Commercial Director MEAP & Turkey CIS

Job Description

Job Description

Job Title: Commercial Director MEAP & Turkey CIS

Location: Dubai, UAE

Reports To: Divisional Vice President, MEAP & Dotted line to Regional Director Turkey & CIS

Job Summary:

The Commercial Director MEAP & Turkey CIS will be responsible for driving the commercial strategy and operations for Abbott Established Pharma Division (EPD) across the MEAP & Turkey CIS region. This role focuses on maximizing revenue, profitability, and market share while ensuring alignment with the company's overall business objectives. The role includes leading the execution of sales strategies, developing market opportunities, and enhancing sales performance across the region.

Key Responsibilities:

Strategic Leadership:

u00B7 Develop and implement the commercial strategy for both regions MEAP & Turkey CIS region, aligning with global business goals.

u00B7 Identify market trends, key issues, and opportunities for business growth and competitive defence.

u00B7 Support leadership in developing a long-range vision for EPD, anticipate the impact of business trends, and prepare strategic plans.

• Oversee the regional Trade Sales, Distribution, Trade Marketing, and Key Account strategy to ensure sustainable growth and competitive advantage across MEAP & Turkey CIS.
• Identify and evaluate partnership, licensing, and business development opportunities to strengthen Abbott's commercial portfolio and market position.

Revenue Growth:

u00B7 Drive revenue growth through effective sales, marketing, and business development initiatives.

u00B7 Evaluate new business opportunities and lead solutions for continuous Gross Margin Improvement.

• Drive profitable growth through effective management of key accounts, distributors, wholesalers, hospital groups, retail pharmacy chains, and eCommerce channels.
• Ensure achievement of sales, profitability, gross margin, collections, inventory, and market share targets across the region.

Market Expansion:

u00B7 Identify and capitalize on new market opportunities to expand the company's presence in the MEAP & Turkey CIS regions.

u00B7 Develop retail channel strategy with a focus on eCommerce and pharmacy channels.

u00B7 Oversee market data to understand consumption trends in key markets.

• Monitor market trends, customer needs, retail dynamics, competitor activities, and emerging channel opportunities to proactively adapt regional commercial strategies.
• Champion category management and shopper excellence initiatives to accelerate growth within pharmacy and retail channels.

Customer Relationships:

u00B7 Build and maintain strong relationships with key customers, partners, and stakeholders.

u00B7 Engage with affiliates in defining the Sales Strategy & Sales Development Plan focusing on Sales Performance Enablers.

• Build and maintain executive-level relationships with key customers, distributors, trade partners, and healthcare retail stakeholders.
• Ensure robust annual business planning and execution with strategic accounts, focusing on revenue growth, profitability, customer satisfaction, and long-term partnerships.

Team Management:

u00B7 Lead, mentor, and develop a high-performing commercial team.

u00B7 Provide strategic direction and coaching to Sales, Marketing, and Commercial Excellence teams.

u00B7 Manage and develop staff and lead a diverse team.

• Lead and develop Trade Sales, Commercial Operations, Commercial Excellence, and Key Account Management capabilities across the region.
• Foster a high-performance culture through coaching, succession planning, talent development, accountability, and recognition aligned with Abbott Leadership Principles.

Financial Management:

u00B7 Oversee budgeting, forecasting, and financial performance for the METAP & CIS regions.

u00B7 Ensure compliance with relevant laws, regulations, and company policies.

• Maintain accountability for sales performance, profitability, working capital, inventory management, collections, credit performance, and cost optimization initiatives across MEAP & Tur CIS.

Commercial Operations & Supply Chain Excellence

• Lead cross-functional collaboration with Supply Chain, Finance, Marketing, Regulatory Affairs, Human Resources, and Demand Planning teams.
• Ensure best-in-class forecasting accuracy, inventory management, product availability, and customer service levels.
• Drive continuous improvement initiatives across sales operations, commercial analytics, distribution management, trade marketing, and customer planning.
• Ensure successful execution of new product launches, portfolio optimization, pack changes, promotional programs, and pricing initiatives through robust commercial planning.

Sales Force Effectiveness:

u00B7 Enhance the effectiveness of the sales force through training, performance management, and strategic initiatives.

u00B7 Develop and benchmark Sales standards across the region.

u00B7 Lead Sales & Operations Planning (S&OP) to ensure adherence to growth plans and forecast accuracy.

Ecommerce & Digital Strategy:

u00B7 Develop and implement ecommerce and digital strategies to drive online sales and improve customer engagement.

u00B7 Achieve goals for sales, profit, market share, inventory, and forecast accuracy in the Cross Border eCommerce business.

Compliance:

u00B7 Ensure full compliance with Abbott policies, local regulations, industry codes, trade practices, and ethical business standards across all commercial and distribution activities.

u00B7 Oversee governance and compliance of third-party distributors and commercial partners.

Reporting:

u00B7 Provide regular reports and updates to the Divisional Vice President, Regional Director Turkey & CIS and Commercial Leadership teams on commercial performance and market trends.

u00B7 Support and coordinate the preparation of business reviews, monthly and quarterly leadership meetings, and other key internal strategic reviews and meetings.

Qualifications:

u00B7 Education:Bachelor's degree in Business, Marketing, or a related field MBA preferred.

u00B7 Experience:Minimum of 10 years in a senior commercial role, with a proven track record in the MEAP & Turkey CIS regions. Leadership experience at General Manager or business functional head level preferred.

u00B7 Skills:Strong leadership, strategic thinking, and financial acumen. Excellent communication, negotiation, and interpersonal skills.

u00B7 Knowledge:Deep understanding of the MEAP & Turkey CIS markets dynamics, customer needs, and competitive landscape.

u00B7 Languages:Proficiency in English additional languages relevant to the METAP & Turkey CIS region are a plus.

Core Competencies:

u00B7 Vision and strategy setting, customer focus, integrity, and trust.

u00B7 Strong planning and financial skills, drive for results, and decision-making abilities.

u00B7 Excellent presentation skills, team player, and collaboration.

u00B7 People leadership, retail/eCommerce excellence, ethical sales, digital excellence, and commercial analytics.

• Commercial Operations Excellence
• Distributor & Key Account Management
• Trade Marketing & Channel Management
• Business Development & Strategic Partnerships
• Supply Chain & Forecasting Excellence
• Performance Management and Execution Excellence

Travel Requirements:

u00B7 Frequent travel within the METAP & CIS and full EMEA region, up to 50% of the time.

Benefits:

u00B7 Competitive salary and bonus structure.

u00B7 Comprehensive health and wellness benefits.

u00B7 Opportunities for professional development and career growth.

u00B7 Flexible working arrangements.