Country Manager

The Country Manager:

• defines vision, sets strategy and leads commercial execution to drive explosive sales and margin growth while establishing FreeStyle Libre as a standard of care for diabetes management in Philippines.
• is accountable for achieving sales, profit and market share targets through a deep understanding of diabetes, the glucose monitoring market, consumer and health care professional needs, and health care policy
• leads a cross-functional team based in each of the three countries responsible for strategic planning, business development, marketing, sales, market access, medical affairs, quality, regulatory, demand planning, and customer service.

The position reports to the General Manager, Emerging Asia and serves as a senior member of the ADC Emerging Asia Leadership Team, with up to 50% travel expected.

Weâre looking for an entrepreneurial leader who is passionate about redefining health care through innovation, unconventional thinking and embracing fun.  Itâs a mission that takes some serious smarts, intense curiosity and determination to be the best.  Come be part of the team thatâs changing how diabetes is managed

• Have Funâcome join a business that has a strong R&D pipeline and is poised for explosive, double-digit growth over the next several years
• Be An Entrepreneur, Build a Businessâput your entrepreneurial skills to work and build a business with the support of a stable multinational health care corporation
• High Visibilityâthe launch of FreeStyle Libre is highly visible at the top levels of the Company
• Company Cultureâ a collegial culture focused on helping people with diabetes
• Small Company Feel, Large Company Stabilityâgain the benefits of working in a successful, entrepreneurial Division within a large, stable and growing multi-national health care company
• Attractive Compensation and Benefitsâa highly attractive compensation package featuring strong bonus and long-term incentive plans
• Career Developmentâthe successful candidate will receive career development opportunities leading to roles of increasing commercial responsibility and seniority

Strategy and Business Development

• Set vision and define strategy to
  • establish FreeStyle Libre and Ambulatory Glucose Profile (AGP) as a standard of care for people living with diabetes;
  • maintain the core Blood Glucose Monitoring business in the countries and
  • deliver explosive, double-digit, profitable growth
• Responsible to drive Overall P&L management
• Develop blueprint for scale up of the commercial team, including marketing, sales, market access, regulatory, etc.
• Define the FreeStyle Libre/FreeStyle Libre Pro launch strategy and lead the launch
• Anticipate potential risks and proactively develop and implement mitigation plans
• 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
• Develop and optimize appropriate performance metrics and dashboards; produce monthly KPI Dashboard

Marketing

• Lead the development and execution of innovative, creative consumer and health care professional marketing strategies, programs and tactics to disrupt the glucose monitoring market and establish AGP and FreeStyle Libre as an integral part of diabetes management
• Promote a âTest-and-Learnâ approach that emphasizes speed-to-market, in-market testing, measurement, and refinement
• Set pricing for FreeStyle Libre readers and sensors, as well as blood glucose meters and test strips
• Partner with Global Market Research to define research priorities that will yield actionable insights that help shape strategic direction
• Lead the monitoring of the external environment, identifying strategic opportunities and competitive threats and proactively plan for potential impact on ADC

Sales

• Lead, motivate and inspire sales force to deliver financial and non-financial targets
• Define sales force organization structure, size, roles and responsibilities to ensure appropriate support for FreeStyle Libre Pro as well as the base BGM business in each of three countries
• Set sales force call plans through customer segmentation and targeting
• Define and administer an incentive compensation plan based on a pay-for-performance philosophy that motivates the sales team to achieve peak performance
• Develop sales force training and career development plan that motivates staff to grow their career with Abbott

Medical Affairs

• Define strategy to establish AGP as the standard of care for diabetes treatment (similar to HbA1c)
• Drive development of Key Opinion Leader Advisory Boards (national and regional) to shape the thinking regarding how AGP can be used to treat patients
• Identify opportunities to execute Post Market Observational Studies; partner with ADC Global Medical Affairs Team to formalize and execute studies
• Develop AGP-focused continuing medical education programs for endocrinologists, diabetologists and consulting physicians
• Develop plan for participation in key diabetes/endocrinology-related medical meetings/congresses

Finance

• Manage the P&Ls to ensure sales and profit objectives are achieved on a quarterly and annual basis
• Anticipate and proactively mitigate sales and margin risks
• Identify and drive execution of Gross Margin improvement initiatives
• Drive the financial planning and demand forecasting processes (e.g., Sales & Operations Planning, Rolling 6Q LBE) for ADC
• Perform complex business and financial analysis that yields actionable insights that increase market share, sales and profit

Other

• Ensure all staff are trained on and compliant with pharmaceutical and medical device regulations, as well as Abbottâs Ethics and Compliance, Finance, Purchasing, Quality and Regulatory policies and procedures
• Supervise and mentor staff, proactively supporting their professional development
• Engage and manage external consultancies and agencies as appropriate
• Participate in government meetings, sales meetings, training and industry trade shows; serve as spokesperson for ADC

Qualifications/ Experience:

• Proven commercial leader with minimum 10/12 yearsâ experience in Sales in FMCH health / pharmaceutical and/or medical device industry with commercial strategy, sales leadership, marketing (consumer and health care professional) and P&L management experience, marketing experience is a plus but not essential
• MBA in sales and marketing preferred -not essential
•  Proven ability to attract, hire, develop and retain high-caliber talent
• High-energy, entrepreneurial, collaborative, inspiring leader 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 track record of leading change and building businesses
• Familiarity with HCP go to market having previously lead Doctor detailing teams/reps successfully in the past is Key
• Retail management skills to drive offtakes for the brand are an essential
• Understanding of the Philippines & Indonesia Hospital, Pharmacy landscape (e.g. Guardian, Watsons) and having worked previously with them is a Big plus
• Outstanding strategic planning and analytical skillsâproven ability to identify/define business questions and issues, synthesize information from multiple sources, conduct analysis, formulate actionable recommendations and confidently recommend a point-of-view to senior management
• Innovative and creativeâdemonstrated 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 internal and external stakeholders
• 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
• Strong knowledge of accounting, finance and statistics concepts (i.e., ROI, P&L)
• Advanced knowledge of and experience using Microsoft PowerPoint and Excel
• Verbal and written fluency in English required