Commercial Director MEAP & Turkey CIS

Job Description

Job Title: Commercial Director MEAP & Turkey CIS

Location: Dubai, UAE

Reports To: Divisional Vice President, MEAP & Dotted line to Regional Director Turkey & CIS

Job Summary:

The Commercial Director MEAP & Turkey CIS will be responsible for driving the commercial strategy and operations for Abbott Established Pharma Division (EPD) across the MEAP & Turkey CIS region. This role focuses on maximizing revenue, profitability, and market share while ensuring alignment with the company’s overall business objectives. The role includes leading the execution of sales strategies, developing market opportunities, and enhancing sales performance across the region.

Key Responsibilities:

Strategic Leadership:

·       Develop and implement the commercial strategy for both regions MEAP & Turkey CIS region, aligning with global business goals.

·       Identify market trends, key issues, and opportunities for business growth and competitive defence.

·       Support leadership in developing a long-range vision for EPD, anticipate the impact of business trends, and prepare strategic plans.

Oversee the regional Trade Sales, Distribution, Trade Marketing, and Key Account strategy to ensure sustainable growth and competitive advantage across MEAP & Turkey CIS.

Identify and evaluate partnership, licensing, and business development opportunities to strengthen Abbott's commercial portfolio and market position.

Revenue Growth:

·       Drive revenue growth through effective sales, marketing, and business development initiatives.

·       Evaluate new business opportunities and lead solutions for continuous Gross Margin Improvement.

Drive profitable growth through effective management of key accounts, distributors, wholesalers, hospital groups, retail pharmacy chains, and eCommerce channels.

Ensure achievement of sales, profitability, gross margin, collections, inventory, and market share targets across the region.

Market Expansion:

·       Identify and capitalize on new market opportunities to expand the company’s presence in the MEAP & Turkey CIS regions.

·       Develop retail channel strategy with a focus on eCommerce and pharmacy channels.

·       Oversee market data to understand consumption trends in key markets.

Monitor market trends, customer needs, retail dynamics, competitor activities, and emerging channel opportunities to proactively adapt regional commercial strategies.

Champion category management and shopper excellence initiatives to accelerate growth within pharmacy and retail channels.

Customer Relationships:

·       Build and maintain strong relationships with key customers, partners, and stakeholders.

·       Engage with affiliates in defining the Sales Strategy & Sales Development Plan focusing on Sales Performance Enablers.

Build and maintain executive-level relationships with key customers, distributors, trade partners, and healthcare retail stakeholders.

Ensure robust annual business planning and execution with strategic accounts, focusing on revenue growth, profitability, customer satisfaction, and long-term partnerships.

Team Management:

·       Lead, mentor, and develop a high-performing commercial team.

·       Provide strategic direction and coaching to Sales, Marketing, and Commercial Excellence teams.

·       Manage and develop staff and lead a diverse team.

Lead and develop Trade Sales, Commercial Operations, Commercial Excellence, and Key Account Management capabilities across the region.

Foster a high-performance culture through coaching, succession planning, talent development, accountability, and recognition aligned with Abbott Leadership Principles.

Financial Management:

·       Oversee budgeting, forecasting, and financial performance for the METAP & CIS regions.

·       Ensure compliance with relevant laws, regulations, and company policies.

Maintain accountability for sales performance, profitability, working capital, inventory management, collections, credit performance, and cost optimization initiatives across MEAP & Tur CIS.

 

Commercial Operations & Supply Chain Excellence

Lead cross-functional collaboration with Supply Chain, Finance, Marketing, Regulatory Affairs, Human Resources, and Demand Planning teams.

Ensure best-in-class forecasting accuracy, inventory management, product availability, and customer service levels.

Drive continuous improvement initiatives across sales operations, commercial analytics, distribution management, trade marketing, and customer planning.

Ensure successful execution of new product launches, portfolio optimization, pack changes, promotional programs, and pricing initiatives through robust commercial planning.

Sales Force Effectiveness:

·       Enhance the effectiveness of the sales force through training, performance management, and strategic initiatives.

·       Develop and benchmark Sales standards across the region.

·       Lead Sales & Operations Planning (S&OP) to ensure adherence to growth plans and forecast accuracy.

Ecommerce & Digital Strategy:

·       Develop and implement ecommerce and digital strategies to drive online sales and improve customer engagement.

·       Achieve goals for sales, profit, market share, inventory, and forecast accuracy in the Cross Border eCommerce business.

Compliance:

·       Ensure full compliance with Abbott policies, local regulations, industry codes, trade practices, and ethical business standards across all commercial and distribution activities.

·       Oversee governance and compliance of third-party distributors and commercial partners.

Reporting:

·       Provide regular reports and updates to the Divisional Vice President, Regional Director Turkey & CIS and Commercial Leadership teams on commercial performance and market trends.

·       Support and coordinate the preparation of business reviews, monthly and quarterly leadership meetings, and other key internal strategic reviews and meetings.

Qualifications:

·       Education: Bachelor’s degree in Business, Marketing, or a related field; MBA preferred.

·       Experience: Minimum of 10 years in a senior commercial role, with a proven track record in the MEAP & Turkey CIS regions. Leadership experience at General Manager or business functional head level preferred.

·       Skills: Strong leadership, strategic thinking, and financial acumen. Excellent communication, negotiation, and interpersonal skills.

·       Knowledge: Deep understanding of the MEAP & Turkey CIS markets dynamics, customer needs, and competitive landscape.

·       Languages: Proficiency in English; additional languages relevant to the METAP & Turkey CIS region are a plus.

Core Competencies:

·       Vision and strategy setting, customer focus, integrity, and trust.

·       Strong planning and financial skills, drive for results, and decision-making abilities.

·       Excellent presentation skills, team player, and collaboration.

·       People leadership, retail/eCommerce excellence, ethical sales, digital excellence, and commercial analytics.

Commercial Operations Excellence

Distributor & Key Account Management

Trade Marketing & Channel Management

Business Development & Strategic Partnerships

Supply Chain & Forecasting Excellence

Performance Management and Execution Excellence

Travel Requirements:

·       Frequent travel within the METAP & CIS and full EMEA region, up to 50% of the time.

Benefits:

·       Competitive salary and bonus structure.

·       Comprehensive health and wellness benefits.

·       Opportunities for professional development and career growth.

·       Flexible working arrangements.