learnings to future practices.
• Represent initiatives cross-functionally to enhance business intelligence across the U.S.

Skills

CRM product knowledge

Business process knowledge

Sales analytics

Cross-functional collaboration

Communication skills

Executive interfacing

Education

Bachelor's degree in relevant field

Tools

Salesforce.com

Power BI

Job description

Abbott is a global healthcare leader that helps people live more fully at all stages of life. Our 122,000 colleagues serve people in more than 160 countries.

JOB DESCRIPTION

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’ll also have access to: Career development with an international company where you can grow the career you dream of Employees can qualify for free medical coverage in our Health Investment Plan (HIP) PPO medical plan in the next calendar year An excellent retirement savings plan with high employer contribution Tuition reimbursement, the Freedom 2 Save student debt program and FreeU education benefit - an affordable and convenient path to getting a bachelor’s degree 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

Responsible for enabling predictable achievement of Commercial objectives across the U.S. Region for Cardiac Rhythm Management (CRM). Delivers strategies and process improvements using data, business intelligence and analytics that result in increased revenue and profitability. Partners closely with sales leadership and cross-functionally to identify, develop and deploy standardized systems and process to ensure sales and margin targets are met.

What You’ll Work On

Lead and develop commercial excellence principles that support ~$2 billion business and influences field execution for >1,300-person sales organization. Develops and drives implementation of sales force effectiveness tools and process and ensures traction across all U.S. Areas. Guides the development, implementation, and adoption of the franchise-specific sales processes and related tools for use by managers and field personnel. Designs and implements innovative strategies through the development of business solutions concepts that maximizes customer access to Abbott CRM portfolio of products to include Power BI. Develops reporting, dashboards and analysis of all aspects of sales operations, gained market experience and knowledge to make recommendations that impact the Areas commercial strategy. Drives CRM customer segmentation strategy and analysis , implements market coverage models to include call planning and territory alignment, analyze sales force resource allocation, all to ensure maximizing of resources. Manage/lead key cross-functional projects to improve operational excellence and productivity. Set-up and implementation of the multi-channel strategy based on customer insights and market trends in the device industry in alignment with the marketing strategy and company objectives. Manages reporting and sales dashboards with relevant metrics and KPI’s. Represents Commercial key initiative projects cross-functionally to enhance overall analysis and insights capabilities to create consistent approach to business intelligence across the U.S. Launch, train, support and ensure adoption of Salesforce.com application in the U.S. Provides analysis and implications of key learnings to be applied in the development of future best practices as related to sales and marketing practices, KPI’s, selling skills, sales management training.

Required Qualifications

Bachelor’s degree in relevant field. Minimum 7 years of experience in commercial management and/or sales execution roles, preferably in the medical device industry. Demonstrated business analytical capabilities and a track record of contingency planning with a Commercial Operations focus. Previous experience interfacing with Senior Leaders. Proven experience building and implementing business strategies that result in revenue and/or share gain. Prior experience managing programs or projects with proven success. Results-driven with ability to influence and effectively interact with cross-functional teams. Creative problem solver with strong interpersonal skills with capacity to work across boundaries using formal and influence skills. CRM product and business process knowledge. Excellent communication skills in both written and presentation methods.

Preferred Qualifications

Prior experience in a business consulting role. P&L responsibility.

The base pay for this position is $149,300.00 – $298,700.00

In specific locations, the pay range may vary from the range posted.

JOB FAMILY: Sales Support & Administration DIVISION: CRM Cardiac Rhythm Management LOCATION: United States > Austin : 8701 Bee Caves Rd ADDITIONAL LOCATIONS: WORK SHIFT: Standard TRAVEL: Yes, 25 % of the Time MEDICAL SURVEILLANCE: Not Applicable SIGNIFICANT WORK ACTIVITIES: Keyboard use (greater or equal to 50% of the workday)

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 is about the power of health. For more than 135 years, Abbott has been helping people reach their potential — because better health allows people and communities to achieve more. With a diverse, global network serving customers in more than 160 countries, we create new solutions — across the spectrum of health, around the world, for all stages of life. Whether it’s next-generation diagnostics, life-changing devices, science-based nutrition, or novel reformulations, we are advancing some of the most innovative and revolutionary technologies in healthcare, helping people live their best lives through better health. The people of Abbott come to work each day with relentless energy, enthusiasm and a promise to enhance the health and well-being of millions of people. They push the boundaries to help manage and treat some of life’s greatest health challenges. We invite you to explore opportunities at Abbott, to see if your talents and career aspirations may fit with our openings. An equal opportunity employer, Abbott welcomes and encourages diversity in our workforce.

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