Head Of Retail Sales, APAC

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 113,000 colleagues serve people in more than 160 countries.

Established Pharmaceuticals Division (EPD) are committed to bringing the benefits of our trusted medicines to more people in the worldâs fastest-growing countries. We offer a broad portfolio of high-quality branded generic medicines across multiple therapeutic areas.

Primary Job Function

As part of the APAC medicines division, the Commercial Execution and Sales Strategy team is tasked with driving execution of commercial strategies to (1) support the development and implementation of channel / sales / trade marketing/ e-commerce strategies (2) identify, assess, and bring to life the commercial opportunities to maximize the performance of Abbott brands across markets, channels and customers (3) anticipate pharma industry trends to challenge, adapt and improve our go-to-market models.

With these requirements in mind, APAC is looking to fill a role for the Regional Head of Retail Sales as a key member of the Commercial Execution and Sales Strategy team. This exciting role will lead the fastest growing channel of the APAC medicines business through digital, ecommerce and OTC strategies, leveraging global and local brands. The Regional Head of Retail Sales will be accountable for overseeing execution of the commercial strategy including; go-to-market strategies, 3rd party management, trade marketing and channel management while identifying and building eCommerce capabilities to ensure EPD success.

The Regional Head of Retail Sales is responsible for working with and/or leading cross functional teams across the region to drive changes for an optimal operating model that increases channel presence and supports innovative partnership projects to accelerate new launches and sustain EPD business in key markets. The position will work closely with the APAC Innovation Hub and the Customer Experience Hub to maximize value to patients, external stakeholders and to Abbott.

Core Job Responsibilities:

Channel Management and Optimization 

• Identify channel strategies and channel operating model for the APAC region, to support affiliates with local channel strategy and implementation plan development by understanding the distributor landscape & identify areas for improvement specific to each market.
• Strengthen and grow Abbottâs brands across key distribution channels by leading / contributing to various functional and distribution projects and initiatives.
• Provide and govern the framework and process for local marketsâ channel strategy and execution plan development.
• Ensure channel strategy execution through KPI monitoring and provide regional management team with meaningful insights.  
• Ensure adequate distribution support through Channel Capability Building, while redefining / assessing / benchmarking the competencies required for distribution roles.
• Drive capability building for APAC affiliates by focusing on distributor selection, engagement & performance management.
• Develop commercial & trade solutions, supporting the execution of 3rd Party Management in APAC across covering: Distribution Agreements, Promotion & Outsourcing Agreements, & Wholesale Agreements.
• Establish an expanded network of contacts to share best practices, expertise and business insights across the affiliates and other areas.

Trade Management

• Build best-in-class strategies and support markets in the effective implementation of the initiatives for the Abbott portfolio across critical distributor channel with close collaboration with the global, regional and local Marketing Teams and Sales Managers.
• Support affiliates in the planning, execution, tracking, and analysis of all aspects related to managing commercial relationships with strategic accounts in line with the company strategy with customers to achieve short-term and long-term goals.
• Facilitate and work closely with global / regional / affiliates to become âthe bridgeâ between Marketing and Sales team, as the channel expert to ensure right strategies and initiatives are implemented across key channels (retail, ecommerce, private hospitals, distributor/wholesaler and government channels) in all anchor markets.
• Assess and monitor the impact of commercial decisions on the brand, customer and channel P&L and measure and track strategies that yield the greatest returns, whilst ensuring appropriate resources are identified and allocated accordingly.
• Proactively partner with local affiliates for business transforming initiatives, such as cultivating and expanding strategic partnerships programs with pharmacy chains, and other strategic accounts that leads to the successful implementation joint business plans.
• Partner with global / regional / affiliate marketing team for the ideation, planning, budgeting, production and implementation of all in store activities, including point of sales material, promotion and product / category communication to support the sales team. Collaborate with sales teams to effectively present the brands, the products and the marketing initiatives to their customers.
• Evaluate product, customer and channel pricing strategies across key markets to maximize sales revenues through the active management of discounts from the headline ("list") price down to Net Sales Price (NSP).
• Evaluates and presents business case & cost/benefit analyses to the regional Finance / local commercial teams to facilitate sound business decision-making.
• 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.
• Work with regional marketing team to lead the identification and implementation of digital initiative (including e-commerce) which will enhance the customer experience and drive future business growth and internal efficiency. Develop appropriate systems processes, methods and metrics and effectively use technology and relevant data to track performance and inform key stakeholders.

Supervisory/Management Responsibilities

The individual is expected to lead cross functional teams and influence with logic, judgement and data, as opposed to direct reporting responsibilities.

Minimum Education

Masterâs degree in Business/Marketing/Commerce

MBA preferred

Minimum Experience/Training Required

• Robust Commercial experience with having had direct responsibility in the past for some or all the following key commercial areas (Sales & Marketing, Tenders Management, Retail & KAM, Distribution & Trade and eCommerce).
• Strong preference for experience/results in countries in the region.
• 5+ years Management experience (team and project management) preferably in the pharmaceutical industry.
• 8+ years of Commercial Leadership experience required preferred in emerging markets.
• 5+ years of Sales Management experience is required.
• Experience in Branded Generics and/or Fast-Moving Consumer Goods (FMCG) and/or Retail preferred.

Skills and Competencies Required

• Possess general management with strong financial and commercial background; understanding of sales & marketing, manufacturing/supply and understanding of cost structures.
• Entrepreneurial mindset with the ability to create a compelling business case based on structured analysis across multiple factors e.g. volume, value, risk, price referencing, stakeholder management.
• Commercial Acumen with a clear Customer Focus, ability to modify strategy plans according to market dynamics and internal changing requirements.
• Leadership and People Management, providing expert guidance to the commercial area and allocates appropriate amount of time and resources for completing the work.
• Working understanding of the distribution and transportation industries, negotiations, claims management, supply chain experience, customs/documentation and compliance knowledge.
• Strategic Orientation coupled with a Winning Mentality.
• Structured persuasive selling and strong management negotiation skills with 3rd party distribution and transportation companies.
• Team player - Works collaboratively with colleagues to achieve commercial area goals.
• Decision-making based on strategic development and comprehension skills.
• Impact & Influence - ability to influence teams without direct management.
• Sales skills gained in practical environment.
• Understanding of brand marketing and brand planning.
• Knowledge of Basic Finance (Budgeting and reporting) + Business development / Business planning.
• Ability to document insights, bridging Abbottâs brandsâ strategy with Channel customers.
• Ability to translate the strategies into actionable / realistic engagement plans to ensure a profitable growth.