JOB DESCRIPTION:

The Opportunity:

The APAC Go-to-Market Manager will be accountable for shaping, influencing, and delivering Abbott’s third-party Go-to-Market strategy across APAC, with ownership for revenue growth, margin improvement, and long-term channel sustainability across Abbott Business Units.

This role acts as a senior commercial partner to APAC and Divisional Leadership, ensuring Abbott’s indirect commercial models are strategically aligned, operationally effective, and financial accretive.

This role influences complex, multi-market commercial decisions across diverse healthcare systems, regulatory environments, and market maturities supporting businesses such as: Nutrition Products, Diabetes Care, Generic-Branded Pharmaceuticals, Clinical Diagnostics, and Cardiovascular Medical Devices across the APAC region.

This strategic position will drive commercial strategy and execution through sales expansion, go‑to‑market strategy development, margin‑improvement initiatives, sales force excellence, and enhanced 3rd party services providers / distributors effectiveness.

The role will also act as the “One Abbott Business Partner” for all Abbott Business Units, serving as a unified point of contact for all matters related to commercial 3rd‑party management.

The ideal candidate will bring a strong commercial background and proven negotiation experience to build and sustain strategic partnerships across business functions. Experience leading channel partners and product‑mix optimization initiatives, applying lean principles, and supporting product launches and market‑entry strategies will be highly valued. The role requires the ability to solve complex problems by taking a broad, strategic perspective to identify effective solutions.

What You’ll Do:

Strategic activities

• Develop go-to-market strategy for customer segments and territories served by channel partners, ensuring alignment with overall business objectives (Abbott direct of 3rd party services).

• Own a portfolio of strategic GTM initiatives across APAC, setting priorities, sequencing initiatives, and ensuring value realization across business units and markets.

• Serve as the senior ‘One Abbott’ representative internally and for 3rd‑party distributors and channel partners, establishing governance models, escalation mechanisms, and consistent ways of working across Abbott Business Units.

• Define and Implement EMEA-wide standards for route to market effectiveness to ensure efficient and cost-effective distribution channels, optimizing customer reach and service levels.

• Support sales expansion, GTM strategy, and margin‑improvement initiatives by delivering strategic insights and solutions aligned with growth objectives.

• Lead channel and product‑mix optimization initiatives, applying lean principles to drive continuous improvement in 3rd‑party processes and overall business performance.

• Optimize channel performance by ensuring the right products are sold in the right segments, meeting customer expectations while ensuring channel profitability and sustainability.

• Partner with EMEA and Divisional Leadership to shape salesforce and 3rd Party capability strategies, ensuring direct and indirect channels effectively support Abbott’s commercial priorities.

• Contribute to product launches and market‑entry initiatives, providing commercial leadership to ensure timely, cost‑effective, and compliant execution.

• Drive the advancement of E‑Commerce execution and capability.

• Provide leadership and influence across teams, fostering collaboration and high performance in line with commercial and operational priorities.

Operational activities

• Benchmark company performance against competitors, identifying areas for improvement and differentiation. Ensure that decisions regarding distributor engagement/disengagement are informed by competitor positioning, avoiding scenarios where competitors capitalize on opportunities created by disengagement.

• Apply strong sales and negotiation expertise to build productive relationships with customers and distributors, ensuring go-to-market decisions reinforce customer satisfaction and commercial success.

• Lead or sponsor high-impact distributor negotiations and define negotiation strategies, approval thresholds, and governance for complex or high-risk agreements / Manage key 3rd party relationships and negotiations, ensuring favourable terms while upholding compliance, integrity, and ethical procurement practices.

• Oversee sourcing, distribution, and commercial operations, leading contract negotiations and managing supplier relationships to optimize cost, quality, service levels, and performance.

• Monitor channel performance metrics to identify areas for improvement and implement targeted initiatives to enhance channel effectiveness and profitability. Collaborate with cross-functional teams to develop and implement channel optimization initiatives, leveraging market insights and customer feedback to drive continuous improvement.

• Monitor and analyse 3rd‑party performance, focusing on cost savings, delivery reliability, contract compliance, and strategic alignment with business objectives.

• Drive continuous improvement in processes, incorporating stakeholder feedback to enhance efficiency, effectiveness, and alignment with commercial needs.

Required/ Preferred Qualifications:

· Master’s degree in business, Supply Chain, Marketing, or a related field.

· 12+ years of experience in strategy, operations, commercial, or procurement roles.

· Proven experience leading complex, cross‑functional projects involving multiple stakeholders.

· Demonstrated experiencing in managing OR influencing P&L outcomes, including revenue growth, margin improvement, and cost-to-serve optimization, high proficiency in Excel and excellent analytical skills across cost, distribution, inventory, and competitive analyses.

· Strong sales background, with demonstrated ability to negotiate effectively with customers and distributors, ensuring procurement decisions support customer and business needs.

· Proven track record in channel management, distribution network optimization, and strategic planning.

· Strong negotiation capabilities, with the ability to secure favourable outcomes in complex, multi‑stakeholder environments.

· Exceptional communication and collaboration skills, with the ability to work effectively across functions, regions, and organisational levels.

· Demonstrated leadership, able to drive change, influence stakeholders, and deliver results in matrixed environments.

· Proficiency in technologies and platforms related to channel management, analytics, and performance tracking.

· Strong presentation and influencing skills, capable of engaging and aligning internal Abbott leaders and external customer stakeholders.

· Ability to collaborate effectively with cross‑functional teams (e.g., Marketing, Commercial Operations, Finance, Supply Chain) to ensure alignment with business objectives.

· Multi‑country and APAC‑wide experience, with solid understanding of regional market dynamics.

· Fluent in English (additional languages are an asset).

· Experience in the Pharma, Medical Device, or FMCG sectors is highly advantageous.

Behavioural Leadership skills:

• Operates with enterprise mindset, prioritizing Abbott-wide outcomes over functional or local optimization

• Makes and owns complex trade-off decisions with incomplete information

• Acts as a role model for Abbott leadership behaviours in high-pressure, ambiguous environments

• Demonstrates empathy and active listening by seeking to understand others’ perspectives before making decisions.

• Leads with humility by valuing diverse contributions and giving credit generously.

• Promotes collaboration and inclusiveness by creating an environment of trust, openness, and mutual respect.

• Empowers others by providing guidance, coaching, and opportunities for shared ownership of outcomes.

• Acts with integrity and accountability by upholding ethical standards and taking responsibility for results.

• Shows adaptability and a positive mindset by remaining flexible, solution oriented, and supportive through change.

The base pay for this position is

N/A
In specific locations, the pay range may vary from the range posted.

JOB FAMILY:

Product Management

DIVISION:

GPS Global Purchasing Services:

LOCATION:

India > Mumbai : BKC Building

ADDITIONAL LOCATIONS:

WORK SHIFT:

Standard

TRAVEL:

Yes, 25 % of the Time

MEDICAL SURVEILLANCE:

Not Applicable

SIGNIFICANT WORK ACTIVITIES:

Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day)