USA Go-To-Market Manager

Abbott • Los Angeles, CA

1d • $99,300 - $198,700 • Hybrid

About The Position

The USA Go-to-Market Manager will be accountable for shaping, influencing, and delivering Abbott’s third-party Go-to-Market strategy across the USA, with ownership for revenue growth, margin improvement, and long-term channel sustainability across Abbott Business Units. This role acts as a senior commercial partner to USA and Divisional Leadership, ensuring Abbott’s indirect commercial models are strategically aligned, operationally effective, and financial accretive. This role influences complex, multi-market commercial decisions across diverse healthcare systems, regulatory environments, and market maturities supporting businesses such as: Nutrition Products, Diabetes Care, Generic-Branded Pharmaceuticals, Clinical Diagnostics, and Cardiovascular Medical Devices across the USA region. This strategic position will drive commercial strategy and execution through sales expansion, go-to-market strategy development, margin-improvement initiatives, sales force excellence, and enhanced 3rd party services providers / distributors effectiveness. The role will also act as the “One Abbott Business Partner” for all Abbott Business Units, serving as a unified point of contact for all matters related to commercial 3rd-party management. The ideal candidate will bring a strong commercial background and proven negotiation experience to build and sustain strategic partnerships across business functions. Experience leading channel partners in retail, online and modern trade, along with product-mix optimization initiatives, applying lean principles, and supporting product launches and market-entry strategies will be highly valued. The role requires the ability to solve complex problems by taking a broad, strategic perspective to identify effective solutions.

Requirements

• Master’s degree or Bachelor degree in business, Supply Chain, Marketing, or a related field.
• 6+ years of experience in strategy, operations, commercial, or procurement roles.
• Proven experience leading complex, cross‑functional projects involving multiple stakeholders.
• High proficiency in Excel and excellent analytical skills across cost, distribution, inventory, and competitive analyses.
• Demonstrated experiencing in managing OR influencing P&L outcomes, including revenue growth, margin improvement, and cost-to-serve optimization.
• Strong negotiation capabilities, with the ability to secure favourable outcomes in complex, multi‑stakeholder environments.

Nice To Haves

• Strong sales background, with demonstrated ability to negotiate effectively with customers and distributors, ensuring procurement decisions support customer and business needs.
• Proven track record in channel management, distribution network optimization, and strategic planning.
• Exceptional communication and collaboration skills, with the ability to work effectively across functions, regions, and organisational levels.
• Demonstrated leadership, able to drive change, influence stakeholders, and deliver results in matrixed environments.
• Proficiency in technologies and platforms related to channel management, analytics, and performance tracking.
• Strong presentation and influencing skills, capable of engaging and aligning internal Abbott leaders and external customer stakeholders.
• Ability to collaborate effectively with cross‑functional teams (e.g., Marketing, Commercial Operations, Finance, Supply Chain) to ensure alignment with business objectives.
• USA‑wide experience, with solid understanding of regional market dynamics.
• Fluent in English (additional languages are an asset).
• Experience in the Pharma, Medical Device, or FMCG sectors is highly advantageous.

Responsibilities

• Develop go-to-market strategy for customer segments (mainly retails, modern trade and hospitals) and territories served by channel partners, ensuring alignment with overall business objectives (Abbott direct of 3rd party services).
• Own a portfolio of strategic GTM initiatives across the USA, setting priorities, sequencing initiatives, and ensuring value realization across business units and markets.
• Serve as the senior ‘One Abbott’ representative internally and for 3rd‑party distributors and channel partners, establishing governance models, escalation mechanisms, and consistent ways of working across Abbott Business Units.
• Define and Implement USA wide standards for route to market effectiveness to ensure efficient and cost-effective distribution channels, optimizing customer reach and service levels.
• Support sales expansion, GTM strategy, and margin‑improvement initiatives by delivering strategic insights and solutions aligned with growth objectives.
• Lead channel and product‑mix optimization initiatives, applying lean principles to drive continuous improvement in 3rd‑party processes and overall business performance.
• Optimize channel performance by ensuring the right products are sold in the right segments, meeting customer expectations while ensuring channel profitability and sustainability.
• Contribute to product launches and market‑entry initiatives.
• Provide leadership and influence across teams.
• Benchmark company performance against competitors.
• Apply strong sales and negotiation expertise.
• Lead or sponsor high-impact distributor negotiations.
• Draft contracts, Master Service Agreement, SOW, SLA.
• Oversee sourcing, distribution, and commercial operations.
• Monitor channel performance metrics.
• Monitor and analyse 3rd‑party performance.
• Drive continuous improvement in processes.
• Develop and leverage expertise in Abbott’s best-in-class procurement frameworks, tools, and methodologies.

Benefits

• Free medical coverage in our Health Investment Plan (HIP) PPO medical plan in the next calendar year.
• An excellent retirement savings plan with a high employer contribution
• Tuition reimbursement
• the Freedom 2 Save student debt program
• FreeU education benefit

What This Job Offers

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