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Manager-Commercial Excellence & Business Operations - Mumbai

Abbott

5 - 10 years

Mumbai

Posted: 02/08/2025

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.

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