Optimizes Sales Force Efficiency and effectiveness through the development, delivery, and implementation of SFE activities across brands. This includes the integration, monitoring and analysis of performance data, sales activities, and other support recommendations via the sales management team to achieve optimal levels of performance (and results).
Collaborates with other functional teams to deploy segmentation and targeting programs across channels and platforms to optimize business outcomes and successfully achieve strategy.
KEY RESPONSIBILITIES & ACTIVITIES
-Integrate ethical, trade and BI / CRM to develop SFE programs that drive business needs and support sales strategy.
-Develop, implement, and monitor incentive/compensation programs in support of sales objectives across brands.
-Proactively assess and make recommendations in support of sales force development, supporting cross-functional collaboration and initiating development activities through the training team and other support functions.
-Set and track targets and KPIs at various levels and across platforms (includes ethical, trade, BI/ CRM), employing a structured approach to problem-solving to identify and recommend solutions to the root cause(s) of problems.
-Lead governance of all internal SFE projects.
-Build strategic partnership and communications across the organization, as required, to gain buy-in and support for SFE initiatives.
- Act in alignment with compliance and regulatory expectations
KEY BUSINESS CHALLENGES
-Competing priorities and challenges impacting various teams within the scope of responsibility of the SFE
-Varying levels of digital and analytic knowledge/skill across the organization (required for sales/customer optimization in a digital ecosystem)
-Diversity and complexity of channels, brands, teams, and customers
-Complexity of stakeholder influence and alignment cross-functionally and cross-regionally
-Securing appropriate, reliable sales analytics (especially for difficult-to-measure activities, and due to non-compliance) and integrating insights from multiple platforms (not originally designed together)
-Identifying and implementing the right processes for both current and future/anticipated business needs/trends/opportunities, in a rapidly evolving and digitized healthcare environment
-Insufficient/inaccurate/inadequate data (including misalignment between sources/systems and processes for collecting, analyzing and interpreting different forms of data)
QUALIFICATIONS/ KEY SUCCESS FACTORS:
-BA in economics/ business management or similar
-3-4 year of experience as Senior Trade Analyst or similar role, preferable in multinational companies
-High level of Hebrew and English
-High digital literacy and systems-thinking approach to integrating digital as a core component of strategy
-Effective negotiation and collaboration with stakeholders, managing differing priorities, personalities, styles, etc.
-Very strong data management and analytics expertise
-Ability to translate data into human behavior, and communicate insights to non-experts
-Knowledge of salesforce automation and ability to translate desired results into appropriate processes
-Representative, with high level of presentation skills
Internal Number: ABLAUS31010879ENUSEXTERNAL
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.