Commercial Director, Greater China

4 weeks ago

Shanghai, China Abbott Laboratories Full time

Major Responsibilities:

Strategy and Business Development

  • Work under the leadership of General Manager in collaboration with all functions to define strategic direction for the sales and commercial operations and identify/validate key opportunities to drive profitable growth
  • Lead strategic initiatives, providing advice, leadership, and/or support, as required (e.g., Gross Margin Improvement, Marketing Mix Optimization, Sales Force Alignment/Expansion/optimization, et al.)
  • Lead and drive the annual strategic planning process; generate new ideas on how to create growth and value for China
  • Act as a strategic âthink tankâ for General Manager on business development opportunities (ex. partnerships with other organizations)
  • Conduct periodic business reviews with the Leadership team to identify and address business issues and opportunities, and to ensure progress toward business objectives
  • Drive the forecasting process (e.g., Sales & Operations Planning, Rolling LBE)

CRM&Digital

  • Develop a holistic CRM and Digital strategy and roadmaps, ensuring continuous implementation for Greater China
  • Work with APAC/global team to ensure digital health tool local solution is supported with necessary resource/technology help from global
  • Implement and enhance China local digital heath tool to leverage it to enhance busienss results
  • Manage campaigns to promote the download & utilization of digital health tools and drive the user activeness, user retention and repeat purchase etc.
  • Design, align, champion and implement a customer lifecycle matrix using the appropriate variables, including propositions across contextual elements (relationship to brand, location, time of day, purchase history, customer service interactions, research inputs)

Commercial Excellence and Operation

  • Outline vision for enhancing sales team impact and efficiency, align organization to vision and set strategy for achieving it
  • Establish analytic methodologies and support tools / processes to assist business teams make informed decisions on sales team sizing, structure, alignment, target setting, resource allocation and motivational plans
  • Lead cross function efforts to address strategic sales team related issues
  • Continually improve efficiency in Commercial operation and support business growth via Commercial strategy implementation

Customer Experience

  • Develop a clear customer service strategy to support both the patient population as well as the healthcare professionalsâ (HCP) needs
  • Evaluate current customer journey and engagement touch-points and recommending improved solutions and implementing these solutions via the third party customer service vendor

Minimum Education Required:

  • BA/BS in business or science/engineering. MBA, PhD or MD from top-tier school will be an added advantage

Minimum Experience Required:

  • Proven leader with at least 10 years working experience within the healthcare sector; with 5 years in a managerial grade, leading and building high performing teams
  • Experience in building and executing a best-in-class business strategy and has demonstrated experience in new product launches, creating sustainable growth, managing a portfolio of brands
  • Outstanding consulting and strategic planning skillsâproven ability to identify/define business questions and issues, conduct analysis, formulate actionable ideas and recommend/sell a point-of-view to senior management
  • Have a strong understanding of sales and marketing, with a spirit of entrepreneurship and proven ability to drive an idea through to full implementation
  • Innovative and creativeâdemonstrated ability to leverage consumer insights to identify and evaluate creative ideas, focusing on those that will create sustainable competitive advantage
  • High-energy, self-starter that is assertive, possesses a high degree of self-confidence and intellectual curiosity, exhibits a bias for action and demonstrates good executive presence
  • Exceptional verbal and written communication skills in both English and Chinese a must, with the ability to interact effectively with all levels of leadership
  • Experience in the healthcare or consumer packaged goods sector preferred
  • Top-tier strategy consulting experience (e.g., McKinsey, Bain, Boston Consulting Group, Strategy&) or 5+ years post-MBA work experience advantageous

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