Head of Trade Abbott Laboratories

Team Leadership:

• Play a crucial role in shaping Abbott FAC's trade vision, strategy, and leadership as an integral member of the country's leadership team.
• Oversee, coach, and develop the Abbott-EPD Trade teams (Sales, Marketing, and E-commerce when applicable ) across FAC, ensuring they achieve their professional development goals. Foster seamless and integrated business planning while promoting a culture of continuous improvement and high performance.
• Cultivate and enhance the trade marketing mindset and capabilities of the Abbott-EPD Trade sales team to build strong relationships with key customers.

Operational Strategic Leadership:

• Develop and implement aTrad strategy in the cluster to optimise trade in all channels, aligned with the Global Strategy, market dynamics, and local objectives.
• Create value proposition projects to boost sell-out and drive profitable growth in Trade & e-commerce channels, cross-functionally aligned with the country s vision and strategy.
• Execute innovative Trade Marketing tactics such as merchandising recommendations, materials, and patient support programs to enhance Abbott s brand availability, visibility, and recommendation rates.
• Collaborate with local and regional Brand Marketing Teams, identify the brand's priorities, and bring field insights to translate brand strategy into Trade initiatives.
• Enhance local trade structures to match market potential and optimize the route to market.
• Adapt global projects to maximize brand performance across channels and build pharmacy advocacy.
• Strengthen brand presence in all channels to increase brand and corporate SOV, improving visibility and monitoring progress.
• Negotiate with key accounts to ensure trade support & customized offerings.
• Map the pharmacy market landscape.
• Coordinate locally with Marketing and Sales to roll out marketing initiatives such as new launches, new trade channels, and promotional campaigns.

Relationship Management:

• Establish and maintain strategic relationships with key trade customers, wholesalers, and pharmacies.
• Liaise with key purchasers in retail pharmacies and wholesalers, optimizing services to benefit Abbott.
• Train and support pharmacy staff to enhance their capabilities and ensure consistent product messaging.
• Conduct quarterly business reviews with key customers to assess performance and identify growth opportunities.

Financial and Performance Management:

• Set and manage the annual budget aligned with sales and marketing for key accounts, ensuring expenditures stay within plan.
• Establish and monitor KPIs for key activities, driving corrective actions to achieve financial objectives as needed.
• Develop and manage the trade budget, ensuring efficient resource allocation.
• Analyze sales data, market trends, and competitor activities to identify improvement areas and drive growth.
• Prepare performance reports to senior management, providing actionable insights and recommendations.

Operational Efficiency and Inventory Management:

• Optimize Trade operations using data analytics, automation & advanced technology solutions when applicable.
• Implement SOPs and best practices to enhance operational efficiency, reduce costs, and improve performance metrics.
• Coordinate with cross-functional teams to ensure seamless operations and alignment with objectives.
• Oversee inventory levels to ensure timely product availability, collaborating with distributors and stakeholders to optimize supply chain operations, minimize stockouts, and manage inventory costs.
• Develop and implement a demand forecasting model to maintain safe inventory stocks.

Compliance and Quality Assurance:

• Ensure compliance of all trade activities with relevant Acts, legal demands, trade standards, and Corporate Business and Safety procedures.
• Address and resolve compliance issues promptly to avoid supply chain disruptions.

Market Research Strategy:

• Conduct market research to identify new trade opportunities, emerging trends, and competitive landscapes.
• Monitor market conditions and adjust trade strategies to maintain a competitive advantage

Customer Satisfaction:

• Ensure timely and accurate order fulfilment to meet customer expectations.
• Promptly resolve pharmacy-related issues to maintain high levels of customer satisfaction.
• Implement customer feedback mechanisms to improve service quality continuously.