Regional Director, North HF

As a Regional Director, North, for our Heart Failure Division (HF), you will be responsible for providing strategic leadership and direction to ensure the achievement of financial, operational, and strategic objectives across the region. You will be responsible primarily for commercial operations including sales and country marketing organizations for Heart Failure in the North comprised of Benelux, UK/I & Nordics. This position ensures that operations in their assigned geographic area work in accordance with corporate procedures and within the local legal, regulatory and cultural framework with the support of country, regional and global finance, regulatory/quality, clinical, marketing, human resources, communications, legal and IT organizations.

Responsibilities:

• Leadership: Sells the vision of sustainable business growth for Abbott to all stakeholders by showing the value to them, as well as the business, for working to achieve it.
• Strategic/Operating Plan Process: Develops the region North growth vision and overall strategy; ensures alignment of North Plans with Regional and Global Vision and Strategy; encourages participation of Division and Function Heads to analyze and document strengths, weaknesses, opportunities and threats relevant to the geographic organization; develops aggressive business plans that foster growth, speed to market, profitability, building world-class organizations and promote innovation and learning; assesses foreseeable risks and ensures Region North plans have appropriate contingencies built in; communicates requirements of the Global and EMEA & APAC Strategic Plan to managers across North.
• P&L Responsibility: Actively manages P&L to adapt quickly to evolving business requirements; controls costs in line with annual expense operating plans while making the business case for further investment where required; monitors and controls cash flow and inventory levels as planned in collaboration with Sales leadership team and finance.
• Sales Effectiveness: Responsible for sales and overall business effectiveness; helps regional sales managers/country managers ensure that their sales teams apply a consultative sales process to become customer’s business partner; monitors overall use of Abbott physical resources, intellectual property and human capital in North to ensure business value is maximized.
• Market Trends: Keeps abreast of market and emerging technical trends in all relevant therapies; keeps abreast on market dynamics in terms of healthcare budgets and reimbursement legislation; studies available literature and builds networks with subject matter experts outside Abbott to inspire innovative thinking about ways to grow the business.
• Building Relationships: Works in close liaison with sales leadership team to understand and monitor activities and plans of government healthcare institutions, industry associations, pressure groups, regulatory bodies, medical/scientific societies; builds and maintains relationships with key opinion leaders.
• Clinical Study Participation: Assists clinical organization in driving participation in critical clinical studies to enhance the scientific image of the company.
• Resource Planning and People Management: Specifies headcount and budget guidelines; encourages cross-functional cooperation to drive business growth; works closely with regional sales managers/country managers to attract, recruit, retain, and develop talented team members.
• Performance Management: Agrees to performance targets and support required with direct reports; sets criteria for the design and application of the performance management system; selects and monitors key performance indicators; intervenes to take corrective action when necessary.
• Compliance: Builds a compliance culture throughout the North region ensuring that all managers and functional specialists are aware of, and comply with, their statutory or regulatory responsibilities.

Requirements:

• Education: University Degree or equivalent in economics, business and/or medical field.
• Experience: 15+ years management experience within the healthcare environment.
• Market Knowledge: Comprehensive knowledge of the local healthcare market, industry knowledge, physician and institutional customers and KOL management.
• Financial Performance: Proven track record of delivering above market growth in mature and/or innovative markets.
• Management Success: Demonstrated ability to manage large field sales, marketing and sales operation organizations.
• Working Across a Matrix: Demonstrated effectiveness to work across a matrix organization and build relationships with key internal and external stakeholders.
• Strategic Execution: Development and implementation of business strategies, monitoring of outcomes to ensure targets are reached.
• Leadership Skills: Strong leadership skills with strategic thinking ability; outstanding verbal and written communication, influencing and negotiation skills.

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