Business Unit Manager - Immunology (Gastroenterology)

PURPOSE STATEMENT

Coordinate and manage the strategic planning process, provide resources to support the implementation and execution process, and drive financial processes across all brands placing the patient into the center of all efforts and operating within AbbVie business code of conduct, policies and all applicable laws and regulations.

Responsibilities

o Build and manage commercial operations strategy and execution in order to achieve or exceed respective Plan

o Coordinate, consolidate and drive brand financial goals and allocated P&L. Review, challenge and validate outputs to commercial models in order to incorporate realistic and “raise the bar” objectives into plan book.

o Coach and develop top talent, set goals, conduct succession planning, execute performance management agenda in order to align people performance to business goals, business KPIs and to maximize business opportunities.

o Represent AbbVie to outside stakeholders as patient centric and the health care partner of choice in order to build sustainable AbbVie brand image

o Deliver sales performance and relevant Brand Key Performance Indicators (KPIs) in order to meet or exceed district sales plan within expense budgets.

o Optimize resource utilization by leading, developing and coaching Sales Team performance including setting sales targets and incentive schemes, managing Sales Force Management Systems and KPIs in order to continuously improve district sales performance. Ensure regular updates on Sales Team skills in terms of medical, technical and special in-field knowledge areas.

o Professionally manage cross functional cooperation, lead, manage and coordinate effective multidisciplinary In Field Teams (including Key Account Management) and ensure strategic and tactical alignment between In Field and Brand Team activities including timely and qualitative market intelligence information flow between In Field, Brand Teams and Sales Function in order to optimize brand strategy and its execution.

o Work as one team with other TA (Derm, Rheum) for total immunology strategy and long-term business priorities. Demonstrate senior leadership to consider not only from Gastro team’s perspective but total immunology benefit.

o Ensure district priorities, activities and engagement plans are aligned with brand strategy and national strategic priorities in order to optimize strategic momentum and drive brand success.

o Monitor and consolidate the outcomes of regional engagement and account plans in order to feed the brand planning process and to anticipate market needs and/or changes.

o Proactively and continuously aspire to serve key stakeholder needs, expectations and challenges in order to build trusted key stakeholder relationships and to achieve win-win agreements on a continuous basis.

o Influence opinions of key stakeholders assigned by Brand Teams (i.e. high prescribing physicians, wholesalers, etc.) to maximize brand performance

Basic Responsibilities

o As Business Unit Manager, you will report to Business Unit Director and have overall responsibilities for ensuring the success of market development, as well as in managing the P&L performance of assigned brands. Your responsibilities will include but not be limited to :

▪Developing short and long-term marketing strategies and managing P&L

▪Developing programs, materials and tactics to achieve marketing objectives

▪Advocating the development of physicians, patients and nurses for the endorsement of products

▪Developing clinical guidelines, a Market Access Plan and KPI tracking to ensure product performance

▪Formulating execution plans for sales goals and leading the sales team in achieving targeted objectives

▪Recruiting staff for the sales force and providing coaching to maximize sales force productivity

Key Stakeholders:

oExternal: All stakeholders as defined in the affiliate NNLRP (No Numbers Long Range Plan)

oInternal: Senior leadership, Affiliate Management Team members, Brand Team Leaders, Sales Managers, Brand Managers, Area Commercial Directors, Cross functional members in brand team

Basic:

o Bachelor’s degree or equivalent

o Relevant sales and marketing management experience with proven track record of success in managing a product P&L

o Proven track record of success in developing business vision, translate into strategies and balancing realistic short-term requirements and long-range business plans

o Excellent working knowledge of the healthcare and pharmaceutical environment

o Strong business acumen and knowledge of sales and marketing aspects, financial processes, brand and market dynamics

o Experience of business life cycle management, including new launch phase and late stage management best financial performance

o Relevant business experience with proven track record of success within biotech/pharma sales and/or sales management in respective therapeutic areas

o Knowledge of territory and relationships with key stakeholders already established

o Ability to build strong relationships with Key Opinion Leaders and other relevant stakeholders

o Proven track record of successful leadership, management and coaching of teams and individuals, and in having developed talent and performance managed low performers.

o Ability to think and plan strategically (work plans, activities, time tables, targeting) and operating with execution excellence

o English language proficiency verbally and in writing (for all non-English speaking countries)

Skills and Experience Required

o University graduate preferably in biological science or business

o Minimum 8 years of strong sales/marketing track record in pharmaceutical industry and has experience in leading sales teams and marketing function

o Ability to translate market insight into strategic plans and implementation tactics

o Strong planning and organization skills

o Excellent marketing senses to identify opportunities to maximize brand growth

o Excellent coaching skills and ability to transfer skills to team members

o Positive attitude, outgoing personality, strong oral, written and interpersonal skills and ability to work well across functions

o Experienced with immunology related field is a plus