China EPD is creating a retail team tasked with (1) defining growth objectives around the existing portfolio, in retail channels including ecommerce (2) forming and shaping the retail organization for effectiveness (3) ensuring sustainability of the processes and operating model defined under the first two objectives and (4) leading execution of the identified programs to deliver on the growth strategy to aggressively grow China in the retail channel through retail pharmacy chains and online via ecommerce platforms.
China are seeking to fill the role of China Retail Director to lead the retail team, reporting to the China DVP GM. The role will be specifically accountable for leading key initiatives to support the growth and sustainability of EPD China, with execution to deliver on milestones events and business model results, with clear measurable deliverables to show success in the role.
The position is responsible for working with and/or leading the (growing) retail team, attracting key talent from the market and developing the required capabilities inhouse. Key to success will be to ensure alignment of the vision with both the local and Divisional leadership teams.
Core Job Responsibilities
To establish EPD as a key player in the China pharmaceutical retail market.
Strategic Business Planning and execution:
Develop overall retail strategy including the pharmacy chain accounts, pharmacy stores (point of sales) and eCommerce.
Set up the retail sales team structure to support the retail channel strategy.
Deliver P&L targets (sales/margin), market share target and business growth target (in line with the China growth acceleration plan) for the pharmacy channel and ecommerce.
Implement budgeting/forecasting/planning/reporting, and continuously improve efficiency and effectiveness
Formulate and implement short term and long term pricing strategies in retail channel.
Key Account (Pharmacy Chain Store) development and management:
Develop pharmacy key account management strategy and build up the key account management team
Build an effective JBP (Joint Business Plan) for a mutually beneficial long-term relationship
Develop investment plan/business model for key accounts
Drive perfect pharmacy, in-store merchandizing and inventory management
Drive innovation and activation in pharmacy to boost sales, ensure regular review of promotions
Patient education and management
Leverage the Key pharmacy chain store for patient education and extend the DOT (Day of Treatment)
Partner with global / regional / affiliate marketing and digital teams to develop ecommerce strategy and tactical plans that uses digital resources to achieve brand objectives i.e., driving new sources of competitive advantage, growth, and value creation.
Champion, train and inspire commercial colleagues and lead eCommerce acceleration; planning and optimization through the development and deployment of best-in-class ecommerce capabilities.
Create a comprehensive ecommerce strategy and implementation roadmap for specified therapeutic areas and product categories and drive commercial excellence in eCommerce for Abbott EPD to outperform competitors (financial & share performance) & to deliver incremental net sales.
Design and optimize end-to-end eCommerce strategy and implementation roadmap to establish customer centric online distributor channel. Partner with global / regional / local colleagues in developing and overseeing execution of the eCommerce channel development plan.
Work with Global marketing and digital team to lead the identification and implementation of technology and platforms which will enhance the customer experience and drive internal efficiencies.
Develop appropriate systems processes, methods and metrics and effectively use technology and relevant data to track performance and inform key stakeholders.
Leadership and people management:
Build and develop a high performing retail team covering; pharmacy chain sales, trade marketing and ecommerce
Partner with the divisional marketing and commercial sales strategy team as the China advocate. Implement relevant global commercial strategies in China, after tailoring for local market conditions
Able to build, develop and lead a high performing commercial team
Able to formulate a passionate, results oriented culture
Graduate degree in Science, Economics, Engineering, or Business/MBA
Minimum Experience/Training Required
Experience in health care (OTC, Gx), Fast Moving Consumer Goods (FMCG) and/or Retail (online/offline)
Minimum 10 years' experience in sales or marketing leadership, with at least 5 years at a China leadership level role
5+ years of Commercial Leadership experience required
Proven track record of strong sales results (and growth) and implementing sustainable market growth tactics
Prior experience in China pharma / healthcare industry
Skills and Competencies Required
High performing experience in business roles (Retail Sales, Marketing and/or Commercial Operations) in China
Managed roles in patented and non-patented pharma companies for background of how to compete in established category business
Exposed to new product launches/ product management practices to understand key success factors
Track record with an accelerated growth strategy
Led a large commercial team
Able to bring together different functional stakeholders to solve a significant organizational problem, inspiring the team towards a future goal
Drove successful and significant organizational change, bringing others onboard and achieving agreed operational deliverables
Strong problem-solving skills, strong strategic thinking, ability to synthesize data and draft story boards
Strong stakeholder management skills (direct and indirect, by influence)
Strong presentation skills
In-depth knowledge of PowerPoint and Excel
Ability to handle pressure in a dynamic environment
Ability to handle complex and diverse business situations
Strong project management skills to ensure smooth execution
Internal Number: ABLAUS31005201ENUSEXTERNAL
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 109,000 colleagues serve people in more than 160 countries.