Head of Trade and Channel Management Abbott Laboratories

Core Job Responsibilities

• Team Leadership: Oversee and develop Abbott-EPD Distribution managers, channel businesses, analyst supervisors, and warehouses to build strong relationships with key customers. Foster a culture of high performance. Oversee and develop the Trade teams (Sales and E-commerce) and enhance the trade marketing capabilities of the sales team to build strong customer relationships and promote continuous improvement and high performance.
• Operational Strategy and Execution: Shape EPD's vision and strategy for distribution and lead execution with cross-functional teams, stakeholder management, business planning, forecasting, and distributor evaluation to align distribution and warehousing with Abbott's business objectives and drive growth. Develop and implement a unified Trade & e-commerce strategy, create value proposition projects, execute innovative Trade Marketing tactics, enhance local trade structures, strengthen brand presence, map the pharmacy market landscape, create e-commerce channel plans, and align with Abbott's global and regional objectives.
• Financial and Performance Management: Achieve the company's financial objective by setting KPIs for distribution to evaluate and improve performance, analyze sales data, market trends, inventory levels, and profit sustainability, and take corrective actions as needed. Set and manage the annual budget, establish KPIs, develop and manage the trade budget, and analyze sales data and market trends to drive growth and ensure financial objectives are met.
• Optimization and Efficiency: Identify inefficiencies with data analytics, enhance processes, implement automation and technology, deploy systems like Catapult and SAP, develop SOPs, optimize distributor operations, and train distributors.
• Inventory Management: Manage inventory levels to ensure timely product availability and optimal stock. Collaborate with distributors and internal stakeholders to optimize supply chain operations, reduce stockouts, and control inventory costs.
• Compliance and Safety: Ensure all operations comply with industry and Abbott regulations, verifying distributor adherence to company policies. Collaborate with internal teams to conduct audits and inspections, maintaining quality standards and compliance.
• Customer relationship management & Satisfaction: Build strategic relationships, optimize services, train pharmacy staff, negotiate contracts, and review performance to enhance Abbott's growth. Ensure timely and accurate order fulfilment, resolving distribution issues promptly. Analyze customer feedback to enhance satisfaction. resolve pharmacy issues promptly and implement feedback mechanisms to maintain high customer satisfaction and improve service quality.
• Drive transformation: Play a pivotal role in driving the transformation and margin improvement, and Transform Trade marketing and e-commerce using innovative digital solutions

Skills & Competencies

• Strong leadership and team management skills with the ability to drive business transformation.
• Proven customer management capabilities, influencing decisions & ensuring high satisfaction levels.
• Proficiency in inventory management software and data analysis tools.
• Ability to work cross-functionally within a matrix structure and achieve shared goals.
• Innovative mindset with a strong focus on digital transformation and growth strategies.
• Visionary and strategic thinking complemented by excellent communication and organizational skills.
• Problem-solving ability to address complex logistical challenges and develop practical solutions.
• Knowledge of tender management and regulatory compliance.