Position Title: Area General Manager, Latin America & Canada, Infectious Disease

Location: São Paulo, Brazil

DO WORK THAT MATTERS

At Abbott, diverse ideas, perspectives, and expertise allow us to create the life-changing solutions that help people live healthier lives. In 160 countries and with businesses spanning nutrition, diagnostics, medical devices, and branded generic pharmaceuticals, Abbott offers you enormous opportunities to explore your interests and help you achieve your career and personal goals.

JOB SUMMARY

Responsible for the Infectious Diseases business unit in Latin America & Canada (LAC). Exercises executive management responsibility and is accountable for the performance of commercial initiatives across all customers’ segments in the designated geography. Sets goals, ensures that they are met and is responsible for continuous process improvement. Exercises management judgment in planning and organizing focus, work and delivery of sales operations. Monitors performance and reports status. Has overall responsibility for the development of his staff and their succession plans. Inspires staff to accomplish stated business objectives. Ensures that the most effective, cost efficient and best business practices are implemented and continually evaluates their effectiveness and appropriateness. Assures that the quality of services meets internal and external customer requirements. Remains current on developments in field(s) of expertise and maintains a strong customer and key opinion leader (KOL) focus. Ensures employee compliance with Abbott policies and practices.

Essential Functions

Market Focus – Proactively understand and influence the external stakeholders such as payors, physicians, hospitals, market, government, competitors and customers. Think critically about local market dynamics. Develop intimate knowledge about the market and customer needs. Navigate complex compliance and regulatory environments. Stay current with industry trends and development. Stay current in marketing trends such as social media, multi-channels, digital marketing. Understand the needs of existing and emerging stakeholders and segments. Maximize the impact of marketing and market access efforts to grow business. Financial Management – Identify and monitor key financial indicators to gauge performance. Anticipate and manage financial, distributor, governmental and commercial risks. Manage P&L to deliver financial commitments as well as optimize short-term performance and long-term growth. Conduct regular business reviews to ensure execution against plan. Ensures that the most effective, cost efficient and best business practices are implemented; continually evaluates their effectiveness and appropriateness. New Business Development– Develop and communicate a clear, forward thinking, customer-focused growth strategy for own geographic scope given the complexity of the market. Analyze and segment territories to identify business development opportunities and influence leaders to obtain the necessary resources and tools to execute. Engages external partners and distributors to accelerate market penetration and revenue growth. Commercial Execution - Translate divisional/functional strategies into a sustainable operating plan. Use the plan to create meaningful, actionable goals for teams and individuals. Execute the plan by clarifying KPIs, setting priorities, and using metrics to track progress. Inspire, motivate and engage the workforce to adopt the strategy. Cross-functional alignment – Acquire, allocate, and sustain the necessary resources to execute the current and long-term strategy. Ensure functions work together in an integrated manner to deliver results. Forge opportunities for innovation and continuous improvement to drive above-market top line sales growth and maximize efficiency and improve margin. Internal and External Stakeholder Management - Understand the needs and expectations of internal stakeholders (e.g. other GMs, functional leaders, senior leaders, etc.) and external stakeholders (e.g. regulatory/compliance entities, governments, associations, etc.). Initiate, maintain, and tactfully influence relationships with various medical and non-medical stakeholders. Align the interests of different stakeholders to drive common goals, driving aggressive reconciliation when necessary. Proactively engage key opinion leaders to shape and reinforce the Abbott brand and image. Proactively engage in building relationships to influence policy makers. Build and manage relationships with government affairs institutions. Represent self, equal to the Abbott brand, when in the community and with various external stakeholders. Compliance - Develops operating policies consistent with Abbott’s broad policies and objectives and ensures their implementation. Ensures that activities and operations are carried out in compliance with local, state and federal regulations and laws governing business operations.

Accountability/Supervision

Reports to the Divisional Vice President global commercial operations. Acts independently restricted by only the policies and objectives to carry out the assignments/responsibilities given by management and ensures that the objectives set for such assignments are met. Has authority to establish sales policies/procedures and to set goals, priorities and systems that affect the future direction of the commercial organization. Develops organizational strategy/planning to carry out divisional goals, accountable for the contribution of the commercial organization to the long-term needs of LAC, Infectious Diseases. Implements organizational planning/development programs providing necessary resources, both short and long term, and ensures the attainment of profit and operational goals for the LAC commercial organization. Anticipates and resolves the highest level of problems/issues that could impact the operational success; manages conflicting objectives. Accountable for administrative and operational decisions affecting the commercial organization. These decisions would have maximum effect on the success or failure of the LAC, ID commercial organization, as well as having a direct effect on the division and corporation meeting its overall-long term objectives.

Relationships

Internal: Interfaces with senior executive management within the Company. Participates in and approves staffing and organizational structure. Serves as the principal spokesperson for the LAC, Infectious Diseases commercial organization on matters of significance to the Division/Abbott. Provides an overall environment that facilitates employee development, growth and performance. Sets strategic direction for the LAC, ID commercial organization.

External: Interacts with sales representatives, physicians, key vendors, key opinion leaders (KOLs), customers, agents and representatives of cognizant governmental agencies and corporations.

QUALIFICATIONS

• Bachelor’s Degree in Science or Business.
• 10+ years of successful experience in leading commercial regional organizations with over $50MM in sales with proven track record of sales growth acceleration and consistent plan achievement in Latin America (particularly Brazil and Mexico).
• Knowledge of Diagnostics, Medical Device and/or Software as Service (SaS) industry.
• Proven experience in developing turnaround strategies, leading change, restructuring operations, optimizing resources and building remediation plans.
• Proven track record of developing strategies and tactics to maintain and grow share in a competitive and volatile environment.
• Ability to quickly identify and shape strategies to react to emerging and fast changing trends in emerging markets.
• Prior experience of running a full P&L at affiliate and/or regional level. Demonstrated expertise in price – value contract negotiations. Thorough understanding of financial dynamics (pricing, return on investment, contract management and additional cost justification).
• Operational mindset to drive projects from inception to completion.
• Ability to form and lead cross-functional teams to convert identified market needs into solutions.
• Excellent oral, written and presentation communication skills.
• Ability and flexibility to travel and work with customers and partners throughout the assigned geographical territory. Overnight travel as necessary to complete business requirements. Estimated 50% travel.
• Ability to operate independently without frequent supervision or guidance.
• Personal attributes to enable success in a dynamic organization: work ethic, persistence, tenacity, creativity, confidence, positive attitude, energy, team player, customer focus, resilience, stress tolerance, problem solving, flexibility, persuasiveness and the ability to take risks.
• Strong computer skills including Word, Excel and PowerPoint.
• Fluent in spoken and written English, as well as Spanish and/or Portuguese.

About Abbott

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 103,000 colleagues serve people in more than 160 countries.

Connect with us at www.abbott.com, on LinkedIn at www.linkedin.com/company/abbott-/, on Facebook at www.facebook.com/Abbott and on Twitter @AbbottNews and @AbbottGlobal.