Sales Excellence Manager - Core Lab (Mississauga)

About Abbott

Abbott is a global healthcare leader, creating breakthrough science to improve people’s health. We’re always looking towards the future, anticipating changes in medical science and technology.

Working at Abbott

At Abbott, you can do work that matters, grow, and learn, care for yourself and family, be your true self and live a full life. You will have access to:

• Career development with an international company where you can grow the career you dream of. We invest in the development of our employees through training and growth opportunities.

• A company recognized as a great place to work in dozens of countries around the world 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 a best place to work for diversity, working mothers, female executives, and scientists.

• We foster an environment where every voice is heard and valued.

The Opportunity

This position will be based out of our Mississauga office, working for our Core Diagnostic’s division. We’re empowering smarter medical and economic decision making to help transform the way people manage their health at all stages of life. Every day, more than 10 million tests are run on Abbott’s diagnostics instruments, providing lab results for millions of people.

Our diagnostic solutions are used in hospitals, laboratories, and clinics around the globe. The crucial information derived from our tests, instruments and informatics systems are often the first step in patient care decision making for hundreds of health conditions from heart attacks to blood disorders to infectious diseases and cancers.

What You’ll Do

• Affiliate Ownership of Sales Excellence tools (primarily myDash), including data stewardship and ticket resolution with Global Team. Coordination of all tool activities. Support and maintain myDash for the Affiliate that aligns with Region and Global standardized support system. Enable myDash as the System of Truth for Prospective Business Opportunities.

• Champion implementation and adoption of the Sales Cadence Process in the country by tracking, monitoring & reporting on KPIs using dashboards to drive accountability and enable effective Root Cause Analysis and identification of best-in-class practices.

• Work with Marketing, Sales and Service to ensure full alignment with Sales Cadence, thus enabling an effective, efficient and repeatable monthly CMR/IBP Commercial Management Process.

• Drive Affiliate Monthly CMR Commercial Management Processes to ensure establishment of “One set of numbers”. Ensure clear transparency to Acquisition and Value Expansion Opportunity Plans which will enable sustainable and predictable delivery on CMR / LBE Commitment.

• Report on month-to-month changes in Business and Market Dynamics, outlining potential Opportunities and Vulnerabilities.

• Ensure timely and effective communication and close-out of Key Decision Made, Elevations and Action Items arising from the Affiliate Review Process.

• Champion value creation activities at the Country level, by ensuring alignment of activities, collecting and reporting on progress on a monthly basis. (Focus on alignment, resolution of issues; not on Value Creation execution).

• Support value creation / expansion activities - Levers that need to be planned and executed in the country to enable Sales and Margin Growth (such as asset utilization and contract compliance).

• Tracking and reporting of department KPI’s, Strategic action plan for all departments to align to the country goal, assist in market analysis and trends (Risks and Ops), Knowledge of all opportunities to engage the team to drive closes.

• Reporting on these areas to access capabilities and identify opportunities to improve to ensure attainment of country goal.

• Developing pipeline Sales Cycles Implementation Test of Record (go live).

• Champion the utilization of the SAM (Strategic Account Management) process providing analysis and support of the process to align with IBP opportunity plans to ensure execution of best practices.

• Success in this role is measured by Country Sales, Margin and EP goals. Key Measures will include myDash adoption / usage completeness & accuracy plus effectiveness, Sales Cadence adoption & effectiveness, Pipeline Transparency, Acquisition and Value Expansion Win Rates, integration effectiveness, value creation achievement (sales, margin and EP) and CMR forecast accuracy.

Required Qualifications

• A degree in Commerce or Business Administration is preferred.

• Minimum 5-8 years sales experience. Excellent verbal and written communication skills.

• Strong management skills, with demonstrated ability to lead and operate within a Cross Function Team in a Matrix Organizational Structure.

• Demonstrated performance of influencing change.

• Highly organized with strong communication skills. Previous experience of leading Projects / Programs would be advantageous.

• Demonstrated expertise as a business leader with experience of interfacing with General Manager and Region Leadership.

• Demonstrated business analytical capabilities, strong financial acumen, and track record of contingency planning with a Commercial Operations focus (preferable Sales Analytics and CRM Management).

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 on Facebook at and on Twitter @AbbottNews and @AbbottGlobal.