Easter Seals Jobs

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, nutritional and branded generic medicines. Our 103,000 colleagues serve people in more than 160 countries generating over $40B in sales globally.

Primary Job Function

The Global Go to Market Director is responsible for the day-to-day management of the Go-to-Market category team within Corporate Procurement. This individual will provide commercial strategic design support, operations risk, and ROI analysis to Abbot’s various commercial affiliates. They will work to develop an engagement model with Commercial that supports Abbott’s key objectives, including Gross Margin improvement, commercial execution, customer centricity and commercialisation of the new product pipeline. The role will report into the DVP of Operational & Commercial Services, in Global Procurement Services, and target the gross-to-net sales line of the P&L.

Core Responsibilities -

Go-to-Market Strategy –Cost to Serve & Channel Optimisation

Develop go-to-market strategy for customer segments and territories served by channel partners, ensuring alignment with overall business objectives. Optimize channel performance by ensuring the right products are sold in the right segments, meeting customer expectations while ensuring channel profitability and sustainability.

Assess route to market effectiveness to ensure efficient and cost-effective distribution channels, optimizing customer reach and service levels.

Monitor channel performance metrics to identify areas for improvement and implement targeted initiatives to enhance channel effectiveness and profitability. Collaborate with cross-functional teams to develop and implement channel optimization initiatives, leveraging market insights and customer feedback to drive continuous improvement.

Ensure that decisions regarding distributor engagement/disengagement are informed by competitor positioning, avoiding scenarios where competitors capitalize on opportunities created by disengagement.

Elevate E-Commerce Execution and Development – in collaboration with E-Commerce Solutions lead (direct report)

Collaborate with E-Commerce Solutions lead to develop comprehensive E-commerce strategies and tactical plans aligned with division objectives. Including implementation roadmap for specified therapeutic areas and product categories, aiming to outperform competitors and deliver incremental net sales.

Lead the identification and implementation of technology and platforms to enhance customer experience and drive internal efficiencies.

Benchmark company performance against competitors, identifying areas for improvement and differentiation.

Advise businesses on selecting and partnering with customers strategically, ensuring alignment with E-commerce objectives and maximizing value creation.

Support businesses in sourcing, validating, and implementing support services for E-commerce platforms. Ensuring contractual and commercial excellence within agreements, optimizing resources and driving trade marketing activities.

Develop guidelines and tools for utilizing third-party providers, ensuring maximum return on investment.

Distributor Optimisation – Negotiation and Relationship Building:

Utilize strong negotiation skills to establish and maintain mutually beneficial partnerships with channel partners, ensuring alignment of goals and objectives.

Negotiate terms and agreements with channel partners, including distribution agreements, pricing, and promotional activities.

Evaluate distributor scope of services based on the value they provide to customers in the marketplace, prioritizing company ownership of critical engagements and customer relationships.

Distributor Performance Monitoring:

Implement robust performance monitoring mechanisms to evaluate distributor performance across key metrics such as weighted distribution, market/channel share, on-time delivery, promotion management, and sales force effectiveness.

Establish standards and processes for channel (distributor) management, including aligned growth targets, joint business plans, performance business reviews, and channel partner network optimization programs.

Cost and Distribution Analytics:

Utilize cost and distribution analytics to optimize warehouse utilization, stock replenishment rates, inventory holding, days on hand, and truck utilization.

Utilize cash conversion cycle analytics, including Days Payable Outstanding (DPO), Days Sales Outstanding (DSO), and Days of Inventory on Hand (DOH), to assess cash flow efficiency and liquidity.

Capability Building and Performance Improvement:

Contribute to the performance and competence improvement of channel partners through targeted development and training plans, sharing of best practices, market insights, product innovations, and new marketing approaches.

Drive capability building for distribution managers to enhance distributor selection, engagement, and performance management.

Establish review and approval processes for new channel partners and terminations, coordinating closely with internal functions to ensure policy compliance.

Regularly review and communicate findings, potential solutions, recommendations, and action items with Go-to-Market team, and regional leadership

Optimize the global/regional/affiliate organizational structure to optimize the distribution network, strengthening and growing Abbott’s brands across key distribution channels.

Develop commercial and trade solutions, supporting the execution of 3rd Party Management covering Distribution Agreements, Promotion & Outsourcing Agreements, and Wholesale Agreements.

Strategic Thinking / Relationship Management:

The role has a global scope, and a key competency is ability to communicate clearly with a varying level of management and across many cultures. International stakeholder engagement and management is key to an effective development of this area and the team, being able to demonstrate a successful history in engaging, communicating, and influencing global stakeholders is a prerequisite.

It is important that the candidate drives strategy and standardisation of tools, services, and branding, and can provide customers specific offerings and solutions to drive experiences and buy in. The ability to map improvements, implementations and goal pipelines across the wider organisation is expected.

An ability to manage resources and upskill/develop the team is important, candidates should have experience either directly or indirectly developing people or organisations. As part of a wider corporate function, the candidate needs experience in collaborating with other functions and businesses for the greater good of the organisation. Being able to identify key internal stakeholders, build relationships and collaborate to build pathways to success is important in the role.

Ensuring compliance with applicable corporate and divisional policies and procedures. Assist in ensuring both internal and external compliance with policies, procedures, and quality system regulations specific to the region.

The role requires individuals to solve complex problems taking a broad perspective to identify solutions. An ability to see the broader picture and the total cost of change is required. There is an expectation to deliver cross divisional projects that yield significant benefits to the corporation including savings, margin improvement, top-line growth, re-engineered business procedures, sustainable long-term agreements and risk mitigating supply strategies.

Supervisory/Management Responsibilities:

• E-Commerce specific lead, and Distributor focused organization within key regions (APAC, EMEA, LATAM, US & Canada)

• Direct management of a global team of approximately 5-10 individuals

Position Accountability / Scope:

• Operates with goals approved by DVP of Commercial and Operational Services Procurement

• Authority to implement action plans to address stakeholder relationships issues, drive business initiatives and annual category goal planning

• Integrate the category into divisional business practices

• Meet the diverse needs of our regional stakeholders internal and external.

• Creating standardization where possible.

• Key Organizational Relationships: Area Commercial Directors, General Managers, Division/affiliate leadership, corporate function leadership

• Supporting Sales: +$10 billion and margin improvement of $20MM annually.

• Connections within business: 50-75

• Span of control: Global

• Travel: up to 30-50%

Minimum Education:

• Bachelor’s degree in business administration, Marketing, or related field; MBA preferred.

• Proven track record in channel management, distribution network optimization, and strategic planning, preferably in the healthcare industry.

• Strong negotiation skills with a demonstrated ability to achieve favourable outcomes in complex negotiations.

• Excellent analytical skills with the ability to conduct cost and distribution analytics, inventory management, and competitor analysis.

• Excellent communication and collaboration skills, with the ability to work effectively across functions and regions.

• Demonstrated leadership capabilities, with the ability to drive change and influence stakeholders at all levels.

• Proficiency in technology and platforms related to channel management and analytics.

• Ability to present and influence others, including internal Abbott and external Customer leaders

An Equal Opportunity Employer

Abbot welcomes and encourages diversity in our workforce.

We provide reasonable accommodation to qualified individuals with disabilities.

To request accommodation, please call 224-667-4913 or email corpjat@abbott.com