Senior Specialist Sales Force 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.

Job Description:

Senior Specialist Sales Force Effectiveness

• Working at Abbott
• 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.

The Opportunity
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 Sales Force 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.

What You’ll Work On

• 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 PowerBI 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 Salesforce.com 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 manager to implement policies and procedures to ensure data integrity.
• Support Marketing and Sales teams through administrative efforts within our sales enablement tool (Allego).
• Sales Operations & Commission Administration
• Understand sales strategy for assigned business.
• Lead the territory modeling process and ensure appropriate systems are updated.
• Manage the sales performance process (data verification and loading to systems) and work with sales leaders to understand performance trends and drivers.
• Ensure timely and accurate commissions and communicate to reps (statements and supporting reports).

Required Qualifications

• Bachelor's Degree or 5+ years’ experience in similar roles
• Ability to analyze and translate complex processes or data into actionable insights
• Demonstrated success of turning Sales Force Effectiveness insights into measurable improvements in sales force productivity and sales growth
• Proficiency in CRM systems and capable of developing new functionalities; Salesforce Admin Certification a plus.
• Technical knowledge in Microsoft Excel advanced level and visual analytics tools (Power BI – intermediate level).
• Ability to work in multiple initiatives with short and overlapping deadlines.
• Strong interpersonal skills and ability to work with a diverse team.
• Self-motivated and self-starter, with initiative to deliver results.

Preferred Qualifications

• Experience leading successful commercial process improvement initiatives.
• Work experience in a drug testing or laboratory knowledge is a plus but not required.
• Autonomous worker with strong accountability
• Role expected to work in a highly regulated and quality system environment.

Apply Now

Learn more about our health and wellness benefits, which provide the security to help you and your family live full lives: https://abbottbenefits.com/

Follow your career aspirations to Abbott for diverse opportunities with a company that can help you build your future and live your best life. Abbott is an Equal Opportunity Employer, committed to employee diversity.

Connect with us at abbott.com, on LinkedIn at https://www.linkedin.com/company/abbott-/, and on Facebook at https://www.facebook.com/AbbottCareers.

The base pay for this position is

$75,300.00 – $150,700.00

In specific locations, the pay range may vary from the range posted.

Job Family:

Sales Support & Administration

Division:

TOX ARDx Toxicology

Location:

United States > Lake Forest : J55

Additional Locations:

Work Shift:

Standard

Travel:

No

Medical Surveillance:

No

Significant Work Activities:

Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day), Keyboard use (greater or equal to 50% of the workday)Abbott is an Equal Opportunity Employer of Minorities/Women/Individuals with Disabilities/Protected Veterans.EEO is the Law link - English: http://webstorage.abbott.com/common/External/EEO_English.pdfEEO is the Law link - Espanol: http://webstorage.abbott.com/common/External/EEO_Spanish.pdf