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.
ROLES & RESPONSIBILITIES
Scope of the Role
The Distribution Manager is responsible for driving growth and operational excellence in the distributor (sell-to) channel. This role owns distributor strategy, performance management, and capability development, ensuring strong alignment between distributors and the internal commercial team to maximize market access, customer satisfaction, and market share. The role also acts as the key interface between distributors and internal stakeholders, ensuring seamless execution across commercial, supply chain, and finance functions. Key Accountabilities:
- Deliver growth in sell-to channel revenue and market share
- Ensure predictable distributor performance aligned with country targets and contract compliance
- Lead contract negotiations with distributors, including investment commitments, commercial terms, and market expansion agreements to drive sustainable growth.
- Improve operational efficiency and service levels across the distributor network
- Build strong, scalable distributor capabilities
- Ensure effective collaboration across commercial, supply chain, and external partners
Core Job Responsibilities:
Distributor Performance Management
-Establish and monitor distributor KPIs, including:
- Sell-to channel revenue growth and target achievement
- Market share and tender quota in distributor channel
- Distributor KPI achievement (sales, fill rate, NPS)
- Forecast accuracy and inventory health (DOH, obsolescence)
- Access to key accounts, ZBA and win rate
- Customer satisfaction
-Lead and manage distributors to expand into underserved provinces, driving new customer acquisition and building businesses in currently untapped territories.
-Conduct regular business reviews and implement performance improvement plans
-Drive operational excellence across distributor organizations
Channel Sales Excellence
-Collaborate with commercial leaders to ensure aligned execution across channels
-Drive sales cadence and performance discipline within distributor teams
-Utilize data and KPIs to support performance improvement of frontline sales
Key Account Access & Growth
-Work with distributors to improve access to strategic and landmark accounts
-Increase win rate and share of wallet across target segments
-Support joint execution between distributor and CRDx sales team
Build and maintain strong relationships with key customers nationwide in collaboration with Sales, Service, Logistics, and Supply Chain teams to enhance customer satisfaction and business growth.
Demand Planning, Inventory & Service Level
Oversee end-to-end inventory planning (source to customer)
Improve:
- Forecast accuracy
- Product availability
- Customer service level
Ensure compliance with company policies and operating model
Cross-functional Collaboration
Work closely with Sales & marketing and Supply chain ensure seamless execution of channel strategy
Act as the main point of contact between distribution and internal stakeholders
Team Leadership & Governance
Provide directions and alignment to:
MINIMUM BACKGROUND/ EXPERIENCE REQUIRED
Qualifications/Experience:
- Bachelor's degree in medical devises business, Life Sciences, or related field
- 3-5 years of experience in:
- Sales / Channel Management / Commercial roles in IVD
- Healthcare, diagnostics, or pharmaceutical industries preferred
- Proven experience in:
- Distributor management
- Go-to-market strategy
- Commercial execution
- Strong negotiation skills and cross-functional collaboration skills
- Excellent written and verbal communication skills.
Competencies (Knowledge, Skills, Abilities & Personal Characteristics):
- Strategic thinking and data-driven decision making
- Strong stakeholder management and influencing skills
- Commercial acumen and customer focus
- Execution excellence and result orientation
- Leadership and team development capability
MINIMUM EDUCATION REQUIRED
- Bachelor's degree in relevant disciplines (Business, Life Sciences, or Medical Devices-related fields)
