Country Manager - Structural Heart, South East Asia

JOB DESCRIPTION:

At Abbott Structural Heart, we’re helping rebuild better hearts and improve patients’ quality of life with an improved benefit-to-risk profile by delivering better therapies, better evidence, and better experiences.

JOB PURPOSE AND SCOPE

• Serve as primary business leader for Structural Heart business in the key strategic markets of Thailand, Vietnam, Singapore, Malaysia, Indonesia, Philippines, Cambodia, and Myanmar
• Role is based in Singapore with an extensive travel and reports to General Manager, Emerging Asia, and Korea (EMAK Region- ISC/ SEA / S. Korea)

KEY RESPONSIBILITIES:

• Manage full business P&L and lead direct reports in functional areas (sales) and dotted line with Marketing, Finance, Customer Service, Regulatory Affairs, Quality Affairs
• Achieve revenue and profit targets through market specific strategies
• Establish and execute strategies and devise incentive/marketing programs to drive market leadership across all product groups
• Drive adoption of both established and new products and therapies
• Seek out new, untapped markets and opportunities and convert them into revenue
• Foster strong relationships with key decision makers within SEA countries, including customers, distributors, key government agencies, industry groups, and other internal stakeholders
• Provide leadership and direction to the team and channel partners (distributors)
• Draft contracts and devise incentive/marketing programs to drive market leadership across all product groups
• Ensure compliance and ethical business practices.
• Develop strong organizational culture and infrastructure to support long-term success by providing close coaching and mentoring to the SEA Management Team.
• Organization includes 4 franchises; TAVI, Cardiac Surgery (CS), Structural Intervention(SI) and Transcatheter Mitral & Tricuspid Intervention (TMTI) sales and marketing teams and sales leaders handling Thailand, Vietnam, Singapore, Malaysia, Indonesia, Philippines, Cambodia, and Myanmar
• Position is also indirectly responsible to assess distributor sales team to ensure proper resource allocation and clarity of job descriptions and duties between SH and distributor teams in each respective geography

REQUIREMENTS

• Bachelor’s Degree or equivalent with similar business experience; MBA preferred.
• 10+ years of relevant commercial experience with at least 5 years at management/sales leadership level in medical device industry
• Proven people management experience, preferably with building, leading, coaching, and motivating a sales team towards success
• Experience working for large, multinational companies; experience working within Southeast Asia markets preferred
• Direct sales & Distributor management experience
• Experience with target setting, sales incentives and rebate schemes
• Prior experience within Medical Device or Healthcare industries preferred
• Business acumen, basic financial and business analysis, strategy development
• Excellent spoken and written of English and local language
• IT savvy and knowledge of MS Office, Excel, Word and PowerPoint
• Business Planning, Sales Forecasting and Reporting

COMPETENCIES/SUCCESS FACTORS:

• Model Abbott Behavior: Possesses and demonstrates emotional maturity and holds organizational goals ahead of personal gain. Ensures business needs are met through ethical behaviors without exception. Effectively motivates teams via a clearly articulated strategy and holds team and self-accountable for outcomes. Emphasizes and builds a diverse leadership pipeline and promotes internal movement/development for the betterment of the broader Abbott organization.
• Deliver Business Results: Manage sales, marketing, operational and support functions (directly and/or in a matrix). Deliver on financial goals (e.g., sales, margin, market share). Balance short-term and long-term business priorities.
• Strategy Development and Execution: Develop and communicate business growth strategy given the opportunities in the market. Translate strategies into an operating plan.  Use the plan to create actionable goals for teams and individuals. Execute the plan through clear KPIs and use metrics to track progress.
• Market & Customer Focus: Develop intimate knowledge about the market and customer needs. Influence the stakeholders such as physicians, hospitals, hospital staff and administrators to promote Vascular portfolio. Maximize the impact of sales & marketing team’s efforts to grow business.
• Operational Excellence: Acquire the necessary resources (people, inventory, budget) and allocate/leverage them to execute strategy. Ensure functions work together in an integrated manner to deliver results. Forge continuous improvement to drive above-market top line growth and maximize efficiency and margin.
• Talent Management: Recruit, develop, and retain high-caliber talent. Keep the team motivated and engaged toward common goals.  Assess capability gaps in the team and individuals and build capability /develop talent. Challenge and grow people. Ensure robust succession plans for own position and all key roles.

The base pay for this position is

In specific locations, the pay range may vary from the range posted.

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