Job Summary :
This role will be responsible for crafting the entire Business Excellence Strategy for the South Africa and specific markets in SSA
Responsible for the customization and implementation across region
Deliver and co-ordinate new starter and secondary / follow-up ITC Initial Training Courses)
Identifies the priorities for increased productivity of commercial teams, builds and executes the action plan aligned with the international growth powerhouse strategy
Manages Business Excellence budget for Affiliate
Builds and maintains the correct tools, systems, and processes to track sales & activity of commercial teams.
Builds a continuous partnership with commercial heads to develop sales team efficiency & skills
Ensures commercial teams have clear KPIs and builds the process to track KPIs
Ensures sales teams have clear and timely communicated sales targets and incentive plan
Supports the General Manager and Commercial Leads with strategic initiatives through provision of business excellence dashboards, scenario planning and performance matrix.
Delivery and Co-ordination of Initial Training Courses (ITC)
Deliver and co-ordinate new starter and secondary / follow-up ITCs with content to include :
Selling skills (ISELL, ISTART, QSTREAM)
Principles and practice of key account management
Market relevant Healthcare knowledge (including market access, formulary, and pharmacy process)
Provide Medical and Marketing ITC for Regulatory and Quality Managers
Identifies the priorities for increased productivity of commercial teams
Working as a strategic business partner with the commercial teams to enhance SF effectivity through systems / tools / processes
Ensure correct KPIs are set for the commercial teams and manage the process in terms of monitorization, giving feedback and evaluating activity
Builds and executes the action plan aligned with the international growth powerhouse strategy
Field Force Coaching and Development
Provide coaching and / or development for the field force including PS and Sales Managers (post assessment) :
Customer Facing Skills
Presentation and Negotiation Skills
Analytics understanding of information sources (VEEVA, AORTA, IMS etc.) and manipulation of data and decision making
Ensure Selling Skills intervention as needed and support / provide evaluation of PS to National Sales Manager and Marketing Manager
The requirements described in this section are representative of those that must be met by an employee to successfully perform the essential functions of this job.
Education and Experience
Bachelor’s Degree in business / Life Science
Min. 5year experience in pharmaceutical / life science industry in any of the following functions sales & marketing, commercial excellence, SFE, BI or life science industry consulting field
Behaviours / Value :
Relationship Building - Identifying opportunities and taking action to build strong scientifically based relationships with opinion leaders.
Excellent Communication skills and Presentations skills, both written and oral - ability to present scientific data in balanced and compelling fashion.
Ability to turn complex scientific knowledge in to easily understood language for different audiences.
Planning & Organising : able to plan and execute multiple complex projects and maintain relationships therefore need to be resilient, self-starters who are focused on completing a task.
Decision Making : identifying and understanding issues, problems, and opportunities; comparing data from different sources to draw conclusions;
using effective approaches for choosing a course of action or developing appropriate solutions
Adaptability - Able to work in a fast, dynamic, multicultural and matrix structure; adjust readily
Passion for results - Drive, high energy, maturity, and ability to work under pressure and deliver results; get things done (an action-oriented approach); overcome obstacles
Receptivity to feedback - Receptive to the ideas of others and welcome and accept constructive feedback, display humility
Allergan Aesthetic Culture fit AbbVie Ways of Work
Essential Skills, Experience, and Competencies (includes Licenses, Credentials)
Proficient level of MS skill with expert level in Excel
Advance analytical skill with problem solving mind set
Experience in any of the above said sales excellence activities is an advantage
Team player and good communicator
Experience in team management
Excellent command of English
Additional Requirements :
Valid driver’s license issued by the country in which the individual resides; good driving record.
Ability to travel adequately to cover territory including overnight stays, attend Industry, corporate and training meetings.
Job Level Code
Equal Employment Opportunity
At AbbVie, we value bringing together individuals from diverse backgrounds to develop new and innovative solutions for patients.
As an equal opportunity employer we do not discriminate on the basis 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, protected veteran status, or any other legally protected characteristic.