Commercial Excellence & Operations Manager – Indonesia

Abbott is a global healthcare leader that helps people live more fully at all stages of life. Our portfolio of life-changing technologies spans the spectrum of healthcare, with leading businesses and products in diagnostics, medical devices, nutritional’s and branded generic medicines. Our 115,000 colleagues serve people in more than 160 countries.

At Core Diagnostics Division we are 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.

Our diagnostic solutions are used in hospitals, laboratories and clinics around the globe. The crucial information derived from our tests, instruments and informatics systems are often the first step in patient care decision making for hundreds of health conditions from heart attacks to blood disorders to infectious diseases and cancers.

Summary :

Commercial Excellence Manager drives the commercial and business excellence by design, planning and implementation of commercial processes and initiatives to maximize top and bottom-line results Indonesia )

This role is responsible for owning Country / Region Monthly and Quarterly Business Reviews, driving best-in-class standardized processes and tools to enable commercial performance excellence on sales revenue and margin. Guides, monitors, analyses, and provides expertise on business integration and alignment.

Success in this role is measured by sales and margin goals achievement, forecast accuracy, commercial cadence adoption and program management effectiveness.

Major Accountabilities :

Ownership of Country / Region Monthly and Quarterly Business Reviews process. Report on changes in business and market dynamics, enable development of contingency plans to exploit opportunities and mitigate vulnerabilities to close strategic and business gaps. Ensure timely and effective communication and close-out of key decision made, elevations and action items arising from business reviews.

Drive forecast accuracy for sales revenue and instrument demand / placements.

Champion implementation and adoption of the commercial cadence, and customer business reviews across the territories by coaching and guiding Front-Line Sales Managers. Track, monitor & analyze sales performance to drive accountability and enable identification of best-in-class practices.

Contribute to develop of long-term go-to-market strategy for key commercial markets and strong Commercial Excellence Systems, Processes & Analytics, acting as partner between countries, region, and global teams.

Drive value creation / expansion activities and revenue realization by ensuring effective implementation of regional programs. Manages initiatives as key levers to be planned and executed across the assigned markets to enable sales growth and gross margin improvement.

Ensure alignment and effective application of sales process and related tools for both Enterprise Sales and Customer Experience teams.

Own annual rollout of global incentive plans and country specific sales performance incentive fund (SPIF) programs as well as management of tools related to the sales incentive management and calculation.

Key Relationships

• Key member of the Indonesia regional leadership team
• Solid reporting line to Director, Commercial Excellence – Asia Pacific, strong dotted reporting line to Managing Director – Indonesia.
• Collaborate closely with East Asia and APAC Finance, Marketing and Service leaders and Country General Managers to ensure full alignment with commercial cadence and key initiatives.

Qualification :