Trade and Pricing Lead, ANZ

About Allergan Aesthetics

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.

AbbVie is an equal opportunity employer, and dedicated to fostering an inclusive, flexible, and supportive workplace that values and respects every individual. We are committed to operating with integrity, driving innovation, transforming lives, and embracing diversity and inclusion. It is AbbVie’s policy to employ qualified persons of the greatest ability. We ensure a fair and inclusive recruitment process without discrimination against any employee or applicant because of, and not limited to, race, religion, age, physical or mental disability, gender identity or expression, sexual orientation, or marital status. Our hiring process is flexible and accessible, so if you have any specific requests or accessibility requirement, please feel comfortable to let our team know by emailing CareersANZ@abbvie.com or speaking with your Recruiter and we'll make any necessary adjustments to accommodate your needs.

AbbVie is currently seeking a dynamic Trade and Pricing Lead to join the Allergan Aesthetics team, where you will play a pivotal role in shaping and executing commercial policies, pricing frameworks, and supply optimisation strategies across Australia and New Zealand. In this influential role, you will partner with senior leadership and cross-functional stakeholders to identify growth opportunities and manage key loyalty programs that deliver sustainable, long-term business results. If you thrive in a fast-paced, compliance-driven environment and are ready to make a measurable commercial impact within a world-class aesthetics portfolio, we want to hear from you!

KEY DUTIES AND RESPONSIBILTIES

• Drive the definition of commercial policy to maximise domestic revenue across the Allegan Aesthetics (AA) portfolio, working with the Allergan Aesthetics Leadership Team (AALT) to ensure best practice is adopted and implemented effectively. Review these policies on an annual basis ensuring they continue to achieve stated aims and ensure they are in line with the changing competitor environment.
• Partner with Commercial Leads and other key stakeholders to identify new/emerging opportunities for sales and market share growth.
• Ensure commercial strategies have the appropriate approval from the International Business Excellence team and are compliant with all internal policies, local regulation and legislation.
• Lead, develop and implement strategies to optimise opportunities and mitigate business risks through scenario modelling, ensuring they are fit for purpose across ANZ.
• Develop customer focused strategic pricing structures and rebate frameworks that drive sustainable profit growth.
• Partner, support and provide commercial advice to the Sales Lead to develop and implement the AA value proposition in compliance with policies and legal requirements.
• Lead the in-market implementation of agreed supply optimisation processes and commercial growth strategies across all departments within AA.
• Lead Corporate Account commercial agreement business case reviews, negotiations, and contract renewals with the objective of maximizing top line growth and minimising Average Selling Price (ASP) erosion.
• Manage the protection of ASP through sound commercial strategies, negotiation tactics and commercial policy creation.
• Develop and adapt bespoke Corporate Discount Rates reflective of the changing market environment and customer archetypes, whilst ensuring the appropriate confidentiality of these Rates are maintained at all times. Consult and advise the Sales Lead and Key & Strategic Account Managers on existing and new customer relationships and opportunities for growth in line with Commercial policies. Present business case proposals to the AALT for approval and execution.
• Identify, track and communicate sales opportunities and risks associated with current and new customer channel and archetype trends.
• Manage the operation and effectiveness of the Allergan Partner Privileges (APP) Loyalty Program, identifying and driving strategic changes and improvements to the program rules.
• Track and manage, Allergan Partner Privileges Program (APP) management upgrades and develop business cases for Finance and Sales Lead review and approval.
• Create and implement the criteria and controls related to current and new customer archetypes for identification and application to business strategy and commercial policies.
• Implement and manage the systems, procedures, and controls that maintain confidential and complex rebate calculations and payments for Corporate Accounts.
• Manage the confidential Corporate Account rebate reporting requirements.
• Ensure quotas are implemented efficiently in line with legally approved processes across agreed products.
• Ensure extraordinary orders are monitored and supplied in line with approved processes.
• Manage communication with all relevant parties to ensure Allergan complies with all legal requirements for supply optimisation.
• Monitor and track agreed supply optimisation KPIs, via the development of appropriate trackers, ensuring necessary improvements and corrections are implemented in a timely manner.
• Ensure imbalances of supply and demand (across all products) are highlighted promptly to the AALT and International teams,  so that appropriate corrective action can be taken.
• Work with Sales Lead and demand planners to ensure supply forecasts are aligned to domestic consumption forecasts.
• Lead the relationship management of Key and Strategic accounts, negotiating the volume targets of Allergan products to support commercial strategies developed with the Sales Lead.
• Develops and works with commercial team to implement value add services for these customers
• Track the performance of, and  adherence to, all Key and Strategic Account commercial agreements.
• Identify any Key and Strategic Account agreements that are not achieving their commercial objectives with a view to  renegotiating or and terminating them, as agreed and approved by the Sales Lead, Finance Director, Head of Legal and General Manager ANZ.
• Report any adverse event within 24 hours as per AA policies and procedures
• Support AA’s Quality Management System and internal auditing processes.
• Proactively participate in AA’s WHS programs, adhere to policies and promote a safe work environment at all times.
• Adhere to AA’s internal codes of conduct and compliance processes.

• 10+ years total experience in Finance, category management or business analytics with at least 3 years of previous experience in similar role for FMCG, pharma and/or medical device business.
• Hands-on experience in analytics. Use of Power BI, AI / Co-Pilot will be useful.
• Experience in Commercial Policy/Trade Pricing development and must have experience in contact negotiations with customers on an occasional basis.
• Consultative approach with a strong customer orientation with some project management experience
• Seeks and acts on customer feedback resolving difficult issues in a timely manner.
• Quickly understands business operations, able to identify key opportunities and levers to develop business plans
• Excellent interpersonal skills, able to influence and negotiate effectively; focused on execution and delivery of results; uses initiative.
• Able to build cross functional relationships, demonstrates high interrelation and social skills, interacting externally and internally; able to lead and influence; has a teamwork / knowledge sharing attitude.
• Demonstrates a high level of analytical skill; leverages financial knowledge; keeps up to date with market trends and professional expertise; exercises sound judgment and decision making.
• Identifies opportunities; problem solves; seeks process improvement; flexible and adaptable; has self-motivation and demonstrates creativity; able to challenge the status quo.

Flexibility and Availability: In line with Australia’s 'Right to Disconnect' legislation, we recognise and respect employees' right to refuse contact outside of their working hours, unless such refusal is deemed unreasonable. As we operate in an international, matrixed environment, there may be occasions where your role requires participation in business meetings outside of standard hours. We value and support flexibility and appreciate your willingness to occasionally accommodate these requests to ensure effective collaboration and communication within our global team.

WAYS WE WORK

• All For One Abbvie; We weigh all decisions against the common good. We inspire, share and create as a team. We solve problems for all rather than serving our immediate team.
• Decide Smart & Sure; We make intelligent decisions to create the best outcomes. We act quickly, embrace experimentation, and learn what doesn’t work and get on to what does.
• Agile & Accountable; We streamline and eliminate unnecessary obstacles. We plan but adapt as we go. We delegate and make tough decisions to ensure focus on results, staying keenly aware of the urgency in all we do.
• Clear & Courageous; Open, honest, candid dialogue is core to our work and how we act with each other. We share information freely and continuously to find solutions. We admit mistakes. We grow stronger by putting the courage of our conviction to the test.
• Make Possibilities Real; We question with endless curiosity. We’re never satisfied with good enough—patients depend on us to deliver more. We challenge ourselves to find creative, constructive solutions to turn possibilities into reality.

CODE OF CONDUCT & BUSINESS INTEGRITY STATEMENT

• AbbVie is committed to observing high integrity and ethical standards in all its business dealings with our customers, with each other, business partners and suppliers. 
• AbbVie as a responsible corporate citizen will adhere to these standards, as well as to local, national and international laws. 
• All AbbVie employees are responsible for maintaining the Company’s reputation for conduct in accordance with the highest level of business integrity, ethics and compliance with the law. 
• Soliciting and/or accepting/attempting/offering bribes or any illegal gratification is therefore cause for immediate dismissal. 
• AbbVie is committed to operating with integrity, driving innovation, transforming lives, serving our community, and embracing diversity and inclusion. 

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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