Commercial Excellence Director EMEA, SH Division



Diegem, 1831 Machelen, Belgium
Posted on Thursday, July 11, 2024

Director of Commercial Excellence, Abbott Structural Heart

Structural Heart Business Mission: why we exist

Our business purpose is to restore health and improve quality of life through the design and provision of device and management solutions for the treatment of structural heart disease.

We aim to lead the markets we serve by requiring the solutions we offer customers provide an improved benefit/risk profile as compared to existing standards of care; a performance threshold that by definition, guides and ensures the productive output of our engineering, business development, and clinical research efforts result in outcomes that advance the standard of care.

Position Summary

The Structural Heart Director of Commercial Excellence is the primary driver of all Commercial Excellence efforts with the Commercial Teams from each Geography. This role will report to the Global Head of Commercial Excellence.

The Director is a critical role to the success of all Commercial Excellence efforts. This person is comprehensively integrated into the Commercial Excellence efforts globally as a stakeholder in developing strategy, implementing execution and measuring success. This person will participate in cross-functional project teams to advance Commercial Excellence initiatives.

The Director will be responsible for partnering with the Geography Leadership Team to execute the Global Commercial Excellence Strategy and owning the change management process within the assigned Geography. This will consist of sourcing relevant content, development of the training pathway, adoption of management tools and implementing standard management practices for all Sales Managers within the Commercial Geography. This person will align Geography Commercial Leadership (Business and HR) to deliver the competency development program and management operating principles. Conducting training events and small group or individual training in the field will be an important means to drive change. This person will be responsible for auditing the current state and progression of each Sales Manager within the respective Geography through individual field time, attending sales management meetings, and through other assessment measures.


  • Ownership, along with the Commercial Leader, of execution of the commercial excellence strategy.
  • Developing training pathways, timelines, and measurement systems for the development of Sales Leaders (New and Current).
  • Leading the change-management process within the assigned geography for all Commercial Excellence initiatives.
  • Partnering with the Sales Effectiveness Analyst to develop KPI’s and management systems built around analytics and data integration.
  • Partnering with the Project Support Specialist to plan training events and administering certification tracking.
  • Coaching and Developing the Sales Leaders on the leadership competencies.
  • Leading Project Teams by defining the scope, identifying the end-state and managing the project deliverables with a cross-functional team.
  • Reporting key findings, challenges, obstacles, areas of opportunity for sales growth or management efficiencies to the Commercial Excellence Team.
  • Sales Process development, administration and coordination with Marketing Franchise Leaders.
  • Interacting with Sales Analytics and teaching Sales Leaders about key metrics.
  • Leading by example, comprehension of company sales management and reporting systems to ensure disciplined implementation of sales strategies, establishment of sales management principles, and management philosophies.
  • Regular field engagement and progress measurement by attending Region Performance Reviews, Field Rides, Leadership meetings and planning sessions.
  • Obtaining a working knowledge of Structural Heart anatomy and products.
  • Measuring and reporting feedback on sales strategies and marketing program effectiveness based on measurable experience by sales stage to ensure marketing programs can be corrected, adapted or developed to meet market development objectives.
  • Identifying opportunities to improve sales target pipeline efficiencies, account management or sales management/representative effectiveness.
  • Leading by example the ability to formally and informally present or discuss Abbott Structural Heart business mission, values and objectives.
  • Responsible personally, for adherence to company values, ethics and legal obligations in the conduct of daily business.


  • Bachelor’s Degree; Master’s Degree preferred
  • Prior sales management experience required; Minimum of 5 years.
  • Prior experience in medical devices required; Minimum of 10 years.
  • Ability to travel internationally
  • Experience working in a highly regulated and high-quality system environment. Compliance with governmental regulations is required.