Senior Specialist Salesforce Effectiveness

Senior Specialist Salesforce Effectiveness

Abbott is a global healthcare leader that helps people live more fully at all stages of life. Our portfolio of life-changing technologies spans the spectrum of healthcare, with leading businesses and products in diagnostics, medical devices, nutritionals and branded generic medicines. Our 114,000 colleagues serve people in more than 160 countries.

At Abbott, you can do work that matters, grow, and learn, care for yourself and your family, be your true self, and live a full life. You’ll also have access to:

• Career development with an international company where you can grow the career you dream of.

• Employees can qualify for free medical coverage in our Health Investment Plan (HIP) PPO medical plan in the next calendar year.

• An excellent retirement savings plan with a high employer contribution.

• Tuition reimbursement, the Freedom 2 Save student debt program, and FreeU education benefit - an affordable and convenient path to getting a bachelor’s degree.

• A company recognized as a great place to work in dozens of countries worldwide and named one of the most admired companies in the world by Fortune.

• A company that is recognized as one of the best big companies to work for as well as the best place to work for diversity, working mothers, female executives, and scientists.

Abbott Toxicology, a global leading provider of drug and alcohol testing solutions from rapid point of care testing to screening, laboratory services and program management is seeking an experienced commercial support partner. The role is based in Lake Forest, Illinois
.

The Senior Specialist Salesforce Effectiveness (SFE) will build strong partnerships with all levels of sales to understand commercial needs, translate into value-driven solutions, and lead the implementation of these solutions to align with global strategy and commercial growth. While there are some standard monthly processes, no two days are regularly the same. As such, we are looking for a naturally curious person who can actively listen, understand the needs (or needs behind the need) and develop a pathway for success.

This role will report to the Commercial Excellence Manager, USWP
, in Toxicology Division, and be part of a rockstar team.

• Improve Processes that help sales teams & partners:

• Evaluate commercial processes and identify areas to streamline or automate.

• With a process-oriented mindset, challenge the current state need to ensure accuracy and efficiency and alignment with global processes and KPIs.

• Support the change management and implementation of solutions, including training and effective communications (the ‘why’)

• Support Commercial Teams with Analytics & Insights

• Develop deep understanding of business vertical sales data; with ability to connect disparate data across multiple sources.

• Support commercial team with sales funnel and forecast projections.

• Responsible of the Segmentation and Targeting process:
  Run HCP/Customers panel analysis, based on business strategic target, available data and expertise of Sales Force Team.

• Understand drivers of results and partner with sales teams to understand the ‘data story’ (trends, areas of improvement, etc.) and importance of good data quality.

• Analyze the market, competitors and diagnosis causals for performance by rep, by sales manager.

• Understand Power
  
  BI metrics and trends and how SFDC plays in the larger data story, including when to build in SFDC vs PBI.

• Monthly fieldwork with Reps to understand their day to day and how help them in their territory management (KPIs performance, strategy execution, Market share/Market growth and Panel Analysis)

• Maximize benefits of Commercial Tech Stack

• Act as  SME and how CRM supports the overall sales process, including day-to-day support and resolution.

• Create and publish reports and dashboards for quant/qual leading and lagging indicator KPIs, with recommendations and actionable insights – by manager, by rep

• Understand and document current state vs future state.

• Document requirements through JIRA.

• Test the solution and train end users, and measure adoption (reinforce as needed)

• SFDC Work with…