Commercial Execution Director Abbott Laboratories

Role Purpose

The Commercial Execution Director EMEA is accountable for transforming regional commercial strategy into disciplined execution and measurable results across EMEA markets. The role ensures commercial initiatives are delivered with speed, rigor, and consistency, while driving Sales Execution, and continuous Optimization of processes, capabilities, and performance.

This position acts as the execution engine of the commercial organization, connecting strategy, global priorities, and market delivery to achieve sustainable growth, profitability, and customer satisfaction.

Key Responsibilities

RFQs (Request for Quotation Management)

• Oversee the end to end RFQ process, ensuring speed, quality, competitiveness, and compliance.
• Coordinate cross functional inputs to deliver robust and differentiated commercial proposals.
• Drive RFQ prioritization and analytics to improve win rates and margin quality.
• Lead post bid reviews and lessons learned to continuously improve RFQ effectiveness.

Global Accounts

• Build and strengthen relationships with Global and Strategic Accounts across EMEA.
• Govern and improve on time performance, delivery reliability, and overall customer experience for global customers.
• Manage and oversee the order to fulfilment lifecycle, coordinating Sales, Supply Chain, Finance, and Operations to meet service and financial targets.
• Support complex negotiations, pricing frameworks, and contractual execution to achieve revenue, margin, and growth objectives.

Distributor Excellence

• Lead the Distributor Excellence framework across EMEA markets.
• Define performance KPIs, governance models, and execution standards for distributor led channels.
• Drive distributor capability development, compliance, and accountability.
• Optimize route to market strategies, coverage models, and distributor engagement to maximize growth and profitability.

Tender & Contracting

• Oversee tender management and contracting across the region, ensuring commercial rigor and risk management.
• Support markets in structuring competitive, compliant, and financially sound tender submissions.
• Ensure consistency in contractual terms, pricing models, and approval governance.
• Improve tender planning, prioritization, and success rates through structured reviews and optimization efforts.

Sales Execution Funnel Management

• Drive disciplined sales funnel and pipeline management across EMEA.
• Define and enforce governance standards for opportunity qualification, sizing, and stage progression.
• Lead regular pipeline reviews to identify gaps, risks, and acceleration opportunities.
• Use funnel analytics to improve conversion rates, deal quality, and forecast reliability.

Demand Planning

• Own regional demand planning governance, ensuring accuracy, transparency, and credibility of demand signals.
• Partner with Sales and Supply Chain to align demand plans with commercial priorities, capacity, and inventory strategies.
• Monitor demand volatility, risks, and deviations, driving proactive corrective actions.
• Support achievement of financial and service level objectives through improved forecast accuracy and demand stability.

Skills & Capabilities

• Strong commercial and execution leadership in complex, multi market environments
• Proven ability to drive execution excellence without direct authority
• Analytical, structured, and outcome driven mindset
• Excellent stakeholder management and influencing skills
• Ability to balance strategic thinking with hands on execution
• Comfort operating in ambiguity and leading transformation

Experience & Qualifications

• Senior commercial, execution, or excellence leadership experience
• Proven EMEA or similarly complex regional exposure
• Bachelor s degree required; MBA or equivalent experience preferred