Commercial Lead Morocco

AbbVie Inc.

Purpose Statement:

Coordinate with the teams of assigned distributor(s) in each country, lead, and facilitate unlocking new business opportunities, accelerate access to our assets to drive the strategic development, tactical implementation, and financial planning, in addition leading the components of all commercial and market access topics specific to AbbVie’s portfolio in both countries. This includes the close follow up with distributors’ teams, customer and commercial activities to accelerate access, maximize growth of the brands’ sales and margins in compliance with AbbVie’s business code of conduct, policies, and all applicable laws and regulations

Key Responsibilities:

Strategic Leadership:

Lead the development and execution of comprehensive brand strategies and tactical activities tailored to AbbVie’s assets in Morocco in alignment and close collaboration with the cross functional team.

Identify and drive strategic priorities such as accelerating access, unlocking new channels, and ensuing success of new assets’ launches in market.

Collaborate with cross-functional teams to support the brand team in the NPI process, ensuring timely and successful market entries.

Regularly review distributors & 3rd parties’ performance.

Sales and Financial Management:

Monitor and orchestrate the distributor(s) teams’ efforts to execute all activities(marketing, sales & MKA) activities in line with the Brand Plan to grow brand sales and margin targets.

Drive strategic financial planning.

Hold accountability for allocated Brands P&L in terms of brand sales and financial planning, in coordination with BUDs and Finance Director.

Ensure the distributor(s) teams are equipped with up-to-date medical, technical, and specialized knowledge for in-field operations.

Unlock Access & Manage Tenders:

Drive the collective efforts to accelerate reimbursement.

Lead tender negotiations & submissions to secure strategic opportunities for Abbvie in alignment with the brand team.

Identify and pursue new business opportunities in the private sector and public sector by understanding government procurement processes and healthcare priorities.

Support the execution of access programs to unlock access.

Coordinate with MkA team to secure approval on required prices.

External stakeholders’ management 

Managing Distributors

Support in building and maintaining strong relationships with distributors.

Regularly review distributor performance to ensure alignment with AbbVie’s strategic goals specially (especially that both countries operate in full distributor business model).

Government Relations & Advocacy:

Establish strong relationships with key governmental agencies and regulatory authorities to position Abbvie as a trusted partner.

Represent Abbvie at government forums and discussions (+/- ALT representation as needed).

Identify opportunities for collaboration with governmental agencies on health initiatives or programs that enhance AbbVie’s presence and reputation in alignment and close work with ALT.

Ensure Compliance with AbbVie Standards

Maintain and enforce the highest standards of compliance in all aspects of business operation.

Ensure that all activities are conducted in strict alignment with AbbVie’s corporate policies, ethical guidelines, and regulatory requirements

Proactively identify potential compliance risks and work with relevant teams to implement corrective measures.

Cross-functional Collaboration:

Foster collaboration between team members.

Facilitate the flow of market intelligence to teams and ensure that brand strategy and tactics are communicated effectively.

Liaise with North Africa functions to integrate broader strategies and tactics into local brand planning.

Ensure cross functional development of the country strategy.

Qualifications

Bachelor’s degree or equivalent.

10+ years of relevant experience with proven track record of success in access / commercial marketing position within biotech/pharmaceutical industry operational track record of success managing a brand/ portfolio/in field effectiveness.

Successful experience in managing distributors and Key country Stakeholders.

Ability to develop business vision, translate into strategies and actionable, realistic execution actions plus knowledge of territory and relationships with key stakeholders already established

Understanding of the organizational processes and procedures.

Operates and leads effectively in a matrix structure.

Ability to think and plan strategically (work plans, activities, targeting ...) and operating with excellence.

Excellent working knowledge of Libya / Morocco healthcare environment and evolving landscape.

Multi-stakeholders’ experience, payers, market access and strong financial and commercial acumen.

Excellent knowledge of strategic and tactical marketing and sales principles and techniques.

Solid knowledge on finance principles.

Making high-stakes decisions (financial, business), despite ambiguity and imperfect data, shows courage and decisiveness.

English language proficiency verbally and in writing.

Additional Information

Key Stakeholders (Internally):

MAD, FD, BUDs, MKAD & Affiliate Leadership Team

In-field teams, Brand Team, Market Access, Regulatory Affairs

Key Stakeholders (Externally):

Health Care Professionals, Key Opinion Leaders, payers

Distributors