Commercial Manager

About AbbVie

AbbVie's mission is to discover and deliver innovative medicines and solutions that solve serious health issues today and address the medical challenges of tomorrow. We strive to have a remarkable impact on people's lives across several key therapeutic areas including immunology, oncology and neuroscience - and products and services in our Allergan Aesthetics portfolio. For more information about AbbVie, please visit us at www.abbvie.com. Follow @abbvie on LinkedIn, Facebook, Instagram, X and YouTube.

Shape and implement AbbVie’s overarching New Launch brands within the Traditional trade and Omnichannel landscape in South Africa.

Coordinate, facilitate and lead the strategic development, tactical implementation and financial planning components of all Sales and Marketing related topics of the Brand Strategy and manage customer and other commercial activities including Key account management to maximize brand sales and margin placing the patient at the center of any efforts and operating within AbbVie business code of conduct, policies and all applicable laws and regulations.

Brand Team Lead

• Lead the Brand Team around a brand vision and objectives that are shared by all members, ensuring adequate involvement of multiple functions as relevant for the Brand objectives.
• Lead the development of marketing inputs to Strategic Brand Plan, consolidate the 1-year Tactical Brand Plan.
• Support preparation of franchise financial planning (Financial Plan, Focus/Update, Long Range Plan)
• Forecast, monitor brand KPIs, manage budget and brand A&P track ROI measurements for all marketing activities to achieve or exceed brand plan objectives.
• Manage Product P&L and develop business cases for pipeline products.
• Develop comprehensive traditional sector and omnichannel (e-commerce) marketing strategies, incorporating modern marketing concepts with activations focused on a Full Funnel Approach.
• Maintain strategic partnerships with key players in both above-the-line and below-the-line partners. Leverage multi-channel opportunities and multi-stakeholder initiatives to meet strategic brand objectives.
• Conduct regular business reviews and analytics by analyzing sales performance, identifying growth drivers/barriers, and tracking progress against KPIs. Share actionable insights with internal teams.
• Lead execution of impactful and successful product launches to guarantee speed-to-shelf and product activation in all relevant accounts and channels.
• Ensure AbbVie’s commercial excellence, compliance, and sustainable impact, while upholding the highest standards of ethics, governance, and corporate citizenship in accordance with AbbVie’s business code of conduct and all applicable laws and regulations.

Sales and Account Management

• Manage operations of trade merchandising store teams, ensuring excellence in service delivery and product availability.
• Manage order processes, delivery cycles, and payment solutions to match the cash flow patterns of brand trading partners.
• Identify key segments, and prioritize related FMCG wholesalers, pharmacies, and other key stakeholders; tailoring value propositions for each
• Develop and maintain long-term partnerships with key stakeholders: owners/managers of buying groups, wholesalers, Retailers, e-tailers, Optometry and pharmacy traders.
• Lead contract negotiations, trade term agreements, pricing implementation, joint business planning, and high-value partnership frameworks including promotional investment management.
• Oversee the full portfolio of national and regional key accounts, including major buying groups, distributors, clustered pharmacy networks, and Optometry practices.
• Secure optimized listings, drive trading activity, and ensuring sustained access across the entire product portfolio.
• Facilitate training for retail and wholesale staff to ensure effective product activation.

• Bachelor's degree, biological sciences, Digital marketing, pharmacy business related field, or equivalent.
• Years of experience in this role or similar role 5 to 10 years
• Relevant experience with proven track record of success in marketing and sales management within FMCG /pharmaceutical/Eyecare industry in multiple brands and within traditional trade and Omnichannel
• Ability to negotiate, close and sign commercial deals with key accounts and with complex customer networks
• Ability to work with, motivate and coordinate cross functional teams and merchandiser sales team
• Solid knowledge of strategic and tactical marketing principles and techniques including digital knowledge and proven track record of strategic and operational execution.
• Solid analytic, business planning and financial acumen skills and solid working knowledge of pharmaco-economic principles
• Experience in Digital Marketing with Ecommerce and omnichannel trade.
• A strong proficiency in working and negotiating with key stakeholders including creative agencies, point-of-sale agencies, digital agencies, and trade marketing agencies is essential.
• Solid knowledge of Traditional Trade / Wholesaler decision making process and who the key stakeholder/influencers are
• English language proficiency verbally and in writing

AbbVie is an equal opportunity employer and is committed to operating with integrity, driving innovation, transforming lives and serving our community.  Equal Opportunity Employer/Veterans/Disabled. 

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