This position is the Country commercial head of AMD in India. The position has four principal functions:
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Accountable for the delivery of the annual plan P&L, including sales, contribution margin (ROI) and headcount as approved by Division and Corporate Management.
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Formulate and implement short-term and long-term business strategies for business growth and market share development.
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Manage business partners (such as distributors) in an effective manner for delivering sustainable and profitable growth
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Develop people and organization for future growth.
In this leadership role, the Country Manager also Identifies and develops new business opportunities, new geographic expansion and fructifies investments by aligning the corporation, helping build organisational capabilities and create a strong presence in the region. In all business interactions, the Country Manager espouses and upholds Abbott’s reputation and high standards of business conduct.
Key Metrics:
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P&L responsibility for geographic area under responsibility
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Product Market share gain
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Business Hygiene – DOH (inventory), DSO (receivables), forecasting accuracy
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Organisation building and talent management
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Nurture and Grow profitable relationships with existing and new customers across the countries within the region.
- Key Account Management especially with large government bodies such as NACO
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Stake holder management and advocacy – represent AMD before Regulators, Industry associations, within Abbott at Business Advisory council
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Ensure compliance of all Abbott policies, corporate and legal requirement within the framework of corporate law
Primary Job Responsibility
Plan and drive work towards achieving company vision, objectives as well as divisional mission and strategies
Understand the business context, Conceptualise, articulate and execute the strategy and long-term plans for the region (India) so as to complement the overall divisional strategy
Assess overall business, regulatory environment, payer systems and market potential for so as to initiate operations in newer geographies for the division
Decide ‘How to play’ in the market – direct / distributor/ hybrid models
To successfully fructify the strategic and operating plan, seek ‘buy in’ / resources from the regional and global teams and get complete alignment of the country team
Articulate the plan in a way that motivates and inspires the team to own and execute it, while continuously role-modelling and reinforcing Abbott’s culture
Represent the division and actively participate in BAC - Business Advisory Council an Affiliate level pan Abbott division forum the highest decision making body within the Affiliate
Build strong, profitable customer relationship which yield results over a sustained period of time. Be the preferred partner for KOLs and majority of customers across channels.
Lead talent management (hire, develop, inspire, encourage and retain) including long-term human capital planning and organization design; win the war for talent
Keeps the organization’s vision and values at the forefront of decision making and action.
Demonstrates effective change leadership.
Identify changing market and regulatory trends early on and proactively prepare the organisation in a Volatile and unpredictable environment.
Effective advocacy with senior/executive level management, outside regulatory agencies, government officials, customers, vendors, partners and/or suppliers.
Coordinates across functional areas, / region and global business units in order to achieve company or area goals.
Utilizes technical/professional knowledge and skills to establish, interpret and execute company policies in a major segment of the company.
Monitors and ensures compliance with company policies and procedures
Understand and assess the market dynamics and profitably structure high value capital equipment deals and long term bundling deals so as to protect current and future business
Directs and controls the activities and budget of all functional areas, product groups and/or operations.
Manages the responsible operational budget effectively
Motivation and development of staff
Organisation and capability building
Create an sophisticated organisation capable of executing on multiple channels within a
sustainable culture of innovation, calculated risk- taking and high accountability
Design the appropriate structure to meet the current and future business needs
Attract ,nurture and retain best in class talent
Drive training and skill building programs so as to foster a strong culture of learning and development. Build a culture of coaching across the organisation
Drive talent management programs and building a strong talent pool for robust succession plan programs
Strong performance review and management systems
Business Development & Geographic Expansion
Planning and executing of both short and long term revenue strategies of the organization
Anticipate, adapt and respond to market dynamics and change; create the right approach to address both expanding and declining markets.
Identify areas of possible business growth, especially in neighbouring markets, and execute strategy for the same
Must have deep understanding of Industry and market dynamics, and have extensive experience in sales and marketing in the Diagnostics or B2B Healthcare sector
Sales & Marketing
Work with area marketing to develop marketing plans to build customer preference and drive volumes
Direct the activities of the Sales Team / allocate quotas and resources for the achievement of short and long term business objectives, increased profit and market share
Maintain segmentation of market to drive business objectives
Formulated the short & medium term operating plans, sales forecast & budgets and related technical operations, administration, finance and accounts.
Channel Management
Design and fructify the appropriate channel structure - Identifying and networking with reliable distributors, resulting in deeper market penetration and wider market reach. Leverage channel to expand business
Strong control over all business hygiene parameters – inventory DOH / receivables. Set key monitoring Matrix for service levels provided by distributors
Build brand focus in conjunction with operational requirements and ensuring maximum brand visibility and capture optimum market shares.
Managing corporate communication, brand image building and product awareness campaigns in markets.
In Markets ( countries ) where presence is through distributors – ensure interest of Abbott and its reputation
Appropriate distributor assessment and appointment. Mutually align commercial terms of engagement. Responsible for contract management. Set both short and long term goals. Assess new product launch based on market readiness
Ensure adequate resource deployment by the distributor so as to leverage the market opportunity
Ensure adequate training and monitor compliance of policies
Financial Management
Accountable to achieve the country P&L targets for topline, Gross margin and Division margin
Structure innovative and profitable customer deals so as to engage the customers over multiple years in a fair and transparent manner
Produce the financial reports and management accounts.
Business Alliance
Alliance for future growth
Assist in the development of marketing strategies, policies, and objective including sales, Service and operations planning. Constantly evaluate business model and market environment to ensure the competitiveness of the Abbott Vision business and propose changes / alignment if necessary
Pricing
Analyze pricing data and provide guidelines and recommendations.
Develop best practices for pricing, based on the improved use of data and market knowledge to support decisions
Develop channel wise pricing strategy – optimise volume – Value mix
Business Compliance
Monitor and ensures compliance with company policies and procedures
Liable for Legal and corporate affairs compliance
Monitors the performance of the Compliance Program and relates activities on a continuing basis, taking appropriate steps to improve its effectiveness
JOB SKILLS
Excellence in execution: P&L management, cost control, driving for business results: “entrepreneurship at the local level”. Strong Financial acumen.
Customer management across all channels: driving sales growth through an effective go-to market strategy and acting as business partner to local channel members
The ability to drive local marketing activation / customer(KOL) engagement programs through superior consumer insight and, fortify customer relationships
The self-awareness, integrity and coaching skills to model the values of the company;
The influencing and networking skills to manage interdependency and effectively manage the matrix organisation
The ambassadorial skills to manage the external environment and enhance the reputation of the company;
A sufficient understanding of legal and corporate governance matters to take on the necessary fiduciary responsibilities;
