Director, Distributor Strategy

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.

JOB DESCRIPTION:

About Abbott

Abbott is a global healthcare leader, creating breakthrough science to improve people's health. We're always looking towards the future, anticipating changes in medical science and technology.

Working at Abbott

At Abbott, you can do work that matters, grow, and learn, care for yourself and family, be your true self and live a full life. You'll also have access to:

• Career development with an international company where you can grow the career you dream of.
• Free medical coverage for employees* via the Health Investment Plan (HIP) PPO
• An excellent retirement savings plan with high employer contribution
• Tuition reimbursement, the Freedom 2 Save student debt program and FreeU education benefit - an affordable and convenient path to getting a bachelor's degree.
• A company recognized as a great place to work in dozens of countries around the world and named one of the most admired companies in the world by Fortune.
• A company that is recognized as one of the best big companies to work for as well as a best place to work for diversity, working mothers, female executives, and scientists.

What You'll Work On

The Director of Distributor Strategy is responsible for developing / updating Distributor channel strategies consistent with go-to-market approaches, in close collaboration with the commercial organization.This includes distributor selection criteria, distributor roles and responsibilities, distributor management processes, and incentive / reward systems that will enable distributors to meet and exceed revenue targets.

Main Responsibilities

• Monitor the performance of all distributor activities against goals. Establish standards/processes of distributor management, including aligned growth targets, joint business plans, performance business reviews, and Distributor optimization programs.
• Direct all distributor policies, procedures, and activities to maximize the efficiency, reliability, timeliness, and cost effectiveness of the organization's distributors.
• Establish global guidance and processes for KPI and Scorecard tracking to evaluate and report on partnership performance and initiatives to improve those KPIs.
• Identify Distributor opportunities for growth and areas of risk including contract compliance; develop recommendations to address identified opportunities/risks. Bring cross-functional resources together to fully implement optimization initiatives.
• Contribute to the improvement of distributor performance and competence. Drive effective use of Abbott resources through distributor targeted development and training plans, sharing of best practices, market insights, product innovations, and new marketing approaches.
• Establish review and approval processes for new Distributors and terminations, coordinating closely with Quality to ensure communication and commercial quality policy compliance.
• Analyze distributor performance and investigate trends and outliers for assigned accounts, identify opportunities, and maximize business efficiencies and margin improvement.
• Regularly review and communicate findings, potential solutions, recommendations, and action items with Distributor Managers and Commercial teams globally.
• Oversee the budget.

Required Qualifications

Education

• Bachelor's degree (± 16 years) an equivalent combination of education and work experience

Experience/Background

• Minimum 7 years' experience operating within a fast-paced selling environment, strong preference for medical device industry experience
• At least 5 years' experience working directly with distribution and channel management teams, ideally across multiple countries and regions

Preferred Qualifications

• Excellent verbal, written, and presentation/communication skills
• Deep understanding of diagnostics market complexities and customer needs
• Strong understanding of Distributor operations and commercial channel management
• Sales management experience preferred
• Strong analytical and computer skills with knowledge of financial models
• Ability to make actionable recommendations related to commercial operations and performance management
• Strong work ethic, self-motivation, and resourcefulness
• Execution, planning, and scheduling-balancing various levels of work
• Ability to mobilize teams and execute a plan in a matrixed environment

* Participants who complete a short wellness assessment qualify for FREE coverage in our HIP PPO medical plan. Free coverage applies in the next calendar year.

Learn more about our health and wellness benefits, which provide the security to help you and your family live full lives: www.abbottbenefits.com

Follow your career aspirations to Abbott for diverse opportunities with a company that can help you build your future and live your best life. Abbott is an Equal Opportunity Employer, committed to employee diversity.

Connect with us at www.abbott.com, on Facebook at www.facebook.com/Abbott and on Twitter @AbbottNews and @AbbottGlobal.

The salary for this role is between:

N/A

JOB FAMILY:

Sales Support & Administration

DIVISION:

IACC Immunoassay and Clinical Chemistry

LOCATION:

United States > Lake Forest : CP01

ADDITIONAL LOCATIONS:

WORK SHIFT:

Standard

TRAVEL:

Yes, 10 % of the Time

MEDICAL SURVEILLANCE:

Not Applicable

SIGNIFICANT WORK ACTIVITIES:

Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day), Keyboard use (greater or equal to 50% of the workday)

Abbott is an Equal Opportunity Employer of Minorities/Women/Individuals with Disabilities/Protected Veterans.

EEO is the Law link - English: http://webstorage.abbott.com/common/External/EEO_English.pdf

EEO is the Law link - Espanol: http://webstorage.abbott.com/common/External/EEO_Spanish.pdf