About Abbott

　　Abbott is a global healthcare leader, creating breakthrough science to improve people’s health. We’re always looking towards the future, anticipating changes in medical science and technology.

　　Working at Abbott

　　At Abbott, you can do work that matters, grow, and learn, care for yourself and family, be your true self and live a full life. You will have access to:

　　Career development with an international company where you can grow the career you dream of .

　　A company recognized as a great place to work in dozens of countries around the world and named one of the most admired companies in the world by Fortune.

　　A company that is recognized as one of the best big companies to work for as well as a best place to work for diversity, working mothers, female executives, and scientists.

　　Abbott Established Pharma are looking for a Regional Tenders & Institutional Accounts Director position based in Dubai.

　　Collect, Maintain and Leverage Tender Data to Align with Strategic Tender Planning and Management

　　Collect and manage data

　　Collect and maintain tender data on tender products, tender organizations, offer prices, winning price, win rates

　　Develop data collection approaches - primary research and secondary research

　　Align data collection with requirements of strategic account management

　　Classify high and low probability tender win rates based on market access, ability to fulfil tenders of all categories

　　Manage and utilize data for tracking tenders, results, competitor information and changing compliances

　　Generate insightful data to shape and monitor ongoing development and execution of tenders

　　Institutionalizes data collection approaches to gain competitive advantage

　　Manage and Leverage Tender Knowledge Base

　　Develop and leverage knowledge base

　　Develop tender process knowledge and different bidding techniques (lowest cost, volume based, price-performance)

　　Develop data, documentation and cross collaboration knowledge to drive submission of a high-quality tenders

　　Develop competition's choices knowledge of tenders and their rationale

　　Develop frameworks for competitive intelligence and application

　　Drive best practices in tender managements and drive adoption of the same

　　Develop tender knowledge of national, provincial and city level tenders as a competitive differentiator for Abbott

　　Create frameworks and integrate knowledge base

　　Articulate the "problem statements", envision the framework of analyses

　　Leverage knowledge to align product and market messages to meet customer needs

　　Create framework to articulate Abbotts's value proposition, RWE, health economics and outcomes

　　Integrate knowledge of industry, Abbott capabilities

　　Develop and institutionalize framework of analysis, forecast, budgeting for tender sales

　　Analyze Data to Develop Insights, Solve Problems, and Identify Growth Opportunities

　　Perform data analysis

　　Define and set processes and frameworks to drive analytics

　　Analyze historical data on tender products, tender organizations, offer prices, winning price, win rates

　　Conduct descriptive, prescriptive and predictive analysis

　　Perform data analytics to deep dive to determine root causes for tender losses, forecast tender win probabilities, inform early and no bid calls

　　Perform complex scenario analysis to forecast tender win probabilities basis past tender data, Abbott cost structures, Abbott supply situation and other tender criteria

　　Articulate low and high win tender’s basis data analysis, competitive actions and Abbott’s internal parameters

　　Articulate 'game changing' action points to drive business outcomes (e.g early bid / no bid calls, propose and develop budgets and plans)

　　Design and continuously improve dashboards and reports for relevance and actionability

　　Drive competitive advantage for Abbott by generating new industry first analysis

　　Develop Strategic Plan

　　Develop strategic business plans

　　Understand market & customer needs and align portfolio accordingly

　　Identify and leverage key trends to develop strategies, objectives, and tactics using key performance indicators

　　Prepare strategic plans (proactive approach as opposed to reactive) for expected tenders 9 to 12 months in advance w.r.t meeting customers (tender creating bodies, pharmacists), shaping tenders, assessing cost structure

　　Develop a structured roadmap (forecast, supply plan, cost structure) to optimize tender performance

　　Set commercial policy & pricing strategy

　　Align volume & cost requirements with global supply

　　Nuance opportunities to shape tenders, policies and award criteria by facilitating improvement of tender specifications, tender process to optimize overall healthcare outcomes for community and government

　　Integrate high probability tenders in operating plan (tenders with probability of win >75% into the operating plan)

　　Recognize and articulate full potential strategy for Abbott in Tender channel

　　Develop Tactical Plan

　　Develop tactical business plans

　　Create bid strategies (customer meetings, tender shaping, tactics, resources) to win high probability tenders

　　Review bid/negotiation process & result (include internal and customer feedback)

　　Develop strategy to maximize participation, revenue and profitability from tender sales through decisions w.r.t which tenders to participate, must-win based on internal capabilities and market dynamics

　　Ensure mutual contract compliance (volume pull-through)

　　Develop customer feedback loop to increase probability to win for next round

　　Establish framework to routinely spot and drive incremental value in the tender business

　　Develop game changing approaches to convert low probability wins to high probability wins

　　Benchmark Abbott’s strategy vis-à-vis competitors and understand parities and differences

　　Plan and Execute Tenders

　　Plan pre-RFP

　　Perform tender screening to identify and plan all tender opportunities

　　Get pre-approvals on pricing, documentation and supply

　　Anticipate, understand and integrate/update internal processes and documentation to align with changing bidding processes and policies (e.g., maintain in advance internal documentation up-to-date and ready for different types of tender submissions)

　　Establish a standard tender preparation, submission and follow-up process that enables junior members to manage tenders relatively independently

　　Develop metrics informing lead and lag indicators on tender management

　　Plan and Execute Tender Programs

　　Manage RFP

　　Gather and review ITT & identify detailed requirements

　　Develop tender operating plan/tender calendar once a year for tender strategy, tactics, demand forecast, and supply assessment based on opportunities and protect against competitive threats

　　Create templatized programs for tenders across formats and segments

　　Get approval for various workflows for cross-functional review & approval

　　Set pricing & complete business case

　　Finalize differentiated bid/negotiation package by demonstrating in-depth understanding of stakeholder's expectations and follow the approved negotiation strategy and qualify assumptions at the beginning of the dialogue

　　Drive and encourage a win-win mindset to drive negotiation outcomes

　　Develop negotiation playbook

　　Develop response to bid

　　Propose an appropriate bidding price strategies to maximize win rates and optimize profitability

　　Consolidate & deliver bid/negotiation package

　　Present / discuss / negotiate with customer where needed

　　Identify and plan effective cross functional interfaces to drive high-quality tender submissions

　　Align internal stakeholders with external stakeholders to fulfil orders at the planning stage

　　Track bid

　　Track and monitor ongoing and expected tenders across all levels (national, provincial, city levels)

　　Track award and competitor intelligence

　　Communicate outcome & prepare contract implementation

　　Plan and Execute Tender Programs

　　Manage tender fulfilment

　　Drive tender process to ensure accurate documentation and timely and quality submissions and follow-ups for rebidding, negotiations

　　Monitor demand, supply and forecast; mitigate impact of supply issues

　　Anticipate inventory build-up or supply shortage to improve tender performance and margins

　　Coordinate with relevant teams (e.g., finance, supply, medico-marketing, planning) to fulfil tender requirements (pre and post tender)

　　Ensure timely implementation for winning bids e.g., additional documentation/financial obligations, sales to individual hospitals for quota fulfilment, on-time in full supplies, timely collections

　　Drive program management excellence

　　Develop and monitor program KPIs, drive reviews to improve tender program coordination to monitor performance

　　Establish tender program management excellence, harmonize program management approaches, standards, reporting frameworks

　　Develop Relations with Government Officials and Procurement Committees to Shape Tenders and Grow the Tender Channel

　　Build long term and sustained with external and internal stakeholders

　　Develop, maintain and enhance relationships with key decision makers in local markets such as govt. officials, procurement committees at various levels

　　Leverage relationships decision makers and key stakeholders in local markets to understand changes in bidding processes, drive and shape bid strategies and shape tender wins

　　Leverage relationships with external key decision makers to influence policies to improve public healthcare deployment and optimize healthcare spends while providing quality care

　　Develop, maintain and enhance relationships with Abbott stakeholders to execute tender channel strategies

　　Set the tone and template for a harmonized 'One Abbott’, institutionalized, way of communication and relationship building

　　Lead case presentations

　　Recognize, facilitate, and deal effectively in challenging communication situations, both externally and internally, where participants seek different outcomes. Adapt communication to drive desired outcomes

　　Lead case presentations to hospitals and tender decision-making authorities

　　Manage and Deliver Profitable Tenders

　　Manage budget and investments

　　Identify cost effective approaches to increase margins and maximize profits

　　Invest available budgets in winning tenders in areas of strategic importance to company

　　Allocate costs across tenders for improved profitability and tender win ratio

　　Manage and achieve profitability in P&L

　　Review tender submissions and fulfilment for achievement of targeted margins

　　Develop pricing strategies to increase profits

　　Drive net revenue management initiatives

　　Manage the P&L statement for tender channel

　　Comprehend penalty policies if orders are not fulfilled timely

　　Institutionalize standard process (e.g., for cost allocation, marginal pricing) for defining winning prices across tender categories

　　Coach and Mentor Teams to drive Tender Excellence

　　Coach and mentor teams to:

　　Institutionalize knowledge management, data management and analytics

　　Foster an environment of fiscal responsibility

　　Develop, nurture and sustain a network of relations with external and internal stakeholders

　　Plan and execute program with rigor

　　Evangelize tender business and its criticality to Abbott's long-term strategy

　　An Equal Opportunity Employer

　　Abbot welcomes and encourages diversity in our workforce.

　　We provide reasonable accommodation to qualified individuals with disabilities.

　　To request accommodation, please call 224-667-4913 or email [email protected]