General Manager Middle East Turkey

Job Description

We currently have an opportunity for a General Manager Middle East and Turkey supporting our Rapid Diagnostics business based in Dubai.

The General Manager ME & Turkey will take P&L responsibility, for building an effective sales pipeline which will result in achieving strategic & financial goal in his or her region. This position plays a key role in managing the sales and marketing, regulatory and supply chain activities through combination of direct and distribution organizations in its respective region. He or she has the duty to assist in identifying and developing the sales and marketing opportunities for existing and new Abbott Rapid Diagnostics (ARDx)– Infectious Disease Emerging Markets, IDEM products(ARDx - IDEM) to eventually grow entire ARDx – IDEM business by implementing Abbott S&M strategy.

Primary Responsibilities

Leading both strategic & all operational commercial activities in the MET region as below

• Develop/shape/Customize/implement/drive the local country/region commercial / marketing strategy to be aligned with ARDx Global & Regional Commercial / Marketing Strategy
• Contribute to the strategic direction and business development of the Middle East & Turkey business and future IDEM Middle East & Turkey business, by providing extensive market intelligence relevant to maximizing the ARDx - IDEM product portfolio market opportunities in its territory.
• Meet established financial goals (Top line & bottom line) and objective while maintaining territory budget.
• Track sales results vs projected budget and outcomes objectives.
• Develop go to market strategies through direct sales efforts and business partners to accelerate ARDx – IDEM products and services with business partner in assigned territory
• Develop commercial launch plans for NPI
• Support distribution partners in the sale of products, including training, sales meeting, technical expertise and marketing support of the ARDx – IDEM product portfolio.
• Rigorous management of ARDx – IDEM distribution partners including goal and target setting, operational and strategy business reviews, and performance management
• Identify customer issues and resolves sales related difficulties.
• Act as a resource for contract negotiation, pricing, proposal, bid preparation and all customer follow up.
• Timely follow up and management of all leads that are distributed in territory
• Coordinate and facilitate of each market regulatory requirement & procedures.

Responsibility - Internal Systems and Process

• Comply with Abbott Corporate Policies and Procedures.
• Ensure all business activities are conducted professionally, aligned with regulatory and industry guidelines and are conducted in a manner consistent with Abbott’s Code of Conduct guidelines, and Abbott’s Anti-Corruption Policy

Responsibility - Customers

• Responsible for exhibiting professional behavior with both internal/external business associates that reflects positively on the company and is consistent with the company’s policies and procedures.
• Maintain key NGO account and key opinion leaders in responsible market
• Maintain complete customer master list

Responsibility - Conduct

• Ensure all activities carried out by self are in accordance with legislative employment policies and safety requirements and corporate policy
• Promote a standard of excellence for quality and customer focus at Abbott
• Comply with Abbott’s policies and procedures
• Abide by Abbott Culture & Performance policies.

​

Eucational / Experiential Background

• Bachelor’s Degree required, preferably in Biology, Chemistry, Laboratory science or equivalent.
• + 10 years of Sales & Marketing experience in IVD industry (exposed to lateral flow/instrument business desirable)
• Proven excellence in both written and oral communication in English and/or in local language for its respective country
• Post-Graduate qualifications in Marketing or Business required.
• Solid understanding of the IVD (preferably POC) market in the region.
• Our preferences will fall into his or her in-depth work experiences & knowledge skills in Infectious Disease related IVD business which well fit in Abbott Rapid Diagnostics Core Business Area.
• In country experience managing sales and distribution infrastructure for healthcare products

Additional Requirements

Strategic / Technical / Operational

• Capable of developing short/medium/long term sales and marketing strategies across diverse customer markets, implement and drive those strategies to success.
• Ability to comprehend and conversant with and able to impart highly detailed medical / scientific terminologies and patient outcome concepts.
• Capable of monitoring market, customer and competitor trends and advising management on methods to improve company competitiveness in respective markets.
• Be able to train and develop distribution channel to establish and maintain the ability to effectively represent ARDx products in the marketplace.
• Ability to develop project plans, timelines, and priorities critical programs and elements necessary to achieve the Sales & Marketing objectives by working together with distribution partners in its territories.
• Proven ability to work with stakeholders.

People management

• Ability to recruit and manage sales, marketing and functional team

Internal systems and processes

• Ability to identify and qualify new commercial portfolio in respective market in aligned with corporate’s overall direction
• Ability to work effectively in a cross-functional team environment, with a variety of internal departments with business partners.

Customers and external stakeholders

• Customer service oriented and organized.
• Ability to work effectively in a cross-functional team environment, with a variety of internal departments with business partners.
• Appreciation and understanding of a culturally diverse organization particularly in relation to building relationships, and establishing a supportive environment

Financial

• Ability to analyze and report on the status and success of the given budget

Communication

• Strong communication and presentation skills and a thorough knowledge various international cultures.