Overview

Head of Sales Jobs in Lahore, Punjab, Pakistan at Abbott

Title: Head of Sales

Company: Abbott

Location: Lahore, Punjab, Pakistan

HEAD OF SALES (RX)

Key Responsibilities & Activities

Deliver Business Results – Lead & Manage affiliate’s sales-line (portfolio team), motivate and inspire to achieve (or exceed) assigned targets & financial goals results through Regional Sales Managers (RSMs) and their teams (Territory Managers). Financial Management – Identify and monitor key functional/sales line financial indicators to gauge overall performance. Accountable for assigned Targets and Financial/Business goals accomplishment. Manage and deliver financial commitments as well as optimize short-term performance and long-term growth. Strategy Development and Execution – Sync cross functionally to create respective sales-line/portfolio team’s strategies and create tactical plans. Ensure these strategies are translated into specific objectives, metrics, and action plans for the sales-line/portfolio team’s that can be communicated and executed effectively. Operational Excellence – Lead from the front in ensuring excellence in commercial execution through RSMs & their teams. Meet (or exceed) assigned commercial/operational KPI’s through RSMs and their teams.

BUSINESS OUTCOMES – RESULTS TO MEET (OR EXCEED)

  • Formulate and communicate a forward-looking and integrated strategy for the responsibility sale-line/portfolio team to contribute to affiliate’s business objectives.
  • Drive to meet (or exceed) financial & commercial targets/results.
  • Meet (or exceed) financial business metrics such as budget and expenses to contribute to margin expansion.
  • Achieve operational excellence by demonstrating & providing the needed leadership, guidance and innovation to improve execution.
  • Develop RMSs and team capabilities to meet current and future business needs.
  • Inspire and create a high-performing, accountable and innovative culture in the responsibility sale-line/portfolio team.

LEADERSHIP CORE COMPETENCIES – TO DEMONSTRATE

  • Deliver Results (hold department/function team and others accountable, plan & prioritize, manage complexity and ambiguity) – Strong results–orientation with a sense of business ownership for the responsibility sales-line/portfolio team.
  • Setting Vision and Strategy (communicate effectively and establish optimism) – Act as champion for the vision and strategy of the responsibility sales-line/portfolio team. Help teams to see (i.e., be a thought leader) what the future can look like and be optimistic about it. Inspire support for the strategic priorities through strong communication and influence skills

KEY BUSINESS CHALLENGES – TO COUNTER

  • Managing the boundaries – Be able to break down the boundaries that exist across different functions and work groups. Need to have a broad perspective beyond any single function or work group. Advocate and champion cross-functional collaboration to create synergy.
  • Influencing without authority – Utilize various influence techniques to gain commitment and support from different internal & external stakeholders (cross functions). Need to demonstrate organizational savvy, courage and remove barriers to self & team’s high-rated performance and results.
  • Creating the supporting infrastructure for innovation/problem solving – Drive sales function infrastructure, culture and processes needed to introduce and implement innovative ideas or approaches.
  • Anticipating changes in complex and ambiguous environment – Frequent changes in regulatory policies and government interventions, along with internal restructuring and shifts in direction, lead to a high level of ambiguity and complexity. Need to anticipate potential changes, be agile to provide responses, and lead the RSMs and their teams through changes.
  • Cultural diversity – Operating across different cultures with people from diverse backgrounds, both internal and external, requires high level of cross-cultural agility (i.e. skill in managing different approaches and being adaptable to cultural cues).

Knowledge, Experience And Qualifications

Knowledge :

  • Strong understanding of sales and financial management.
  • Knowledge of strategy development and execution.
  • Familiarity with operational excellence and commercial execution.
  • Understanding of stakeholder management and talent development.

Experience :

  • 10-12 years of proven experience in Pharmaceutical Sales, including a minimum of 6-7 years in leadership roles.
  • Experience in financial management and achieving business goals.
  • Background in Strategy & Tactics development with high rated execution.
  • Preferably, experience in Respiratory Therapeutic Area.

Qualifications :

  • A Bachelor's or Master’s degree in Pharmacy, Life Sciences, Business Administration, or a related field.
  • Relevant certifications in sales management or leadership.
  • Strong communication and leadership skills.
  • Ability to make evidence-based decisions and drive results.
  • Proficiency in data analysis and budget management.

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