Commercial Director MEAP & Turkey CIS

JOB DESCRIPTION: Job Description Job Title: Commercial Director MEAP & Turkey CIS Location: Dubai, UAE Reports To: Divisional Vice President, MEAP & Dotted line to Regional Director Turkey & CIS Job Summary: The Commercial Director MEAP & Turkey CIS will be responsible for driving the commercial strategy and operations for Abbott Established Pharma Division (EPD) across the MEAP & Turkey CIS region. This role focuses on maximizing revenue, profitability, and market share while ensuring alignment with the company s overall business objectives. The role includes leading the execution of sales strategies, developing market opportunities, and enhancing sales performance across the region. Key Responsibilities: Strategic Leadership: Develop and implement the commercial strategy for both regions MEAP & Turkey CIS region, aligning with global business goals. Identify market trends, key issues, and opportunities for business growth and competitive defence. Support leadership in developing a long-range vision for EPD, anticipate the impact of business trends, and prepare strategic plans. • Oversee the regional Trade Sales, Distribution, Trade Marketing, and Key Account strategy to ensure sustainable growth and competitive advantage across MEAP & Turkey CIS. • Identify and evaluate partnership, licensing, and business development opportunities to strengthen Abbott's commercial portfolio and market position. Revenue Growth: Drive revenue growth through effective sales, marketing, and business development initiatives. Evaluate new business opportunities and lead solutions for continuous Gross Margin Improvement. • Drive profitable growth through effective management of key accounts, distributors, wholesalers, hospital groups, retail pharmacy chains, and eCommerce channels. • Ensure achievement of sales, profitability, gross margin, collections, inventory, and market share targets across the region. Market Expansion: Identify and capitalize on new market opportunities to expand the company s presence in the MEAP & Turkey CIS regions. Develop retail channel strategy with a focus on eCommerce and pharmacy channels. Oversee market data to understand consumption trends in key markets. • Monitor market trends, customer needs, retail dynamics, competitor activities, and emerging channel opportunities to proactively adapt regional commercial strategies. • Champion category management and shopper excellence initiatives to accelerate growth within pharmacy and retail channels. Customer Relationships: Build and maintain strong relationships with key customers, partners, and stakeholders. Engage with affiliates in defining the Sales Strategy & Sales Development Plan focusing on Sales Performance Enablers. • Build and maintain executive-level relationships with key customers, distributors, trade partners, and healthcare retail stakeholders. • Ensure robust annual business planning and execution with strategic accounts, focusing on revenue growth, profitability, customer satisfaction, and long-term partnerships. Team Management: Lead, mentor, and develop a high-performing commercial team. Provide strategic direction and coaching to Sales, Marketing, and Commercial Excellence teams. Manage and develop staff and lead a diverse team. • Lead and develop Trade Sales, Commercial Operations, Commercial Excellence, and Key Account Management capabilities across the region. • Foster a high-performance culture through coaching, succession planning, talent development, accountability, and recognition aligned with Abbott Leadership Principles. Financial Management: Oversee budgeting, forecasting, and financial performance for the METAP & CIS regions. Ensure compliance with relevant laws, regulations, and company policies. • Maintain accountability for sales performance, profitability, working capital, inventory management, collections, credit performance, and cost optimization initiatives across MEAP & Tur CIS. Commercial Operations & Supply Chain Excellence • Lead cross-functional collaboration with Supply Chain, Finance, Marketing, Regulatory Affairs, Human Resources, and Demand Planning teams. • Ensure best-in-class forecasting accuracy, inventory management, product availability, and customer service levels. • Drive continuous improvement initiatives across sales operations, commercial analytics, distribution management, trade marketing, and customer planning. • Ensure successful execution of new product launches, portfolio optimization, pack changes, promotional programs, and pricing initiatives through robust commercial planning. Sales Force Effectiveness: Enhance the effectiveness of the sales force through training, performance management, and strategic initiatives. Develop and benchmark Sales standards across the region. Lead Sales & Operations Planning (S&OP) to ensure adherence to growth plans and forecast accuracy. Qualifications: Education: Bachelor s degree in Business, Marketing, or a related field; MBA preferred. Experience: Minimum of 10 years in a senior commercial role, with a proven track record in the MEAP & Turkey CIS regions. Leadership experience at General Manager or business functional head level preferred. Skills: Strong leadership, strategic thinking, and financial acumen. Excellent communication, negotiation, and interpersonal skills. Knowledge: Deep understanding of the MEAP & Turkey CIS markets dynamics, customer needs, and competitive landscape. Languages: Proficiency in English; additional languages relevant to the METAP & Turkey CIS region are a plus. Qualifications: Education: Bachelor s degree in Business, Marketing, or a related field; MBA preferred. Experience: Minimum of 10 years in a senior commercial role, with a proven track record in the MEAP & Turkey CIS regions. Leadership experience at General Manager or business functional head level preferred. Skills: Strong leadership, strategic thinking, and financial acumen. Excellent communication, negotiation, and interpersonal skills. Knowledge: Deep understanding of the MEAP & Turkey CIS markets dynamics, customer needs, and competitive landscape. Languages: Proficiency in English; additional languages relevant to the METAP & Turkey CIS region are a plus. Core Competencies: Vision and strategy setting, customer focus, integrity, and trust. Strong planning and financial skills, drive for results, and decision-making abilities. Excellent presentation skills, team player, and collaboration. People leadership, retail/eCommerce excellence, ethical sales, digital excellence, and commercial analytics. • Commercial Operations Excellence • Distributor & Key Account Management • Trade Marketing & Channel Management • Business Development & Strategic Partnerships • Supply Chain & Forecasting Excellence • Performance Management and Execution Excellence