LATAM Commercial Excellence Director

At Allergan Aesthetics, an AbbVie company, we develop, manufacture, and market a portfolio of leading aesthetics brands and products. Our aesthetics portfolio includes facial injectables, body contouring, plastics, skin care, and more. Our goal is to consistently provide our customers with innovation, education, exceptional service, and a commitment to excellence, all with a personal touch. For more information, visit https://global.allerganaesthetics.com/. Follow Allergan Aesthetics on LinkedIn.

The purpose of the Commercial Excellence role in the LATAM Region is to serve as a pivotal leader in advancing on-market strategies, scaling best practices, and enhancing operational efficiency across in-field teams, focusing on On-Market, Launch Excellence and Commercial Capabilities Development for LATAM Affiliates. The role will also identify affiliates needs and challenges and being active in the mobilization of resources and support for timely implementation of Integrated Brand Management and IFT Excellence for the brands launched, as well as shaping a strategic and consistent way of preparing and measuring launch success.

Additionally, this position will support the analysis and implementation of a roadmap of tactical initiatives with a strategic alignment focus, influencing affiliate teams through expertise. Partnering with the Marketing Regional Lead, the role is instrumental in overseeing launch planning and go-to-market strategies that build operational excellence capabilities. Additionally, it aids the Regional General Manager in serving as a strategic architect, driving planning and transition processes to strengthen competitive capabilities.

Key Responsibilities:

• Leadership and Management:
  • Lead, mentor, and develop a high-performing cross functional (LATAM) team capable of supporting brand strategies implemented, increasing curiosity and analytic mindset to challenge appropriately the brand and in-field teams in the affiliates
  • Foster a customer-centric culture across the organization
  • Act as a key point of contact for customer-related issues and resolutions.
  • Build and maintain strong relationships with key customers and partners across IMCO (International Marketing Commercial Operations), LATAM and in-country teams.

• On-Market Role:
  • Build a comprehensive understanding of assigned affiliates’ market dynamics, trends, insights. Actively partner with affiliate leadership to diagnose market dynamics, uncover growth drivers, and co-create strategic commercial plans aligned with LBE and budget cycles.
  • Supporting countries commercial teams in driving execution with insights and indicators discipline that prepare on-market strategies backed by a capability roadmap. Supporting country commercial teams in executing with focus and discipline, leveraging insights and performance indicators to shape on-market strategies. Collaborate with other departments to integrate customer insights into business strategies
  • Influence GMs and sales leadership on how to implement operational improvements, fostering account planning and investment alloacation skills across in-field teams. Inspire and influence GMs and sales leadership to elevate field force impact through data-driven and account planning, capability development, and disciplined performance management.
  • Launch and lead regional enterprise-wide initiatives, aligning execution with organizational leadership and competitive positioning. Supporting affiliates in driving disciplined execution by leveraging insights, performance indicators, and incentive plans aligned with growth drivers, promoting the right commercial behaviors while ensuring a healthy payout structure that sustains motivation and recognition across the sales force.
  • Develop clear understanding of Affiliate’s needs and provide support to Affiliate Brand team strategy, operations, and execution/performance.
  • The Business Excellence Lead will engage directly with Affiliate GMs on business planning and performance priorities, partner with Business Excellence Leads to co-develop and scale commercial excellence initiatives, and collaborate with Sales Leaders to drive execution, account planning, and field force effectiveness. The role will also align with Regional Marketing on launch readiness and go-to-market strategies, and with cross-functional teams to support integrated planning and capability building.

• Launch Role:
  • Partner with Marketing and GMs to refine go-to-market strategies, focusing execution on leadership in both in-field and high-level strategic processes.
  • Co-lead go-to-market strategies with LATAM marketing and affiliate teams, ensuring flawless execution of launch excellence across field teams, training, and brand activation.
  • Translate launch ambition into operational readiness through cross-functional planning and capability building.

• Competitive framework and commercial capabilities development role:
  • Lead pilot projects with a focus on strategic foresight, enhancing leadership agility and improving competitiveness of the business model
  • Support the design and optimization of strategic deliverables, enhancing cross-functional collaboration
  • Utilize data analytics to assess and improve customer satisfaction and operational efficiency.
  • Implement and follow up the governance process as a priority to keep excellence execution

Qualifications:

• Post graduate degree with a trajectory of at least 10 years in sales and marketing towards leadership roles in general management.
• Mobility needed for next position internationally
• Experience in managing and leading strategic initiatives that enhance operational effectiveness and are critical for general management, having had a strong track record in Marketing and Sales managing sizeable teams in Brazil and / or Mexico or in a larger geography.
• Extensive experience in enhancing execution levels of IFT.
• Ability to lead cross-functional collaboration and strategic execution at a high level, preparing for broader leadership roles connecting the dots between insights, trends, and strategic decisions to drive competitive advantage.
• Strong project management and execution capabilities within dynamic environments, supportive of general management growth.
• Experience in shaping field force behaviour, influencing sales team performance and execution strategies and operations.
• Strong presence with in-field teams and ability to build trust and alignment across functions.

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