Company Description
AbbVie's mission is to discover and deliver innovative medicines and solutions that solve serious health issues today and address the medical challenges of tomorrow. We strive to have a remarkable impact on people's lives across several key therapeutic areas immunology, oncology, neuroscience, and eye care and products and services in our Allergan Aesthetics portfolio. For more information about AbbVie, please visit us at www.abbvie.com. Follow @abbvie on Twitter, Facebook, Instagram, YouTube and LinkedIn.
Job Description
Job Summary
The Business Unit Director takes the full leadership responsibilities and leads commercial strategy/activities on the overall direction of the assigned Business Units, to support the implementation and execution process and drive financial processes across all brands placing the patient into the center of all efforts. The BUD takes the essential lead in ensuring the alignment of business goals and objectives towards the dynamic growth of the assigned business in the country. Operates within AbbVie's business code of conduct, all policies and applicable laws and regulations.
Major Responsibilities
Build and manage commercial operations strategy and execution to achieve or exceed respective Plan.
Coordinate, consolidate and drive business and financial processes (i.e. S&OP) and allocated P&L. Review, challenge and validate outputs to commercial models in order to incorporate realistic and raise the bar objectives into plan book.
As member of the Affiliate Management Team role model AbbVie Ways We Work (WWW) behavior and enable the Brand Team matrix to work to achieve high quality strategy and execution capability in all allocated brands.
Coach and develop top talent, set goals, conduct succession planning, execute performance management agenda to align people performance to business goals, business KPIs and to maximize business opportunities.
Represent AbbVie to outside stakeholders as patient centric and the health care partner of choice to build sustainable AbbVie brand image.
Besides managing Legacy Allergan (L-AGN) business and staff, need to drive Legacy AbbVie (L-ABV) business via the appointed distributor and their team
Key Duties and Responsibilities
- Planning (60%)
Provides leadership and strategic vision to the assigned Business Unit in meeting critical business goals and objectives.
Establish the business unit sales and marketing budget for the General Manager to develop an annual budget plan to fully exploit the market potential and to uphold the fullest potential of the organization.
Leads in analyzing the performance of the company through the annual or monthly generated reports and its implications to the business and of the organization.
Develop business unit marketing strategy to achieve business unit sales target, within the framework of company objectives.
Review and approve product marketing plan prepared by the product supervisor to ensure the achievement of short- and long-term business unit objectives.
Gather data to understand customer needs, market size, market growth and competitive share position and initiate market research project if needed.
Establish new product planning with the product supervisor to ensure effective pre-marketing prior to launch.
Make recommendations to the General Manager to set pricing for new products or price adjustment for existing products to maximize sales and gross profit.
Coordinate with and recommend local and regional regulatory manager to prioritize registration of new products/new packaging and ensure registration approval of such products before the launch date, and to ensure proper maintenance of existing products.
Develop incentive schemes to motivate the field force to drive sales to meet business unit target.
Plan and develop country key opinion leader to provide education and information to customers. Recommend and coordinate with Regional Commercial Director to develop regional key opinion leader.
Communicate, partner, collaborate and influence up and across AbbVie's internal stakeholders and processes with core functions such as Regulatory, Market Access, Medical etc. to get things done. Create a sustainable culture of innovation, calculated risk taking and high accountability.
Maintain compliance in an ever changing and complex health care environment.
- Sales Management (20%)
Executes and provides strong management disciplines in meeting business objectives in targeting sales achievements and as well in setting up a realistic plan of action.
Directs and ensures continuous market growth and stability of assigned businesses in the country through strategic people management and strong marketing acumen.
Develop and use effective communication skills to gain more impact during field staff meetings and conferences and when presenting promotion programs.
Continually evaluate in both quantitative and qualitative terms the potential and actual performance of assigned products.
Recommend:
o Products which should be dropped.
o Improvements to present products e.g. pack, price.
o New markets or uses (indications) for assigned products which should be tapped.
o New products which can be profitably integrated with the present line.
Develop and maintain a library of clinical papers, technical data, and promotion materials on assigned products.
Develop a core of specialists MDs relevant to his products as investigators, speakers or trend setters
- Implementation, Coordination and Monitoring (20%)
Manage and drive new product development program and existing business through close co-ordination with local sales representatives, regional marketing team, and R&D support.
Develop, support, direct and manage the in-market business, optimize resources to achieve the goal.
Maintain contact and build relationships with key opinion leader to get support and build company image.
Develop creative input for the marketing plan and key product strategies, tactics and promotional activities to achieve maximum market impact.
Monitor competitive product promotion and develop specific measures to counter competitive activity.
Continually review assigned products progress / prognosis with the Product Managers
Supervise Sales Manager, Product Managers and Senior Product Specialists and to initiate corrective measures where necessary.
Implement all training activities related to product promotion for AbbVie and Distributor's field personnel
Organize, implement, control and report on pre-launch campaigns of assigned products.
Liaise with the Regulatory Affairs Manager and the Sales Managers in conducting safety monitoring programs for assigned products.
Key Stakeholders:
External: All stakeholders as defined in the affiliate NNLRP
Internal: Senior leadership, Affiliate Management Team members, Brand Team Leaders, Sales Managers Business Unit Managers, Brand Managers, Area Commercial Directors
Qualifications
Basic
Degree in Science, Business or Management
10 years and more in Sales and Marketing Pharmaceutical Industry in MNC countries
Min 5-7 years of Sales Management experience
Min 3-5 years of Marketing Management experience
Relevant business unit experience with proven track record of success in managing a P&L.
Proven track record of success in developing business vision, translate into strategies and balancing realistic short-term requirements and long-range business plans.
Excellent working knowledge of the healthcare and pharmaceutical environment.
Strong business acumen and knowledge of sales and marketing aspects, financial processes, brand and market dynamics.
Proven track record of successful leadership, management and coaching of teams and individuals, and in having developed talent and performance managed low performers.
English language proficiency verbally and in writing (for all non-English speaking countries)
Preferred
Proven track record of having achieved extraordinary business results.
Proven track record of having successfully managed significant change.
Additional Information
AbbVie is committed to operating with integrity, driving innovation, transforming lives, serving our community and embracing diversity and inclusion. It is AbbVie's policy to employ qualified persons of the greatest ability without discrimination against any employee or applicant for employment because of race, color, religion, national origin, age, sex (including pregnancy), physical or mental disability, medical condition, genetic information, gender identity or expression, sexual orientation, marital status, status as a protected veteran, or any other legally protected group status.
