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Job Description
Job: General Manager, Canada and Latin America - Neuromodulation (NMD) - São Paulo/SP
Innovation, R&D, Operations, Production & Supply Chain, Strategy role
Full Time Job
Posted on: August 10, 2020
Locations: Brazil (São Paulo)
Job Description:
(primary responsibilities,
reporting structure,
career path...)
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 107,000 colleagues serve people in more than 160 countries.

Our Neuromodulation business is an area of expertise for Abbott. This business includes implantable devices compatible with mobile technology to help people who suffer from chronic pain and movement disorders. Our Solutions include Proclaim (TM) XR SCS System, the #1 Spinal cord stimulator on the market, Proclaim (TM) DRG Neurostimulator, the only FDA approved DRG therapy and a market leader in radiofrequency ablation therapy, Abbott RFA. These non-opioid therapies allow us to provide interventional pain therapy to patients throughout the pain continuum. Our deep brain stimulation technology for progressive diseases help people manage their Parkinson’s disease and essential tremor symptoms, steering away from side effects.

Our Canada & Latin America (CALA) region currently has an opportunity for a General Manager. The General Manager for Neuromodulation sets vision, defines strategy and leads commercial execution to increase market share and drive sustainable double-digit sales and margin growth across Canada and Latin America. The GM is responsible for driving strategic planning, marketing, market access/reimbursement, sales, medical affairs, quality, regulatory, demand planning, finance and customer service. The position reports to the Divisional Vice President, Chronic Pain Therapies and serves as a senior member of the Neuromodulation Leadership Team.

WHAT YOU’LL DO

VISION AND STRATEGY

Set vision and define strategy to enable Abbott Neuromodulation’s CALA Commercial Operations to achieve sustainable, profitable growth
Segment countries and identify a set of Key Countries that will serve as the primary growth drivers for the Neuromodulation CALA business over the next three to five years
Define fact-based, Country-specific strategic and tactical plans for each Key Country; establish a Country-specific KPI Dashboard to track progress against execution of the strategy
Ensure CALA Commercial Operations resources are aligned to support execution of the growth strategy in each Key Country
Define a framework to guide decisions on Country entry and exit decisions
Anticipate potential risks and proactively develop and implement mitigation plans
Perform complex business and financial analysis that yields actionable insights, informs commercial strategy and leads to increased market share, sales and profit
MARKETING

Guide Area and Country marketers in the segmentation and prioritization of market segments that represent opportunities to drive profitable growth
Develop strategic and tactical marketing plans to drive growth in target segments (e.g., Emergency Department, CVOR, Critical Care Units, Outpatient, et al)
Partner with Global Market Insights to understand customer needs in Key Countries and ensure they are contemplated in Global Product Portfolio strategy
Lead CALA Team in defining Country-specific launch plans for Abbott Neuromodulation’s future innovations
Promote a “Test-and-Learn” approach that emphasizes speed-to-market, in-market testing, measurement and refinement
Lead the monitoring of the external environment, identifying strategic opportunities and competitive threats and proactively planning for potential impact on the business
Ensure brand consistency in marketing communications across all countries
SALES

Lead, motivate and inspire the Country sales teams to deliver financial and non-financial targets
Ensure Countries develop an appropriate customer segmentation framework, segment their customer base, and define a set of target customers that will enable achievement of market share and sales objectives
Confirm Countries have the appropriate sales force size, organization, structure, and roles necessary to execute their sales strategy
Partner with Global Commercial Team to define and administer a sales incentive compensation plan based on a pay-for-performance philosophy that motivates the Country sales teams to achieve peak performance
Ensure Country sales teams are sufficiently trained to effectively create demand for i-STAT in each target market segment (e.g., Emergency Department, Cardiovascular Operating Room, etc.)
DISTRIBUTION

Define Country-specific, cost-effective distribution strategy to ensure Abbott Neuromodulation products are efficiently distributed to customers
Ensure all distributors are audited and meet Abbott Quality and compliance policies and product label requirements related to storage and handling
Ensure all new distributors are submitted to Division for review and approval prior to signing a contract with the Distributor
Oversee Distributor contracts, ensuring contracts include appropriate terms and conditions that protect Abbott and Abbott’s customers interests
Manage Distributor inventory levels, ensuring cartridge and analyzer inventory are aligned with division and corporate Days on Hand expectations on quarterly basis
FINANCE

Manage the CALA Commercial Operations P&L to ensure sales and profit objectives are achieved on a quarterly and annual basis
Anticipate and proactively mitigate sales and margin risks
Identify and drive execution of Gross Margin improvement initiatives
Drive the financial planning (rLBE) and demand forecasting (Integrated Business Planning) processes to achieve forecast accuracy targets
QUALITY ASSURANCE AND REGULATORY AFFAIRS

Partner with Regulatory Affairs to achieve regulatory approval for new products; ensure product registrations are maintained for on-market products
Ensure the commercial operations (e.g., product storage and distribution, marketing, sales and customer support) in each Country are conducted in accordance with applicable Abbott Quality policies and external regulations; ensure a process is established to routinely monitor updates to external regulations and address compliance gaps
Allocate appropriate Commercial support for internal and external audits; partner with Corporate and Division stakeholders to define remediation plan and take ownership for execution of remediation plan
Ensure CALA Commercial Operations staff completes Quality and Compliance training on-time
PRICING AND REIMBURSEMENT

Understand point of care diagnostic assay reimbursement in Key Countries
Set pricing for current i-STAT product portfolio, in alignment with global guidelines
Partner with Global Strategic Marketing to define and execute reimbursement and pricing strategy for new assays
CUSTOMER EXPERIENCE

Define Customer Experience strategy to ensure customer questions and issues are addressed in a timely manner
Ensure customer complaints are logged in the system of record according to Abbott policy and local regulations
Achieve Net Promoter Score and Service Level targets
MEDICAL AFFAIRS

Guide Key Countries in developing a KOL influence map for key medical specialties (e.g., cardiovascular, neurology, emergency medicine, anesthesiology, et al.)
Ensure Key Countries partner with Global Medical Affairs to establish Key Opinion Leader Advisory Boards
Define clinical data/evidence needed to attain regulatory approval, market access and influence clinical practice
Define stakeholder advocacy plans to shape clinical practice guidelines related to diagnosis of acute myocardial infarction, sepsis, mild traumatic brain injury, et al.
Establish relationships with Key Country KOLs
OTHER

Ensure all CALA staff are trained on and compliant with In Vitro Diagnostics and Medical Device regulations in their respective Country, as well as Abbott’s Ethics and Compliance, Finance, Purchasing, Quality and Regulatory policies and procedures
Attract, coach/develop, motivate and retain a high-performing commercial team, ensuring appropriate diversity; establish Abbott Neuromodulation talent as a competitive advantage
Qualifications
Preferred/Required:
Job qualifications and experience, academic degrees, personal traits...
PREFERRED

Experience working in both developed and emerging markets is highly preferred
Business-level fluency in Portuguese is strongly preferred
MBA/PhD/MD from top-tier school preferred

EDUCATION AND EXPERIENCE YOU’LL BRING

10+ years in commercial leadership roles in healthcare industry demonstrating ability to align and integrate diverse business teams and functions to ensure they work together to deliver results
Experience as a Country Manager, Sales Leader, or Franchise Head of a $20MM+ business, with hands-on strategic planning, marketing and sales experience required
Strong Servant Leader characteristics/mindset; unquestionable ethics and integrity
Sensitive to global differences in culture, market needs, regulatory landscape, clinical practice patterns and key stakeholder segments (i.e. policy makers, payers, providers and patients)
Outstanding strategic planning and analytical skills—proven ability to identify/define business questions and issues, synthesize information from multiple sources, conduct analysis, formulate actionable recommendations and confidently recommend a point-of-view to senior management
Demonstrated experience in developing and executing country-specific commercial plans, in the context of a global strategy, that achieve country-specific growth goals
Innovative and creative—demonstrated ability to leverage insights to identify and evaluate creative ideas, focusing on those that will create sustainable competitive advantage
Comfort with ambiguity; demonstrated ability to take ownership of problems, exercise sound judgment and independently determine appropriate course of action where precedent may not exist
Entrepreneurial mindset and approach; acts thoughtfully but with a sense of urgency, rolling up sleeves and helping team get work done, where/when necessary
Strong project management skills, with proven ability to clearly define objectives and priorities, establish milestones, lead cross-functional teams to meet and exceed goals in a dynamic environment, while maintaining strong attention to detail and quick recall
Adept at clearly defining objectives and priorities, establishing appropriate milestones, and leading cross-functional teams to meet and exceed goals, even under adverse circumstances
Familiarity and experience working across functions (e.g., Operations/Supply Chain, Quality, Regulatory Affairs, Market Access, Medical Affairs, Finance, Legal, Ethics and Compliance, HR, Customer Service); natural tendency to think about key questions/issues from an integrated, cross-functional perspective
Track record of synthesizing diverse perspectives into cohesive, aligned recommendations; ability to develop an inclusive culture comfortable with challenging current market paradigms to achieve and exceed goals
Excellent skills at influencing outcomes by catalyzing and shaping dialogue across and outside the organization, demonstrating competence and confidence, being accessible and approachable, being a good listener, and using fact-based persuasion, passion, and persistence as appropriate to the audience and issue at stake
An approachable and credible communication style, with exceptional verbal and written communication skills; to keep all levels of the organization informed, engaged and motivated
Skilled change agent with experience aligning a geographically-diverse team around a vision and strategy and creating a sense of urgency to execute the strategy and deliver on commitments
Advanced knowledge of and experience using Microsoft PowerPoint and Excel
Bachelor’s Degree in business or science/engineering required
Written and verbal fluent in English is required
Business-level fluency in Spanish is required

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