Director, Commercial Excellence - CRM

Abbott • Austin, TX

4d

About The Position

The Director, Commercial Excellence - CRM is responsible for enabling predictable achievement of commercial objectives across the U.S. Region for Cardiac Rhythm Management. The role delivers strategies and process improvements using data, business intelligence, and analytics to increase revenue and profitability. It partners closely with sales leadership and cross-functional teams to develop and deploy standardized systems and processes that support sales and margin targets.

The position leads commercial excellence principles for an approximately $1 billion business and influences field execution for a sales organization of more than 1,000 people. It oversees sales-force effectiveness tools and processes, customer segmentation, market coverage models, territory alignment, resource allocation, multi-channel strategy, reporting, dashboards, and adoption of Salesforce.com across the U.S. The role also leads cross-functional projects and develops analysis and recommendations to improve commercial strategy and future sales and marketing practices.

Requirements

• Bachelor’s degree in a relevant field.
• At least 7 years of experience in commercial management and/or sales execution roles; medical device industry experience is preferred.
• Demonstrated business analytical capabilities and a track record of contingency planning with a Commercial Operations focus.
• Experience interfacing with senior leaders.
• Proven experience building and implementing business strategies that result in revenue and/or share gain.
• Experience managing programs or projects with proven success.
• Results-driven, with the ability to influence and interact effectively with cross-functional teams.
• Creative problem-solving ability and strong interpersonal skills, including the capacity to work across boundaries using formal and influence skills.
• CRM product and business process knowledge.
• Excellent written and presentation communication skills.

Nice To Haves

• Prior experience in a business consulting role.
• P&L responsibility.
• Experience in the medical device industry.

Responsibilities

• Lead and develop commercial excellence principles supporting an approximately $1 billion business and influencing field execution for a sales organization of more than 1,000 people.
• Develop and implement sales-force effectiveness tools and processes, ensuring adoption across all U.S. Areas.
• Guide development, implementation, and adoption of franchise-specific sales processes and related tools for managers and field personnel.
• Design and implement business solutions and strategies that maximize customer access to the Abbott CRM product portfolio, including through Power BI.
• Develop reporting, dashboards, and analyses of sales operations and market experience, and make recommendations affecting Areas’ commercial strategies.
• Drive CRM customer segmentation strategy and analysis; implement market coverage models, call planning, and territory alignment; and analyze sales-force resource allocation to maximize resources.
• Manage and lead cross-functional projects to improve operational excellence and productivity.
• Set up and implement a multi-channel strategy based on customer insights and market trends in the device industry, aligned with marketing strategy and company objectives.
• Manage sales reporting and dashboards with relevant metrics and KPIs.
• Represent Commercial in cross-functional key initiative projects to improve analysis and insights capabilities and promote a consistent U.S. business intelligence approach.
• Launch, train, support, and ensure adoption of Salesforce.com in the U.S.
• Analyze key learnings and their implications for future best practices in sales and marketing practices, KPIs, selling skills, and sales management training.

Benefits

• Career development opportunities with an international company.
• Potential eligibility for free medical coverage in the Health Investment Plan (HIP) PPO medical plan in the next calendar year.
• Retirement savings plan with high employer contribution.
• Tuition reimbursement.
• Freedom 2 Save student debt program.
• FreeU education benefit providing an affordable and convenient path to a bachelor’s degree.
• Health and wellness benefits.

What This Job Offers

• Job Type: Full-time
• Career Level: Director