Commercial Excellence Manager
Abbott Laboratories · Seoul
GLOBAL COMPANY OVERVIEW
At Abbott, we’re dedicated to helping people live more fully, in everything we do. We’re creating the future of healthcare through life-changing technologies and products that make you healthier and stronger, quickly identify when you have a medical need, and treat conditions to help you get back to doing what you love.
With global headquarters in Chicago, USA, we serve people in more than 160 countries with leading medical devices, diagnostics, nutrition products and branded generic medicines. Our 114,000 colleagues are helping millions of people to live better and healthier, every day around the world. In South Korea, we’ve been helping people live fully for more than 30 years.
Diabetes Division(ADC) : We’re focused on helping people with diabetes manage their health with life-changing products that provide accurate data to drive better-informed decisions. We’re revolutionizing the way people monitor their glucose levels with our new sensing technology.
한국애보트 : 글로벌 헬스케어 기업 애보트의 한국 법인으로, 진단·의료기기·제약·당뇨 등 다양한 헬스케어 솔루션을 통해 한국 국민의 건강한 삶에 기여하고 있습니다. (사무실 위치 : 대치동)
애보트메디칼코리아 : 애보트의 심혈관·구조심장·전기생리 분야 의료기기를 담당하는 한국 법인으로, 혁신적인 의료 기술을 통해 환자의 삶의 질 향상에 기여합니다. (사무실 위치 : 역삼동)
애보트래피드진단 : 애보트의 신속진단 사업부로서 의료기기 및 체외 진단 시약을 생산하며 현장 진단 검사의 세계적인 리더 기업입니다. (사무실 위치 : 분당 정자동)
한국애보트진단 : COVID-19, 말라리아, 인플루엔자, HIV, 매독, 간염 등 다양한 감염 질환을 신속하고 정확하게 진단할 수 있는 체외진단 의료기기를 연구, 개발, 생산합니다. (사무실 위치 : 기흥)
Role Overview:
The Commercial Excellence Manager for Korea will lead strategic initiatives to enhance sales force effectiveness and drive commercial excellence across the country. This role will partner closely with cross-functional teams to optimize go-to-market strategies, improve customer engagement, and ensure the commercial organization is supported by the right tools, processes, and insights to succeed in a dynamic and diverse market.
This role ensures that commercial processes, data governance, CRM workflows and field productivity tools are fully optimized to enable Sales, Marketing, Medical and Distributors to achieve high-quality execution and business impact.
Responsibilities:
Commercial Excellence and Collaboration
- Own and ensure high-quality customer master data, accurate territory alignment, and effective oversight of distributor-related data to support reliable commercial decision-making.
- Deliver monthly and quarterly performance insights on commercial results, field force productivity, target achievement, and growth opportunities, translating data into clear, actionable recommendations.
- Partner closely with Sales and Marketing teams to co-create data-driven commercial strategies, enabling more effective customer targeting, resource allocation, and execution excellence.
- Lead the accurate setting of quarterly and annual sales force targets at the account level in accordance with LBE review criteria; continuously track, analyse, and present monthly performance trends and variances to drive sustained high performance.
- Play a lead role in the creation, renewal, and negotiation of distributor agreements, ensuring efficient end-to-end contract processes while driving optimal commercial terms and maximizing long-term profitability.
- Provide monthly and quarterly insights on commercial performance, field productivity, and opportunity areas.
- Collaborate with Marketing and Sales teams to develop data-driven commercial strategies.
Veeva Vault Implementation & System Management
- Lead ADC’s Veeva Vault Commercial implementation, including requirement gathering, system design, configuration, UAT, and rollout.
- Build and manage system structures such as data objects, page layouts, workflows, approval processes, and user profiles.
- Ensure alignment across platforms (Veeva Vault, SFDC CRM, SAP) and define standardized data architecture.
- Develop UAT scripts, manage issue resolution, and support validation activities.
- Prepare training materials and conduct Vault onboarding sessions for commercial teams.
- Continuously monitor system stability and user adoption, providing enhancement recommendations.
Sales Force Effectiveness (SFE)
- Design and manage core SFE processes: targeting, segmentation, call planning, and territory management.
- Build and monitor SFE KPIs to track Sales Forces performance and activity quality.
- Develop dashboards and insights reports (CRM-based or BI-led) to drive field execution improvements.
- Partner with Sales leadership to evaluate coverage models, customer touch strategy, and resource allocation.
Business Analytics & Market Intelligence
- Identify key business questions/issues, formulate hypotheses, collect qualitative and quantitative data necessary to evaluate the hypotheses, perform analysis and summarize conclusions/ recommendations with minimal guidance
- Conduct advanced business and financial analyses (including customer segmentation, marketing ROI, promotion effectiveness, and customer responsiveness) to generate actionable insights that drive market share growth, revenue acceleration, and margin improvement.
- Evaluate and prioritize strategic initiatives based on thorough, data-driven risk and return analyses to ensure optimal resource allocation and value creation.
- Clearly define and communicate objectives, priorities, and milestones, enabling the sales organization to develop execution plans and effectively lead cross-functional stakeholders toward targeted outcomes.
- Delegate responsibilities appropriately while maintaining strong oversight to ensure timelines are met and financial results are delivered and continuously optimized.
- Proactively identify barriers to commercial success and develop practical, scalable solutions to mitigate risks and unlock growth opportunities.
- Continuously monitor the effectiveness and ROI of strategic initiatives, synthesizing data, insights, and proposals from multiple sources to validate strategic alignment and recommend adjustments to plans or tactics as needed.
Strategic Leadership & Collaboration
- Act as a strategic advisor to Korea and Area leadership on commercial capability and performance improvement.
- Collaborate with marketing, regulatory, clinical, and market access teams to align commercial excellence and training initiatives.
- Lead cross-functional projects to support product launches, market expansion, and customer engagement strategies.
- Influence and align stakeholders across the country and Area to ensure consistent execution and impact
Qualifications/ Experience:
- Bachelor of Arts/Science in business or science/engineering required; MBA from top-tier school preferred
- Proven leader with 10 or more years’ experience, preferably in the pharmaceutical and/or medical device industry covering both commercial strategy and commercial operations
- Fluent in Korean and English
- High-energy, self-starter that is assertive, possesses a high degree of self-confidence and intellectual curiosity, exhibits a bias for action, demonstrates good executive presence, and has a high degree of commitment to meeting deadlines and objectives
- Outstanding strategic planning and analytical skills – proven ability to identify/define business questions and issues, synthesize information from multiple sources, conduct analysis, formulate actionable recommendations.
- Innovative and creative – demonstrated ability to leverage consumer insights to identify and evaluate creative ideas, focusing on those that will create sustainable competitive advantage
- Exceptional oral and written communication skills, with the ability to build strong, collaborative working relationships with all levels of management, the sales force and customers
- Strong project management skills, with proven ability to manage multiple tasks concurrently under aggressive timelines in a dynamic environment while maintaining strong attention to detail and quick recall
- Advanced knowledge of and experience using Microsoft PowerPoint and Excel
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