Senior Manager, Commercial Excellence

Job Description

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, nutritionals and branded generic medicines. Our 115,000 colleagues serve people in more than 160 countries.

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Working at Abbott

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At Abbott, you can do work that matters, grow, and learn, care for yourself and family, be your true self and live a full life. You will also have access to:

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  Career development with an international company where you can grow the career you dream of.

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  Employees can qualify for free medical coverage in our Health Investment Plan (HIP) PPO medical plan in the next calendar year

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  An excellent retirement savings plan with high employer contribution

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  Tuition reimbursement, the Freedom 2 Save student debt program and FreeU education benefit - an affordable and convenient path to getting a bachelor’s degree.

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  A company recognized as a great place to work in dozens of countries around the world and named one of the most admired companies in the world by Fortune.

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  A company that is recognized as one of the best big companies to work for as well as a best place to work for diversity, working mothers, female executives, and scientists.

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The Opportunity

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This position works in the Lake Mary, FL location in the Abbott Heart Failure, Acelis Connected Health business. Our Heart Failure solutions are helping address some of the World’s greatest healthcare challenges.

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As the Sr. Manager, Commercial Excellence, you will work closely with the commercial and operations organization to improve efficiency, capture market feedback, and support ongoing sales training.

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What You’ll Work On

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The following reflects management’s definition of essential functions for this job but does not restrict the tasks that may be assigned. Management may assign or reassign duties and responsibilities to this job at any time due to reasonable accommodation or other reasons.

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• Develop and implement all RPM sales training programs. Includes new hire and on-going skills development.
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• Leadership training, coaching, and development
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• Provide comprehensive assessment and development recommendations for new staff following instructor-led training and one-to-one ride along experience. May work directly with Regional Director, Sales on individual development activities.
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• Responsible for ongoing quality analysis of both sales performance and trainings to ensure objectives are being met and adhered to
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• Supports the Abbott, Acelis Connected Health corporate training initiatives.
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• Manage the Abbott Vendor credentialing program for Abbott ACH, including obtaining certification with the Vendor Credentialing requirements by following current immunization, required training, background checks and competency assessments
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• Directs activities of sales to plan, develop procedures, establish responsibilities, and coordinate functions among staff by assigning or delegating responsibilities.
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• Creates, trains and implements business analytics for sales, sales leadership and staff
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• Develop and implement strategic action plans for sales departments.
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• Directs system enhancements to continuously improve effectiveness of team.
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• Develop work procedure strategy, schedule, and workflow.
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• Manage professional Sales activities, communicates changes and progress.
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• Develop and implement call handling strategies, up-selling techniques, and “selling protocol”.
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• Develop supervisors and staff in consultative sales approach; utilizing clinical evidence, available services, and product knowledge to effectively support clients.
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• Develops and implements standardized procedures to improve efficiency of staff.
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• Directs the development of staffing, training and performance evaluations to develop and control sales programs.
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• Direct and assists sales representatives with maintaining relationships with customers and with other team members.
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• Develops and implements staff in cross selling, product knowledge, and monitors effectiveness.
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• Assist with marketing needs and development of material and marketing programs
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• Manage Sales reports.
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• Assist with related special projects as required; to include advising strategic partners through implementation and growth models to increase profit.
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• Maintain working relationships with all Management, Strategic Partners, and business partners to promote growth.
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• Follow all regulatory policies and procedures, privacy and security standards in accordance with Government agencies to include HIPAA requirements.
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• Reports directly to the Commercial Director, responsible for defining the sales strategy based on a thorough understanding of the market dynamics that influence and predict performance
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• Coordinates with marketing to implement a strategic marketing plan
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• Assist with market research and analysis to understand market trends and needs
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• Develop and utilize Key Opinion Leaders for market analysis and business acceleration. Works with operations, marketing, and sales teams to develop the Standing Stone Service platform based on market trends and strategic company vision
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• Furnishes sales/marketing advice, counsel and general staff support to all departments within the organization.
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• Maintain accuracy of Time related software for area of responsibility.
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• Maintain a culture of accountability via setting clear objectives throughout all employees in areas of responsibility through regular follow-up, variance tracking and results.
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• Oversight for the selection of associates, setting expectations, motivating and developing new hires within department.
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• Conduct accurate and timely assessment of subordinates through performance reviews yearly.
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• Conduct supervisory responsibilities in accordance with organization’s policies and applicable laws.
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• Review policies and procedures for consistency across corporate wide entities.
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• Identify and assist with implementation of business processes and workflow productivity improvements.
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• Assist with related special projects as required; to include advising other holdings and new strategic partners through implementation and growth models.
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• Perform other duties and projects as necessary/assigned.
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Required Qualifications

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• Bachelor’s Degree or relevant coursework
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• Five to seven years related Sales experience
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• Travel by car or airplane for long periods - Occasionally.
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• Overnight travel required – Occasionally
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• Sitting at desk for long periods working on computer using keyboard and phone.
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Preferred Qualifications

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• Tolerance to ambiguity and ability to use effective problem-solving techniques
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• Ability to grasp and understand business concepts and issues.
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• Ability to use thinking and reasoning skills to solve problems.
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• Ability to think in terms of abstract ideas.
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• Ability to make critical decisions while following company procedures.
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• Ability to communicate comfortably across all levels of the company and to tailor communication style depending upon the respective audience
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• Ability to be goal oriented and results focused.
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• Ability to mentor and lead staff to effectively meet deliverables and to continuously increase the value of their contributions to the benefit of the business.
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• Ability to drive decisions but to gain consensus when appropriate to promote sustainable and accountable outcomes.
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• Ability to use efficient time management skills.
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• Ability to utilize the available time to organize and complete work within given deadlines.
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• Ability to communicate both in writing & verbally clearly and concisely.
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• Ability to influence others to perform their jobs effectively and to be responsible for making decisions.
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• Ability to reason and communicate with others in a professional manner.
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• Ability to organize and direct oneself and others effectively.
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• Ability to organize and direct a project to completion through drive and initiative.
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• Ability to attend job related courses & seminars as required, to perform effectively in current position.
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• Ability to use equipment that is relevant to job functions and requirements.
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Learn more about our health and wellness benefits, which provide the security to help you and your family live full lives: 

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Follow your career aspirations to Abbott for diverse opportunities with a company that can help you build your future and live your best life. Abbott is an Equal Opportunity Employer, committed to employee diversity.

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Connect with us at on Facebook at and on Twitter @AbbottNews and @AbbottGlobal.

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The base pay for this position is $129,300.00 – $258,700.00. In specific locations, the pay range may vary from the range posted.