Regional Commercial Operations Manager at Abbott Laboratories

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, nutritionals and branded generic medicines. Our 114,000 colleagues serve people in more than 160 countries.

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’ll also have access to:

• Career development with an international company where you can grow the career you dream of.
• Free medical coverage for employees* via the Health Investment Plan (HIP) PPO
• 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

This position works out for our facilities in Lake Forest IL, in the Core Diagnostics Division. 

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.

What You’ll Work On

Primary Objective of Position

The Regional Commercial Operations Manager is responsible to establish the monthly Integrated Business Plan (IBP) that aggregates the individual district and territory sales activities.  In alignment with Sales Driver components / levers, the Manager will monitor and support the revenue execution activities to deliver the commitment through close process ownership for Customer Transition Journey and Value Expansion.  Work at the field level, with individual Front Line Sales Managers and their respective teams, to establish Contingency Plans to offset all Business Risks and identify opportunities for improvement in Business Outcomes.

Major Accountabilities

• Ensure that all activities are performed in compliance with quality system requirements.
• Area Ownership of MyDASH and inCOMMAND Tool data integrity in collaboration with US Commercial Excellence Leadership.
• Champion the enablement, utilization and thus adoption of inCOMMAND BI tools to support Customer Experience Teams to realise revenue commitment in a Planned and Controlled manner with a clear focus on District / Territory Management, Pipeline Management (ACQ, Renewal & VE).
• By working with Marketing, Service, Digital Health System and Hematology Teams, drive key activities for the Regional Monthly IBP Commercial Management Processes, by means of ensuring clear transparency to Territory and District Management of the Teams, which will enable sustainable and predictable delivery on IBP / LBE Commitment at District, Country, Region and Area Level. 
• Utilising KPIs, which comprehend Demonstrated Performance of Individuals or Teams, establish a Robust Assumptions Based Integrated Demand Plan for Revenue (NI – Reagents & DHS & Capital), Instruments, DHS Hardware and Automation Requirements.  Govern the process for Documenting, Monitoring and Reporting upon the owned Specific, Measurable, Assignable, Realistic and Timely Assumptions so as progress can be monitored, and lessons learnt captured.
• Working with the Regional Managing Director, establish and utilise as required a set of contingency plans to offset risks and vulnerabilities which are encountered. 
• By continually monitoring commercial execution activities (sales and service), anticipate when pre-determined contingencies need to be actioned to close commitment gaps.
• By engaging in the field with both the front-line sales team and support function at the customer level, ensure that all commercial operations fundamentals are in place and working in each territory and district (processes, structures, cadence, roles, skills, behaviours), and are in full alignment with both Division strategies as well as market needs. Identify and engage with other stakeholders to deploy any corrective actions needed relative to Process, Tool or Behaviours. 
• Lead the Customer Transition Journey aggregation process and cadence (“Speed to Revenue”) to ensure timely and efficient advancement of Committed opportunities to TOR to Full Revenue Realization.  Action Item Management and associated follow-through will be placed on the 3 Time Horizons of Carryover, Year to Date Closes and Pending Current Year Closes.   
• Facilitate the effective and efficient planning and execution of Vale Expansion Plays for (a) Assays / Solution New to the Market, (b) Assays / Solutions new to incumbent accounts and (c) volume / revenue growth for Assays / Solutions at current incumbent accounts; by leveraging the accountabilities of Marketing and other Support Functions (Medical Affairs, Pricing, DHS, etc).  
• Success in this role is measured by Area Sales, Gross Margin, Asset (Instrument) Utilization, EP Momentum and Capital Investment Goals.  Key Measures will include MyDASH effectiveness, Pipeline Transparency, Renewals Win Rates, Value Expansion Win Rates, Integration effectiveness, Value Creation achievement (sales, margin, and EP) and IBP forecast accuracy.

Required Qualifications

• Bachelor’s degree in Science, Health Care Administration, Business Management or Business Administration.
• Experience, minimum of 5 years track record in the diagnostic industry, with an emphasis on commercial management and front-line sales execution
• Microsoft Excel

Preferred Qualifications

Knowledge

• Excellent product and industry knowledge
• Demonstrated business analytical capabilities and track record of contingency planning with a Commercial Operations focus (preferable Sales Analytics and CRM Management)
• Demonstrated performance of influencing change
• Sales Force

Skills

• Highly team oriented, with superior analytical and strategic thinking skills
• Must have demonstrated ability to lead a cross-functional team
• 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
• Highly organized with strong communication skills

Experience

• Sales Management experience is a plus
• Previous manager level experience with interfacing with DVPs and General Managers is a plus
• Extensive experience as program / project manager

* Participants who complete a short wellness assessment qualify for FREE coverage in our HIP PPO medical plan. Free coverage applies in the next calendar year.

Learn more about our health and wellness benefits, which provide the security to help you and your family live full lives:  www.abbottbenefits.com

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.

The base pay for this position is $109,300.00 – $218,700.00. In specific locations, the pay range may vary from the range posted.