Trade & E-Commerce Director

• Leading Trade Sales, Trade Marketing and eCommerce functions across GEM organization for seamless and integrated business planning
• Identifies, develops and implements a common Trade & eCommerce Strategy to optimize Trade, Key Accounts (Pharmacy and Wholesaler) & eCommerce channels for local markets – in line with Abbott EPD Global Trade & eCommerce Strategy
• Identifies and develops value proposition programs for Abbott brands, in co-ordination with country heads, Marketing & Sales teams, to accelerate sell-out in Trade & eCommerce across the Gulf & Emerging (GEM) market region.
• Define and develop GEM Trade Marketing strategies and tactics (such as merchandising recommendations and materials, pharmacy staff trainings, patient support programs..) to stimulate Abbott’s brands availability, visibility and recommendation rates, bridging Abbott’s brands’ strategy and customers’ needs,
• Devse and deploy profitable business growth through various e-Commerce channel
• The Trade & eCommerce Director will enhance GEM structures and programs to maximize Abbott’s EPD’s brand performance at Pharmacy, Wholesale & eCommerce level. Programs created at the Global level will be leveraged and adapted for local use across key markets.

• Identify the value and potential of the Trade & eCommerce in the GEM region
• Establish a local trade structure and presence – in line with the trade potential
• Optimize route to market in line with local Category structure.
• Strengthen and grow our brands in the Pharmacy Channel, Wholesalers, Hospital Retail Pharmacies & eCommerce at National and regional level.
• Devise and implement campaigns with trade (in store & online) to increase brand and corporate SOV, improving visibility and monitoring progress.
• Ensure adequate Trade support and customizing our offering
• Regional Key Account/Wholesaler negotiation with BGx, Gx and OTC/OTx products
• Develop trade marketing strategy and execute strategies for key chain accounts in a timely manner to achieve of short and long term business objectives, increasing profitability and market share.
• Have a detailed understanding of the Pharmacy channel landscape in key markets
• Understand shoppers’ behaviour at Point of Sales (POS) in key markets
• Develop e-commerce channel plans to drive development and business goals (e.g., customer acquisition strategy, customer retention, retargeting)
• Develop the strategic framework outlining short term and long-term goals
• Direct the development of a differentiated sustainable and actionable e-commerce strategy
• Understand switch level in key markets
• Play an active role with regional Brand Marketing Teams, understand accurately the brands’ priorities, bringing documented field insights and pro-actively proposing initiatives to translate the brands’ strategy at Trade & eCommerce level
• Build Pharmacy Loyalty Programs.
• Oversee/support creation of product training for pharmacy staff and detailing materials with tailored messages for local brands.
• Sets annual budget in alignment with sales and marketing and monitors business performance and target achievement for by channel and account. Manage budget and expenditures to ensure that resources are spent within plan
• Measure and track KPIs, suggest corrective actions
• To liaise, build and develop relationships with key purchasers in both retail Pharmacies and wholesalers, and optimize services to Abbott in return.
• Optimize the listing of all new products in retail and ensure shelf positioning is in line with Abbott merchandising principles.
• Devise and propose promotional plans that maximize sales in retail pharmacies and wholesalers and ensure timely execution.
• Monitor and evaluate trade & eCommerce performance to enhance the efficiency of trade channels
• Optimize resources to drive trade marketing activities.
• Work closely with Marketing and Sales locally in the rolling out of marketing initiatives such as new product launches, new trade channels, new promotional campaigns, etc.
• Ensure all trade activities comply with relevant Acts, legal demands, trade standards and Corporate Business and Safety procedures.
• Develop and build a “Center of Excellence” for Trade & eCommerce that all GEM countries can benefit from.

Abbott