General Manager Indonesia - Core Diagnostics

ROLE OBJECTIVE

This role will be responsible for all commercial activities within Abbott Core Diagnostics Indonesia. Responsibilities include managing P&L, business development, commercial and strategic planning and execution while leading and developing professional, high-performing commercial organizations and distribution relationships.

KEY RESPONSIBILITIES & ACTIVITIES

• Managing budgets, forecasting, and financial performance to meet revenue and profitability targets.
• Develop and provide long and short-term business forecasts, business reports and information flows as required on a timely basis. Raise deviations from plan early and proactively provide mitigation plans and alternative scenarios.
• Deliver on financial goals (sales, margin, market share) and other financial KPIs.
• Manage P&L to deliver financial top and bottom-line commitments, optimizing profitability while investing in top line growth opportunities

STRATEGIC LEADERSHIP:

• Keep the organization's vision and values at the forefront of decision-making and action and demonstrate effective change leadership
• In cooperation with regional/ area functions develop integrated business strategy for Indonesia, Sales and Marketing and Go to Market models, Regulatory & Supply chain strategies.
• Acquire, allocate, and sustain the necessary resources (people, materials, equipment) to execute the current and long-term strategy.
• System thinking (integrated across the market needs and key success factors (sales, marketing, medical, access, regulatory, governmental affairs) and taking the initiative in acting flexibly to changes and adapting swiftly to new situations.

STAKEHOLDER MANAGEMENT:

• Understand the needs and expectations of internal stakeholders (e.g., other GMs, functional leaders, area leaders, etc.) and external stakeholders (e.g., distributors, regulatory/compliance entities, KOL, governments, associations, etc.). Initiate, maintain, and tactfully influence relationships with medical and non-medical stakeholders.
• Experienced in negotiations with external partners (distributors and optimally also governmental institutions)
• Manage and develop strong relationships with distributors/ sub-distributors to drive business growth. Lead negotiations and conduct regular business reviews with distribution partners, identify key actions and lead changes as needed. Evaluate further growth opportunities and development of strategic distribution partners
• Represent the Business Unit and the company as ONE Abbott professionally and with a high level of intercultural competence at all times vis-à-vis internal senior management and external stakeholders such as customers and scientific, industry associations, as well as governmental and non-governmental institutions.
• Build and maintain relationships with local Key Opinion Leaders (KOL), key customers and other relevant stakeholders to encourage their continuous input on technologies, and to identify evolving needs from payers, healthcare systems and patient´s perspective. Frequent Travel within Indonesia and the region is required.
• Strong networking and collaboration including leverage of existing resources within the APAC area and other roles in context of Marketing, Commercial Excellence, Customer and Technical Service, Supply Chain, Regulatory, Medical, Governmental Affairs, Legal, Ethics and Compliance, HR and others.

BUSINESS AND OPERATIONAL PERFORMANCE:

• Driving sales and revenue growth through effective market penetration, product launches, and pricing strategies.
• Identifying growth opportunities, new markets, and potential partnerships to accelerate the business performance in Indonesia.
• Ensuring operational efficiency, cost control, and supply chain management to optimize the company's performance
• Track record in execution and mitigating unplanned challenges while leveraging opportunities

MARKET EXPANSION:

• Understand the dynamics of the markets, the healthcare and economic environments to identify opportunities to grow Abbott market share. Segment Region and markets according to market and growth models, develop and implement development plans and ensure focus of resources on key segments
• Maintain up-to-date knowledge of relevant therapeutic areas, products, IVD practices, regulatory requirements, quality standards and business practices.

INTERNAL SYSTEMS AND PROCESS

• Comply with Abbott Corporate Policies and Procedures.
• Ensure all business activities are conducted professionally, aligned with regulatory and industry guidelines, and are conducted in a manner consistent with Abbott’s Code of Conduct guidelines and Abbott’s Anti-Corruption Policy.

PEOPLE

• Build, manage, coach, and retain a high-performing, diverse team to drive commercial results and develop a future leadership pipeline.

MINDSET & BEHAVIOR

• Reliable, always acting with the highest integrity to create enduring value (which is a basis for all employees and especially talents)
• Highly cooperative with other parts of the organization, eager to learn from others and to use the network across Abbott to tackle business issues (not re-inventing the wheel)
• Self-confident and assertive in business decisions and negotiations
• Strong sense of priority and urgency, tackles tough issues, and makes fast and high-quality decisions
• Fast learner, curious and keeps abreast of trends in the market environment
• Continuously challenging the status quo and mobilizing partners/teams for continuous improvement

REQUIREMENTS

• Minimum 15 years’ experience with a minimum of 4-5 years of demonstrated leadership experience leading commercial/sales teams in Indonesia in the healthcare industry.
• Experience in the Life science industry is preferrable, Diagnostics experience is highly desirable.
• Experience in managing indirect distribution channels and direct channels with sales teams
• Fluency in Bahasa Indonesia and English
• 20-30% travel within Indonesia and regionally
• Workplace will be Jakarta, Indonesia
• Meet (ideally exceed) financial business metrics consistently
• Manage complexity of competitive business landscape to consistently deliver profitable growth
• Drive operational excellence and continuous improvement throughout the organization
• Attract, select, develop, and retain the industry’s best talent
• Communicate an inspirational message, motivate, and create a high performing, accountable, diverse and innovative culture