Commercial Excellence Head
Abbott
About Abbott
Abbott is a global healthcare leader, creating breakthrough science to improve people’s health. We’re always looking towards the future, anticipating changes in medical science and technology.
Working at Abbott
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 have access to:
Career development with an international company where you can grow the career you dream of.
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.
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.
The Opportunity
This position works out of our Pedro de Valdivia Office in Santiago de Chile, in the Established Pharmaceuticals Division. We are committed to bringing the benefits of our trusted medicines to more people in the world’s fastest-growing countries. Our broad portfolio of high-quality and differentiated branded generic medicines reaches across multiple therapeutic areas including gastroenterology, women's health, cardiometabolic, pain management/central nervous system, and respiratory.
As the Commercial Excellence Head, you’ll have the chance to play a pivotal role in shaping and executing the strategy to enhance field force performance, drive commercial impact, and support sustainable growth across our pharmaceutical portfolio. This leadership position requires a strategic mindset, strong cross-functional collaboration, and deep understanding of sales dynamics in pharma market.
What You’ll Do
Act as a strategic partner to local commercial teams and senior leadership, identifying performance gaps, co‑creating strategies, prioritizing initiatives, and embedding data‑driven insights into decision‑making to drive short‑ and long‑term growth.
Define and execute the Sales Force Effectiveness (SFE) strategy aligned with global standards and LatAm commercial goals, acting as SFE expert across functions and ensuring realistic, consistent standards for all programs, reporting, and dashboards.
Drive best‑practice sharing across countries and regions to continuously improve the efficiency and effectiveness of sales resources. Establish SFE monitoring systems, define and track KPIs, and support affiliates in meeting or exceeding commercial objectives.
Lead core SFE pillars including segmentation, targeting, territory design, call planning, incentive models, and resource allocation to maximize business potential and ROI, while ensuring compliance standards.
Enhance CRM platforms, digital tools, analytics, and insights capabilities to improve field force productivity, enable consistent execution, and promote a strong data‑driven culture across therapeutic areas.
Guide country analytics priorities and develop scalable data infrastructure, BI tools, dashboards, and governance standards that ensure accurate, compliant, and actionable insights for leadership.
Define and deploy the country training strategy aligned with commercial objectives, including capability assessments, annual training plans, and the design of soft and hard skills programs. Partner with global teams to adopt innovative learning technologies and develop in‑country trainer capabilities.
Required Qualifications
B.S. in Bachelor’s degree in Business Administration, Engineering, Marketing, or related field.
MBA or postgraduate degree desirable.
Minimum of 10 years of experience in Sales Force Effectiveness, Commercial Excellence or related roles within the pharmaceutical industry.
10+ years of experience leading and developing high-performing teams.
Advanced in English and Spanish. Portuguese is highly desirable.
Proven track record in Commercial Excellence leading initiatives with strategic impact.
Deep understanding of sales force effectiveness strategies and operations, incentive models, segmentation and targeting.
Deep understand in CRM systems, data analytics and performance management tools.
Familiarity with business intelligence tools (e.g., Power BI, Tableau, Qlik, SAP BI) and data architecture principles. As well as with data governance frameworks, ensuring data integrity, consistency, and compliance across markets.
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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