Abbott is a global health care company devoted to improving life through the development of products and technologies that span the breadth of health care, with a portfolio of leading, science-based offerings in diagnostics, medical devices, nutritionals and branded generic pharmaceuticals.
Abbott Diabetes Care (ADC), helps people living with diabetes make progress in achieving glycemic control. The FreeStyle Libre family of products will virtually eliminate the pain and hassle associated with routine blood glucose finger sticks. With FreeStyle Libre products, people living with diabetes and the health care professionals that care for them will gain access to dense glucose data that can be used to identify and treat glycemic control issues (leading to improvements in HbA1c and reduction in hypoglycemic events).
The Country Manager:
defines vision, sets strategy and leads commercial execution to drive explosive sales and margin growth while establishing FreeStyle Libre as a standard of care for diabetes management in Philippines & Indonesia
is accountable for achieving sales, profit and market share targets through a deep understanding of diabetes, the glucose monitoring market, consumer and health care professional needs, and health care policy
leads a cross-functional team based in each of the three countries responsible for strategic planning, business development, marketing, sales, market access, medical affairs, quality, regulatory, demand planning, and customer service.
The position reports to the General Manager, Emerging Asia and serves as a senior member of the ADC Emerging Asia Leadership Team, with up to 50% travel expected.
Attractive Features of Company and This Position
We're looking for an entrepreneurial leader who is passionate about redefining health care through innovation, unconventional thinking and embracing fun. It's a mission that takes some serious smarts, intense curiosity and determination to be the best. Come be part of the team that's changing how diabetes is managed!
Have Fun-come join a business that has a strong R&D pipeline and is poised for explosive, double-digit growth over the next several years!
Be An Entrepreneur, Build a Business-put your entrepreneurial skills to work and build a business with the support of a stable multinational health care corporation
High Visibility-the launch of FreeStyle Libre is highly visible at the top levels of the Company
Company Culture- a collegial culture focused on helping people with diabetes
Small Company Feel, Large Company Stability-gain the benefits of working in a successful, entrepreneurial Division within a large, stable and growing multi-national health care company
Attractive Compensation and Benefits-a highly attractive compensation package featuring strong bonus and long-term incentive plans
Career Development-the successful candidate will receive career development opportunities leading to roles of increasing commercial responsibility and seniority
Strategy and Business Development
Set vision and define strategy to
establish FreeStyle Libre and Ambulatory Glucose Profile (AGP) as a standard of care for people living with diabetes;
maintain the core Blood Glucose Monitoring business in the countries and
Responsbile to drive Overall P&L management with Revenues of 11 million USD expected to go to 20 million by 2022
Develop blueprint for scale up of the commercial team, including marketing, sales, market access, regulatory, etc.
Define the FreeStyle Libre/FreeStyle Libre Pro launch strategy and lead the launch
Anticipate potential risks and proactively develop and implement mitigation plans
Identify key business questions/issues, formulate hypotheses, collect qualitative and quantitative data necessary to evaluate the hypotheses, perform analysis and summarize conclusions/ recommendations with minimal guidance
Develop and optimize appropriate performance metrics and dashboards; produce monthly KPI Dashboard
Lead the development and execution of innovative, creative consumer and health care professional marketing strategies, programs and tactics to disrupt the glucose monitoring market and establish AGP and FreeStyle Libre as an integral part of diabetes management
Promote a "Test-and-Learn" approach that emphasizes speed-to-market, in-market testing, measurement, and refinement
Set pricing for FreeStyle Libre readers and sensors, as well as blood glucose meters and test strips
Partner with Global Market Research to define research priorities that will yield actionable insights that help shape strategic direction
Lead the monitoring of the external environment, identifying strategic opportunities and competitive threats and proactively plan for potential impact on ADC
Lead, motivate and inspire sales force to deliver financial and non-financial targets
Define sales force organization structure, size, roles and responsibilities to ensure appropriate support for FreeStyle Libre Pro as well as the base BGM business in each of three countries
Set sales force call plans through customer segmentation and targeting
Define and administer an incentive compensation plan based on a pay-for-performance philosophy that motivates the sales team to achieve peak performance
Develop sales force training and career development plan that motivates staff to grow their career with Abbott
Define strategy to establish AGP as the standard of care for diabetes treatment (similar to HbA1c)
Drive development of Key Opinion Leader Advisory Boards (national and regional) to shape the thinking regarding how AGP can be used to treat patients
Identify opportunities to execute Post Market Observational Studies; partner with ADC Global Medical Affairs Team to formalize and execute studies
Develop AGP-focused continuing medical education programs for endocrinologists, diabetologists and consulting physiciansDevelop plan for participation in key diabetes/endocrinology-related medical
Manage the P&Ls to ensure sales and profit objectives are achieved on a quarterly and annual basis
Anticipate and proactively mitigate sales and margin risks
Identify and drive execution of Gross Margin improvement initiatives
Drive the financial planning and demand forecasting processes (e.g., Sales & Operations Planning, Rolling 6Q LBE) for ADC
Perform complex business and financial analysis that yields actionable insights that increase market share, sales and profit
Ensure all staff are trained on and compliant with pharmaceutical and medical device regulations, as well as Abbott's Ethics and Compliance, Finance, Purchasing, Quality and Regulatory policies and procedures
Supervise and mentor staff, proactively supporting their professional development
Engage and manage external consultancies and agencies as appropriate
Participate in government meetings, sales meetings, training and industry trade shows; serve as spokesperson for ADC
Proven commercial leader with minimum 10/12 years' experience in Sales in FMCH health / pharmaceutical and/or medical device industry with commercial strategy, sales leadership, marketing (consumer and health care professional) and P&L management experience, marketing experience is a plus but not essential
MBA in sales and marketing preferred -not essential
Proven ability to attract, hire, develop and retain high-caliber talent
High-energy, entrepreneurial, collaborative, inspiring leader that is assertive, possesses a high degree of self-confidence and intellectual curiosity, exhibits a bias for action, demonstrates good executive presence, and has a track record of leading change and building businesses
Familiarity with HCP go to market having previously lead Doctor detailing teams/reps successfully in the past is Key
Retail management skills to drive offtakes for the brand are an essential
Understanding of the Philippines & Indonesia Hospital, Pharmacy landscape (e.g. Guardian, Watsons) and having worked previously with them is a Big plus
Outstanding strategic planning and analytical skills-proven ability to identify/define business questions and issues, synthesize information from multiple sources, conduct analysis, formulate actionable recommendations and confidently recommend a point-of-view to senior management
Innovative and creative-demonstrated ability to leverage consumer insights to identify and evaluate creative ideas, focusing on those that will create sustainable competitive advantage
Exceptional oral and written communication skills, with the ability to build strong, collaborative working relationships with internal and external stakeholders
Strong project management skills, with proven ability to manage multiple tasks concurrently under aggressive timelines in a dynamic environment while maintaining strong attention to detail and quick recall
Strong knowledge of accounting, finance and statistics concepts (i.e., ROI, P&L)
Advanced knowledge of and experience using Microsoft PowerPoint and Excel
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.