Commercial Director-Central & West Africa Abbott Laboratories

This position works out of our UAE location in the Abbott Rapid Diagnostics Division

The Commercial Director, Central & West Africa is accountable for defining and executing the commercial strategy for Abbott Rapid Diagnostics division across 23 diverse markets within the region. This leadership role is responsible for driving sustainable revenue growth, achieving profitability objectives, and expanding market share across multiple product portfolios.

The incumbent will lead the development and implementation of comprehensive sales strategies, leveraging deep market intelligence and competitive insights to identify growth opportunities and mitigate risks. This position requires a strong ability to translate strategic vision into actionable plans that deliver measurable business outcomes aligned with Abbott s global objectives

The incumbent leads and mentors a team of Country Managers, Key Account Managers, and field personnel, cultivating a high-performance culture focused on flawless commercial execution. The position orchestrates contract negotiations with external customers, ensuring excellence in tendering and contracting processes. Additionally, the Commercial Director fosters an insights-driven culture, informing cross-functional stakeholders of market dynamics and competitive activities to enable strategic decision-making. The role also oversees the implementation of company policies, ensuring operational excellence and compliance across all markets.

What You'll Do-

Commercial Strategy & Execution

• Develop and implement regional sales strategies aligned with short- and long-term business objectives.
• Establish annual sales quotas, forecasts, and pricing strategies, ensuring accurate revenue and profit projections.
• Drive business growth through acquisition of new customers and expansion of existing accounts.
• Lead contract negotiations and tendering processes, ensuring competitive and compliant submissions.
• Monitor market dynamics, competitive activities, and regulatory changes to inform strategic decisions.

Sales Management & Performance Optimization

• Plan, direct, and monitor sales activities, providing monthly performance feedback against forecasts.
• Manage sales administration, customer service, credit collections, invoicing, and ensure timely order processing.
• Coach Country Managers, Key Account Managers, and field teams on sales techniques, promotions, and execution excellence.
• Maintain high-level relationships with clients, consultants, and external organizations to strengthen Abbott s market position.

Leadership & Organizational Development

• Foster a diverse and inclusive workplace that empowers all team members to contribute fully toward organizational objectives.
• Create an entrepreneurial environment, recruiting, coaching, and developing top talent across the region.
• Keep Abbott s vision, mission, and values at the forefront of decision-making and daily operations.
• Demonstrate effective change leadership, ensuring smooth transitions during organizational or market shifts.
• Build strategic partnerships with internal and external stakeholders to advance departmental and organizational goals.

Operational Excellence & Compliance

• Oversee warehouse and supply chain operations to ensure efficient product availability and stock flow.
• Ensure strict compliance with company policies, regulations, and ethical standards.
• Make operational decisions regarding work processes, resource allocation, and scheduling to achieve departmental objectives.
• Maintain company standards and procedures across all commercial activities.

Market Development & Insights

• Market Development & Insights
• Generate opportunities with existing and new customers, concluding sales calls independently and collaboratively with Marketing.
• Provide field-based support to commercial partners to drive product sales growth.
• Assess current and future product opportunities and pursue strategic initiatives to maximize market penetration.
• Implement and support marketing and promotional activities within the region to strengthen brand presence.
• Advise the organization on market trends, industry developments, and competitive intelligence relevant to the product portfolio.
• Support markets in policy shaping and policy adoption in alignment with business objectives, ensuring favorable regulatory and reimbursement environments.
• Collaborate with Market Access teams to drive funding mobilization and healthcare financing initiatives in line with strategic commercial priorities.