Distributor Operations Manager- Southern Africa

3 months ago

Johannesburg, South Africa Abbott Laboratories Full time

**About Abbott**

Abbott is a global healthcare leader, creating breakthrough science to improve people’s health. We’re always looking towards the future, anticipating changes in medical science and technology.

**Working at Abbott**

At Abbott, you can do work that matters, grow, and learn, care for yourself and family, be your true self and live a full life. You will have access to:

- Career development with an international company where you can grow the career you dream of.
- A company recognized as a great place to work in dozens of countries around the world and named one of the most admired companies in the world by Fortune.
- A company that is recognized as one of the best big companies to work for as well as a best place to work for diversity, working mothers, female executives, and scientists.

**The Opportunity**

The role of **Distributor Operations Manager is based in South Africa looking after the Southern African countries (Namibia, Angola, Botswana, Zambia, Zimbabwe, Madagascar and Mauritius**)**, in the in the Core Diagnostics Division that provides diagnostic solutions are used in hospitals, laboratories and clinics around the globe. The crucial information derived from our tests, instruments and informatics systems are often the first step in patient care decision making for hundreds of health conditions from heart attacks to blood disorders to infectious diseases and cancers.

The **Distributor Manager** is responsible to establishing and managing the Distributors and its team in its territory to assure market access, business development and assure profitability, customer satisfaction and retention of existing business. This is achieved by a combination of Distributor Management functions and Commercial functions targeting the key market stakeholders.

**What You’ll Do**

Distributor Management:

- Executes the applicable Distributor Strategy in the country/region.
- Identifies, Select and Assess new and existing Distributors
- Assist the Distributors defining their Strategy, Action Plan and Targets (KPIs)
- Ensures continuous improvement of KPIs and distributor processes (sales, service, commercial excellence)
- Define targets, analyze reports, execute quarterly business reviews and annual assessment of Distributors
- Verifies and enforces Distribution Agreements compliance; Implement new, renew, amend and terminate Distribution Agreements
- Assures Distributor compliance with Abbott standards of Quality and other requirements
- Coordinates Distributors enablement and development Commercial management
- Drives distributor performance to achieve sales and EP in the territory under his/her responsibility - Research the market to have a profound understanding of its size, players, dynamics and trends
- Keep contacts with Authorities and assure all requirements are fulfilled to assure proper market access
- Keep contacts with Key Opinion leaders and strategic Customers in order to get early commercial leads; act as a “trusted advisor”
- Perform business development activities that will feed Distributor pipeline
- Request and manage the Distributor pipeline and forecasts, and advise Distributors on proper action to correct run rates if needed
- Assist Distributor on Acquisition, Customer Experience, Value Expansion and other Abbott sales strategies.
- Assists Distributors including guidance on country and customer strategies
- Assess and gets approval for Distributor requests for special pricing and other support requests
- Assure that Distributor’s orders, shipment and export/import processes are running flawlessly
- Verifies Customer satisfaction by the NPS system and by visiting regularly the end Customers; acts as necessary.

**Required Qualifications**

University degree, ideally in one of the following fields: Natural sciences (biology, biochemistry, pharmacy, medicine, etc.) Engineering (chemical, biomedical, etc.)

**Background**
- ** A minimum of 4 years’ experience within a similar role.**
- Strong track record leading a small/mid-size operational and functional organization
- Experience in the Diagnostics sector, at commercial functions
- Excellent product and industry knowledge
- Strong solution selling and relationship skills
- Results driven confident, thrives on hard work and consistent challenge, and is quick on his/her feet. Monitors quantitative progress measures and acts quickly on deviations from plan.
- Pragmatics: balanced approach to management combining strategic planning operational excellence and flawless execution.
- Strategic: a high-level business orientation with a multi-national understanding of how to translate business solutions and opportunities into business strategies and actions
- Team oriented: builds strong relationships at every level of the organization and is a strong motivator who knows how to influence
- Travel percentage: 60-70% across designated territory as well as for training
- Must have a valid driver's license

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