Manager-Commercial Excellence & Business Operations - Mumbai

Abbott

5 - 10 years

Mumbai

Posted: 02/08/2025

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Job Description

JOB DESCRIPTION:

Job Summary

This role leads Commercial Excellence, Sales Operations, and Marketing execution across the APOC India+ region. It is responsible for driving strategic initiatives, optimizing commercial processes, and supporting cross-functional execution to achieve revenue and profitability goals.

Responsibilities

Commercial Excellence & Sales Operations:

Define and track KPIs to monitor business performance and support strategic goals.

Develop field force targets and contribute to sales incentive plan design and validation.

Lead business analytics and dashboard development to support leadership decisions.

Promote CRM adoption (Salesforce) and advocate global sales play book to enable a performance-driven culture.

Drive sales funnel progression and achievement of commercial excellence KPIs

Ensure compliance with internal audit, finance, and statutory requirements.

Coordinate order processing, logistics, and communication between importers/distributors and global teams.

Manage distributor lifecycle including onboarding, compliance checks, sub-dx alignment, contract support, and database maintenance.

Monitor market pricing, distributor discounting, and business support activities

Oversee distributor governance at all levels (T1/T2/T3) and track performance

Forecast demand, manage inventory levels, and mitigate product expiries and returns.

Drive Integrated Business Planning (IBP) processes to ensure SKU-level forecasting accuracy. Ensure timely placement of monthly Purchase Orders and advance payments in alignment with IBP plans

Finance Planning & governance:

Drive financial strategy planning and execution (e.g., rLBE, pricing decisions) to meet P&L objectives of top-line, GM, and Div Margin.

Proactively drive GMI projects to enhance profitability.

Ensure timely inputs to calibrate provisions in the P&L and report financials weekly, monthly and annually to required internal partner

Ensure all expenses are captured or provided for under the appropriate heading.

Build business cases for strategic projects and deals

Support India+ to achieve monthly, quarterly and annual revenue targets

Marketing & Strategic Initiatives:

Support the development and execution of marketing strategies

Monitor government business pipeline, provide execution support and track progress

Support new product launches, identify growth opportunities and drive/monitor track performance of key growth drivers.

Lead and execute strategic projects aligned with business objectives

Requirements: Education and Experience

Education: Bachelor’s degree in Science, Business, or accounting; MBA desirable.

Experience: 10-12 years- experience with at least 3 years in SFE, commercial excellence or sales operations roles, preferably within medical devices/diagnostics. Exposure of sales strongly preferred. Additional accounting and audit experience beneficial

Key attributes: Overall flair for numbers, business orientation, basic knowledge of CRM and systems, ability to influence teams and managers

Managerial

Strategic thinking & analytical skills

Problem solving and decision-making skills

Communication Skills & Clarity of thought

Behavioral

Ability to influence cross-functional teams and senior leadership

High integrity, accountability, and customer-centric mindset.

Conflict management and strong interpersonal skills

Agile mindset with a focus on continuous improvement.

Functional / Technical

Functional & Technical Knowledge on incentives, CRM, MS Office tools etc.

Flairs for numbers and forecasting (essential)

Highly developed presentation skills

The base pay for this position is

N/A

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

JOB FAMILY:

Sales Support & Administration

DIVISION:

APOC Point of Care

LOCATION:

India > Mumbai : BKC Building

ADDITIONAL LOCATIONS:

WORK SHIFT:

Standard

TRAVEL:

Not specified

MEDICAL SURVEILLANCE:

Not Applicable

SIGNIFICANT WORK ACTIVITIES:

Continuous standing for prolonged periods (more than 2 consecutive hours in an 8 hour day)

About Company

Abbott is a global healthcare company developing medical devices, diagnostic tools, nutritional products, and medicines. It focuses on improving health outcomes across areas like heart disease, diabetes, and infectious diseases, with a strong emphasis on research and innovation.