Title

Commercial Lead North Africa TULIB, MOROCCO, ALGERIA.

Location

North Africa (Algeria, Tunisia, Morrocco)

Reports to

General Manager French Speaking Africa Cluster

Division

Established Pharmaceutical Division (EPD)

Primary Job Function

Reporting to the General manager, the Commercial Lead defines the organization long-range strategic plan and ensures that plan objectives are achieved. He/She implements and sustains business processes that ensure efficient execution of key business initiatives and responsible for the operations of the country.

Core Job Responsibilities

Sales Performance:

• Monitor Plan/LBE Sales and P&L figures on a monthly basis and Achieve the sales Plan/LBE targets
• Develop annual sales volume, pricing and expense budgets
• Develop and Implement the sales strategy.
• Develop and strengthen relationship with key customers.
• Ensure continuous training and development of Sales force and ensure growth plans are in place for all of them
• Formulate marketing strategies, coordinate and monitor the development of marketing objectives, strategies, advertising and promotion and ensure their execution with the local team leaders. 
• Develop and implement sales force effectiveness (SFE) - Determine & review ABC customer classifications & communicate changes when necessary to defined owner.
• Effectively manage sales teams’ expense budgets.

Operational Excellence:

• Manage daily Sales operations in the affiliate
• Ensure strong presence for Abbott at major local events.
• Review all the approval forms, for all activities, to ensure timely accruals
• Recognizes any issues for the country, anticipate problems, or opportunities and determines whether action is needed
• Prepares for profitability analysis for all the products marketed and assess all new product opportunities and prepare all the country Update and Plan country submission, with the support of finance team

Market intelligence & Business Development

• Actively seek, identify, analyse and exploit new business opportunities.
• Utilizes in-depth analysis of business data of appropriate data sources to evaluate local opportunities or close existing gaps.
• Ensure robust plan is in place for new product launches and ensure successful execution
• Obtain feedback from market and team leaders prior to producing/preparing any promotional materials.
• Obtain Marketing Intelligence from the markets on a regular basis and build on assumptions whilst planning/forecasting.

Commercial Strategy

• Resource allocation: Identifies more critical and less critical activities and assignments; adjusts priorities when appropriate.
• Determines project/assignment requirements by breaking them down into tasks and identifying types of equipment, materials, and people needed.
• Integrates information from a variety of sources from the local pharma market; detects trends, associations, and cause-effect relationships.
• Ensure optimal relationship with distributors when it comes to timely orders, inventory level, DSO.
• Leads Business Excellence initiatives, developing a high-performance organization

People management

• Develop and manage people.
• Ensure the effective implementation and follow up of Performance Excellence Program for subordinates:
• Provide direction to facilitate goal setting process in line with Corporate and Division goals; monitor progress;
• Measure results; reward incentive/ merit payments; performance appraisals.
• Develop subordinates to facilitate succession planning.
• Develop, update and maintain position descriptions as required for relevant staff within the division.
• Ensure realization of the core job responsibilities.
• Select and interview new recruits to the team according to the company’ s recruitment & selection process.
• Effectively use orientation tools in order to orient people who are newly joint to the team.
• Prepare training and growth plan for each direct report; plan and follow up trainings.

Business partnering

• Build Abbott’s image with the Key Opinion Leaders and Customers, including Health authorities.
• Create network with external stake holders.
• Oversee all types of contracts, employees, distribution, TPMs in coordination with GM and Legal department.
• Participate in TPM selection, through audit visits and commercial negotiation.      

Compliance

• Ensure all business activities comply with the relevant Acts, legal demands and ethical standards. Review complaints and suggestions relating to assigned products.
• Ensure Abbott code of conduct, FCPA and local regulations are fully implemented and adhered to.

Key Success Factors:

Develops and implements go-to market strategies, business development plans, and sales plans to achieve revenue targets, higher profitability, higher win-rates, higher market share. Financial capabilities and P&L management. Uses multiple data sources and good financial acumen, professional judgment to determine the future direction of sales and budget trends for current customer base. Strong leadership capabilities and communication skills to drive Abbott culture and to Develop mutually beneficial relationships between stakeholders at all levels (including field force) Able to deliver results through change. Embraces change and leads through it. Proves an Intelligence and agility reading of the political/economic/countries intersection and its impact on executive decisions necessary for the sustainability of the business Proven experience in business leadership role and deep know-how/understanding of the market including their hospitable commercial channels, tender business, and management relations with government bodies Recruit, Develop and retain high caliber talents. Keep the workforce motivated and engaged toward common goal, anticipate capability trends in the field and prepare to Abbott wide talent pipelines for both short and long-term business needs. Challenge and grow people, coach them to become self-sufficient and contribute at high levels. Ensure robust succession plans for national sales manager and district manager positions

Profile:

• Minimum of 8-10 years of previous management majority in sales background (Business Unit Manager, Commercial Manager, Sales and Marketing Manager)
• Demonstrated ability to, develop long term sales and marketing strategies
• Previous profit/loss responsibility
• Strong people management and development skills.
• Strong leadership and decision-making skills
• Winning mentality, dynamic, proactive, innovative, customer focus and cross-functional team player.