Role DescriptionAccountable for the achievement of Regional Sales Target, Market Share and Profit Objectives in each area in Region through own people and 3rd Party Agents so as to deliver the Customer, Consumer & Shopper propositions at the point of purchaseLeverage business analytics and customer insights to conduct on-going analysis of growth potential throughout the region and create a strategy to establish Abbott as the brand of choice throughout the regionLeverage Marketing and Customer analytics, CRM data and other measures (as required) to track and hold the team accountable for territory progress against KPIs, by observing and coaching Supervisors to support sales team and influence distributor networkTake an enterprise approach to managing the region, paying attention to cross-functional activities and the implications on regional plansInnovate the use of digital tools to deliver different types of 'value' to a variety of stakeholders to develop an increasingly integrated digital/engagement strategyAccelerate the development of digital knowledge and application in Supervisors through coaching and role-modelingAct in alignment with compliance and regulatory expectationsBusiness OutcomesHigh performing, agile trade sales team sharing a collective understanding of business direction, goals, and how they contribute; strong talent pipeline of key talentPreferred supplier status throughout regionAdherence to contractual obligations and complianceKey Business ChallengesDriving growth and market share across the territory in an increasingly complex market (i.e., ambiguity about future, decreasing access, differential expectations about 'value', etc.)Continuously improving digital knowledge and application within the teamCompartmentalization of data needed to inform strategy and optimize ROIDeveloping and retaining talent of varying levels of capabilities, including creating adequate development opportunities and transitions to retain talentBalancing adaptability with driving results, making decisions in the face of ambiguity and evolving information, while thinking strategically about executionLeading and influencing within a large matrix organization, identifying and accessing the right stakeholders to solve issues and drive performance through continuous transformationKey Success FactorsEnterprise thinking and regional managementStrong business insight skills (integrating digital tools with traditional touchpoints across channels & platforms, interpreting and translating online and offline customer behaviors into strategic activities)Ability to make new connections between data and insights, and to make these ideas understandable and actionable to othersStrong relationship building, stakeholder (internal) and customer (external) managementInvesting highly in team development, prioritizing and valuing individual development planning and coaching, and a holistic approach to talent management
