Distributor Excellence Manager

About Abbott

Abbott is a global healthcare leader, creating breakthrough science to improve people’s health. We’re always looking towards the future, anticipating changes in medical science and technology.

Our diagnostic solutions are used in hospitals, laboratories and clinics around the globe. The crucial information derived from our tests, instruments and informatics systems are often the first step in patient care decision making for hundreds of health conditions from heart attacks to blood disorders to infectious diseases and cancers. Our rapid diagnostics solutions are helping address some of the world’s greatest healthcare challenges.

ROLE OBJECTIVE

The Dx Manager plays a critical role in driving diagnostic excellence and strengthening distributor capabilities across APAC. This position ensures effective execution of diagnostic strategies, optimizes channel performance, and supports sustainable growth through robust partnerships and capability building.

KEY RESPONSIBILITIES & ACTIVITIES

1. Distributor Excellence & Channel Management

• Implement the regional Distributor Management Framework for diagnostic solutions, including selection, onboarding, performance tracking, and capability development.
• Partner with distributors to ensure compliance with channel strategies and optimize diagnostic product penetration.
• Conduct structured distributor business reviews, monitor KPIs, and identify improvement opportunities.
• Support contract renewals, pricing alignment, and tender execution in collaboration with Commercial Excellence and Finance.

• Monitor market diagnostic trends and competitive landscape to inform channel and tie in with distributor training.

3. Capability Building

• Partner with Area Training Director to deliver technical and commercial training for distributor sales teams and internal stakeholders.
• Partner with the Area Training Director to close capability gaps and strengthen distributor performance in diagnostics.

4. Data Analytics & Performance Monitoring

• Track distributor and diagnostic KPIs, including sell-in/sell-out data, adoption rates, and pipeline performance.
• Provide actionable insights to regional leadership for decision-making and resource allocation.
• Partner with demand planning and forecasting in collaboration with Supply Chain and Finance.

5. Cross-Functional Collaboration

• Work closely with Marketing and Supply Chain to ensure seamless execution of distributor initiatives.
• Represent Distribution led markets in regional business reviews and contribute to strategic planning discussions.

Key Performance Indicators (KPIs)

• Distributor Performance: Accuracy of sell-in/sell-out reporting; training completion rates; pipeline conversion.
• Tender Success: Percentage of tenders won.
• Compliance: Adherence to pricing, contracting, and regulatory guidelines.

Key Success Factors

• Strategic Thinking: Ability to align distributor strategies with regional growth objectives.
• Influence & Collaboration: Strong capability to work across functions, levels, and geographies to drive results.
• Commercial Acumen: Deep understanding of channel dynamics and diagnostic market trends.
• Execution Excellence: Proven ability to deliver projects on time and achieve measurable outcomes.
• Analytical Skills: Ability to interpret complex data and translate insights into actionable strategies.
• Leadership in Capability Building: Skilled in developing distributor and internal team competencies for long-term success.

Requirements

• Bachelor’s degree in Life Sciences, Business, or related field; advanced degree preferred.
• 8–10 years of experience in diagnostics or medical devices, with strong distributor/channel management experience.
• Proven track record in distributor capability building and performance optimization.
• Familiarity with APAC markets and multi-country complexity.
• Excellent communication, negotiation, and stakeholder management skills.
• Analytical mindset with proficiency in data tools (Excel, PowerBI).
• Ability to manage multiple priorities and deliver results in a complex regional environment.

Apply Now

Follow your career aspirations to Abbott for diverse opportunities with a company that can help you build your future and live your best life. Abbott is an Equal Opportunity Employer, committed to employee diversity.

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The base pay for this position is

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