Business Excellence Lead, Allergan Aesthetics – South Africa

About AbbVie
AbbVie’s mission is to discover and deliver innovative medicines that solve serious health issues today and address the medical challenges of tomorrow. We strive to have a remarkable impact on people’s lives across several key therapeutic areas: immunology, oncology, neuroscience, eye care, virology, women’s health and gastroenterology, in addition to products and services across its Allergan Aesthetics portfolio. For more information about AbbVie, please visit us at www.abbvie.com. Follow @abbvie on Twitter, Facebook, Instagram, YouTube and LinkedIn.
Job Summary:

• This role will be responsible for crafting the entire Business Excellence Strategy for the South Africa and specific markets in SSA
• Responsible for the customization and implementation across region
• Deliver and co-ordinate new starter and secondary/follow-up ITC Initial Training Courses)
• Identifies the priorities for increased productivity of commercial teams, builds and executes the action plan aligned with the international growth powerhouse strategy
• Manages Business Excellence budget for Affiliate
• Builds and maintains the correct tools, systems, and processes to track sales & activity of commercial teams.
• Builds a continuous partnership with commercial heads to develop sales team efficiency & skills
• Ensures commercial teams have clear KPIs and builds the process to track KPIs
• Ensures sales teams have clear and timely communicated sales targets and incentive plan
• Supports the General Manager and Commercial Leads with strategic initiatives through provision of business excellence dashboards, scenario planning and performance matrix.

Delivery and Co-ordination of Initial Training Courses (ITC)

• Deliver and co-ordinate new starter and secondary/follow-up ITCs with content to include:
• Selling skills (ISELL, ISTART, QSTREAM)
• Principles and practice of key account management
• Market relevant Healthcare knowledge (including market access, formulary, and pharmacy process)
• Provide Medical and Marketing ITC for Regulatory and Quality Managers

Salesforce Optimization

• Identifies the priorities for increased productivity of commercial teams
• Working as a strategic business partner with the commercial teams to enhance SF effectivity through systems/tools/processes
• Ensure correct KPIs are set for the commercial teams and manage the process in terms of monitorization, giving feedback and evaluating activity
• Builds and executes the action plan aligned with the international growth powerhouse strategy

Field Force Coaching and Development

• Provide coaching and/or development for the field force including PS and Sales Managers (post assessment):
• Customer Facing Skills
• Presentation and Negotiation Skills
• Problem Solving
• Analytics – understanding of information sources (VEEVA, AORTA, IMS etc.) and manipulation of data and decision making
• Account Management
• Leadership

• Ensure Selling Skills intervention as needed and support/provide evaluation of PS to National Sales Manager and Marketing Manager

Qualifications
The requirements described in this section are representative of those that must be met by an employee to successfully perform the essential functions of this job.

Education and Experience

• Bachelor’s Degree in business/Life Science
• Min. 5year experience in pharmaceutical/life science industry in any of the following functions sales & marketing, commercial excellence, SFE, BI or life science industry consulting field

Behaviours/Value:

• Relationship Building – Identifying opportunities and taking action to build strong scientifically based relationships with opinion leaders.
• Excellent Communication skills and Presentations skills, both written and oral – ability to present scientific data in balanced and compelling fashion. Ability to turn complex scientific knowledge in to easily understood language for different audiences.
• Planning & Organising: able to plan and execute multiple complex projects and maintain relationships therefore need to be resilient, self-starters who are focused on completing a task.
• Decision Making: identifying and understanding issues, problems, and opportunities; comparing data from different sources to draw conclusions; using effective approaches for choosing a course of action or developing appropriate solutions
• Adaptability – Able to work in a fast, dynamic, multicultural and matrix structure; adjust readily
• Passion for results – Drive, high energy, maturity, and ability to work under pressure and deliver results; get things done (an action-oriented approach); overcome obstacles
• Receptivity to feedback – Receptive to the ideas of others and welcome and accept constructive feedback, display humility
• Allergan Aesthetic Culture fit – AbbVie Ways of Work

Essential Skills, Experience, and Competencies (includes Licenses, Credentials)

• Proficient level of MS skill with expert level in Excel
• Advance analytical skill with problem solving mind set
• Experience in any of the above said sales excellence activities is an advantage
• Team player and good communicator
• Experience in team management
• Excellent command of English

Additional Requirements:

• Valid driver’s license issued by the country in which the individual resides; good driving record.
• Ability to travel adequately to cover territory including overnight stays, attend Industry, corporate and training meetings.

Travel
No
Job Type
Experienced
Schedule
Full-time
Job Level Code
IC
Equal Employment Opportunity
At AbbVie, we value bringing together individuals from diverse backgrounds to develop new and innovative solutions for patients. As an equal opportunity employer we do not discriminate on the basis of race, color, religion, national origin, age, sex (including pregnancy), physical or mental disability, medical condition, genetic information gender identity or expression, sexual orientation, marital status, protected veteran status, or any other legally protected characteristic.