Abbott looking for Country manager Russia & CIS.
PURPOSE OF THE JOB
Understand the dynamics of the market, the healthcare and economic environment to identify opportunities to grow Abbott market share
Develop and document strategic objectives for area of accountability and translate into operating plans to grow sales and profit in line with agreed targets
Build and lead a high performance organization to deliver operating plans by hiring, training, coaching and developing direct reports, making best use of Abbott resources
Communicate the vision, strategy and objectives throughout the organization, encouraging cross-divisional collaboration and teamwork to drive continuous improvement, functional effectiveness and cost efficiency
Ensure operational integrity, compliance with Abbott business practices and policies, legislative, clinical and regulatory requirements
Provide all forecasts, business reports and information flows as required by BCC on a timely basis
Role model Abbott values and ensure all in-country activities maintain a positive customer perception of the Abbott brand
Is member of the FSCA (Field Safety Corrective Action) team and makes sure that adequate resources are available for the correct implementation of the FSCA.
Is member of the local CAPA Council.
Taking his strong background of Electrophysiology and Heart Failure to drive country operations and
overall
management of performance in terms of sales figure and detailed business operating plan.
Having wide network of KOLs in country to manage relationships and develop strategic partnerships across institutions.
Execute the country plan and its designated financial metrics aligned with the overall company objectives.
Assess company progress, sales and marketing successes and compile reports to submit to superiors.
Manage talents in terms of retaining, hiring, and developing to be fully integrated within all of the employee related processes of the organization.
ROLES & RESPONSIBILITIES
KNOWLEDGE OF THE MARKET
Continuously up-dates knowledge of:
current and emerging technical trends in Electrophysiology and Cardiac Rhythm Management, and heart disease therapies
knowing the Electrophysiologist in Russia and CIS countries
market dynamics in terms of country health care budgets and reimbursement legislation
Abbott local market opportunities and threats including competitors’ offerings
Having the business know-how, the country manager will have the main responsibility to frame a strategic view on the company direction in the specified territory.
Analyzing and evaluating sales activities as well as market trends and customer needs for sales optimization.
Report all financial metrics to his superiors that include: Sales figure, Forecast, Outlook, Opex, and other when required.
Developing sales and field support team by providing ongoing training and development and by giving specific and constructive feedback to foster development of skills.
Reviewing and evaluating the work of direct reports to assess job performance and ensuring work in place is in efficient and effective flow.
Produce business performance reports, which could be on a monthly or quarterly basis
RELATIONSHIP WITH EXTERNAL DECISION INFLUENCERS
Understands and monitors activities and plans of Government Health Care institutions, industry associations, pressure groups, regulatory bodies, medical and scientific societies (such as NASPE, etc.…) and sources of technical innovations
Builds and maintains relationships with local Key Opinion Leaders (KOL) to encourage their continuous input on conventional therapies/technologies, emerging technologies and patient requirements
Represents the Abbott Brand and competitive advantages in the most positive way to decision influencers
Develop and maintain effective professional relationships with Key Opinion Leaders in the region.
STRATEGIC PLAN PROCESS/OPERATING PLAN PROCESS
Analyses and documents strengths, weaknesses, opportunities and threats (SWOT) relevant to the organization
Uses the SWOT analysis to develop the vision for sales in terms of direction, growth and overall targets
Encourages appropriate participation of sales managers in the planning process to create ownership and ensure local operational input
Ensures alignment of all local plans with Abbott EMEA direction
(Influence/Leadership) Cultivates a wide range of internal networks and begins to develop an external network of resources to facilitate completion of tasks. May demonstrate basic project management skills by acting as a project lead on well-defined projects.
Provides guidance to less experienced staff. Influence exerted at peer level and occasionally at first levels of management.
(Planning/Organization) Plans, organizes, and prioritizes own daily work routine to meet established schedule.
(Decision Making/Impact) Exercises authority and judgment within defined limits to determine appropriate action. Failure to achieve results or erroneous decisions or recommendations may cause delays and may result in the allocation of additional resources.
BUSINESS FORECASTING, CONTROL AND REPORTING
Gathers relevant information to enable realistic judgments about likely business changes, opportunities and achievement
Regularly re-evaluates performance against forecasts and budgets and takes timely action to meet agreed targets
Ensures that the country team prepares and submits accurate and regular business reports as requested by BCC
SALES PROCESS EFFECTIVENESS
Helps sales teams apply a consultative sales process enabling them to build value propositions that maximize the attractiveness of the Abbott offering in the eyes of the customer
Ensures cross-divisional input is used appropriately in developing sales offerings
Contributes to joint sales visits with the customer account owner (s) following pre-agreed sales objectives and processes
Intervenes when necessary to address any non-compliance with agreed sales approaches and policies
LEADERSHIP AND BUSINESS CONTROL
Uses a participative leadership style to encourage ownership and enthusiasm for implementing action plans in line with agreed vision and business strategy
Provides support, feedback and advice to ensure high performance
Addresses performance management issues urgently and takes corrective action
Rewards employees appropriately, in line with Abbott policies, to build a high performance business culture
FINANCIAL MANAGEMENT
Actively manages the local P&L in order to adapt quickly to evolving business requirements
Controls costs in line with annual expense operating plans
Ensures that Accounts Receivable and Inventories are effectively managed to support sales performance, optimize cash flow and limit risks
COMPLIANCE/LEGAL RESPONSIBILITIES
Controls key contacts with local statutory and regulatory authorities to ensure on-going compliance with local laws and practices
Signs off all required documentary submissions to Statutory Authorities
Represents Abbott interests with any body or agency having local legal jurisdiction (supported always by the officially-appointed Company legal team)
Behaves at all times as a role model for the Abbott Code of Business Conduct
RESPONSIBILITIES FOR ALL FUNCTIONS:
This job description is intended to describe the general nature and level of the work being performed by people assigned to this work. This is not an exhaustive list of all duties and responsibilities.
When tasks and responsibilities are assigned outside the scope of normal duties, the employee must understand the level of decision making for which he/she is responsible and if in doubt clarify this with his/her supervisor.
EDUCATION & COMPETENCIES
University Degree or equivalent in economics, business and/or medical field
Candidate should have strong technical and sales expertise in the electrophysiology and Heart Failure business in the defined territory for at least 3 years.
10+ years management experience within the healthcare environment
Market knowledge: Comprehensive knowledge of the local (country/geography in scope) healthcare market, industry knowledge, physician and institutional customers and KOL management, pricing/contracting strategies and regulatory/reimbursement environment.
Financial performance: Proven track record (e.g. 2 of 3 prior years meeting financial Plan target) of delivering above market growth in mature and/or innovative markets (depending upon geography/industry) and taking share from competitors.
Management success: Demonstrated ability to manage field sales, marketing and sales operation organizations (50% or more of the size of the position) and revenue 50% or more of the position and quickly adjust direction and resources in a dynamic and rapidly-changing market. Demonstrated success being a change agent; leading an organization by changing the focus of the organization.
Working across a matrix: Demonstrated effectiveness to work across a matrix organization and build relationships and network with key internal (region, division and within the company) and external stakeholders (customers, payers, industry associations, strategic partnership players, etc.)
Development and implementation of local country business strategies, monitoring of outcomes to ensure targets are reached and that competition is outperformed.
Building high performance teams and managing multi-disciplinary organizations in a matrix organization
Strong leadership skills with strategic thinking ability
Outstanding verbal and written communication, influencing and negotiations skills
Works on problems of moderate scope where analysis of situations or data requires a review of identifiable factors. Exercises judgment within defined procedures and practices to determine appropriate action.
Has a general knowledge of technical alternatives and an understanding of their impact on the systems environment?
Willingness & ability to travel more than 50 % of the time.
Fluent in English & local country language(s)
Strong organization and planning skills
Excellent communication skills
High degree of flexibility
Mature and controlled reaction to pressure of work
Positive and proactive attitude
Excellent interpersonal skills
Lead by example, priority handling & delegating capabilities to local team members
