Commercial Execution Director Abbott Laboratories

Key Responsibilities

Strategic Programs

• Lead and govern regional strategic commercial programs, ensuring alignment with global priorities and financial objectives.
• Translate strategy into executable market level initiatives with clear scope, milestones, KPIs, and governance.
• Drive cross functional execution to ensure on time and in full delivery of strategic programs.
• Monitor progress, identify risks and dependencies, and implement corrective actions to protect outcomes.

Commercial Excellence

• Own and lead the Commercial Excellence agenda across EMEA.
• Design and implement customer segmentation and targeting models to prioritize focus, optimize resource allocation, and maximize commercial impact.
• Embed standardized commercial processes, tools, and execution disciplines across markets.
• Establish performance management frameworks, KPIs, and cadence reviews to ensure execution quality and continuous improvement.
• Build and design Sales Incentive Plan.

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