Regional Sales Excellence Manager

at ABBOTT LABORATORIES in Lake Forest, Illinois, United States

Job Description

Regional Sales Excellence Manager - Abbott Labs | Lake Forest, IL

Responsible for driving best-in-class standardized processes and tools to support performance excellence in customer relationship manager (CRM) platforms such as SalesForce.com. Support instrument utilization, sales cadence, integrated business planning (IBP) Commercial Management Cadence at direct and distribution channel and Profitability Improvement via Value Creation/ Expansion deployment in the Region.  Responsible for Region Ownership of Sales Excellence tools such as SalesForce.com, including data stewardship and ticket resolution with Global Team. Coordinate tool activities in order to support and maintain SalesForce.com for regional alignment with the global standardized support system. Capture and prioritize investment needed to address issues or new enhancements. Enable SalesForce.com as the System of Truth for Prospective Business Opportunities. Perform analysis of pipeline accuracy, pipeline health, and determine the accuracy of Territory Total Addressable Market (TAM) data. Implement and adopt Sales Cadence Process across the Region by tracking, monitoring & reporting on Key Performance Indicators (KPIs) using dashboards to drive accountability and enable effective Root Cause Analysis and identification of best-in-class practices. Support the Sales Management team by creating action plans to achieve excellence. Enable an effective, efficient, and repeatable monthly IBP Commercial Management Process through working with all departments including Region Marketing and Region Service to ensure full alignment with Sales Cadence. Drive Region Monthly IBP Commercial Management Processes and ensure clear transparency to Acquisition and Value Expansion Opportunity Plans to enable sustainable and predictable delivery on IBP/LBE Commitment Region Level. Serve as Chair at monthly Management Business Reviews (MBR) meetings. Manage monthly sales roadmaps and provide a summary to the in-house and commercial team to drive operational excellence and accurate forecast including Reagents, Digital Solutions, Instruments Demand Plan, and Changes in core business. Perform business analytics, market analysis and trends, sales and demand planning, and contingency planning (e.g. Risks, Operations, etc.). Report on month-to-month changes in Business and Market Dynamics to outline potential opportunities and vulnerabilities through the MBR process. Use Microsoft Excel features including  macros, VBA, creating dynamic reports with PivotTables, building charts/graphs and managing large datasets with functions (e.g. IF, SUM, INDEX, MATCH, VLOOKUP).  Ensure timely and effective communication and close-out of key decision made, elevations and action items arising from the region review process. Utilize SAM (Strategic Account Management) process and provide analysis and support of the process to align with Integrated business planning (IBP) opportunity plans to ensure execution of best practices. Responsible for territory planning activities including driving formats and ensuring team-planned execution for committed targets is communicated in the IBP. Supervise one (1) Sales Excellence Analyst.

Bachelor’s degree or foreign academic equivalent in Business Management, Business Administration, Finance, or a related field of study with at least 3 years of experience in: (i) driving best-in-class standardized processes and tools to support performance excellence in customer relationship manager (CRM) platforms such as SalesForce.com; (ii) performing analysis of pipeline accuracy, pipeline health, and determine the accuracy of Territory Total Addressable Market (TAM) data; (iii) tracking, monitoring & reporting on Key Performance Indicators (KPIs) using dashboards to drive accountability and enable effective Root Cause Analysis and identification of best-in-class practices; (iv) performing business analytics, market analysis and trends, sales and demand planning, and contingency planning; (v) Microsoft Excel features, including macros, VBA, creating dynamic reports with PivotTables, building charts/graphs and managing large datasets with functions (e.g. IF, SUM, INDEX, MATCH, VLOOKUP); and (vi) utilizing SAM (Strategic Account Management) process and providing analysis and support of the process to align with integrated business planning (IBP) opportunity plans.

An EOE. 40 hrs/wk. Send resumes to: Abbott Laboratories, Elvia Salazar, Willis Tower, South Wacker Dr. Fl. 25, Dept. 32, Chicago, IL 60606.  Refer to ad code: ABT-0043-ES.