Lead - Distributor Markets

About AbbVie

AbbVie's mission is to discover and deliver innovative medicines and solutions that solve serious health issues today and address the medical challenges of tomorrow. We strive to have a remarkable impact on people's lives across several key therapeutic areas including immunology, oncology and neuroscience - and products and services in our Allergan Aesthetics portfolio. For more information about AbbVie, please visit us at www.abbvie.com. Follow @abbvie on LinkedIn,Facebook, Instagram, X and YouTube.

Position Summary

Leads commercial sales for AbbVie products across distributor markets in Bangladesh, Nepal and Sri Lanka, and for a key customer in India. The role is accountable for delivering business objectives through effective distributor partnership, market planning, sales execution, forecasting and compliant customer engagement.

Working closely with commercial leadership, regional teams, distributors and cross-functional partners, the role translates brand priorities into market-relevant plans, strengthens route-to-market effectiveness and drives high-quality execution. It provides performance governance and actionable market insight while ensuring activities align with AbbVie standards, local regulations and distributor operating requirements.

Key Accountabilities

• Market Strategy, Business Planning and Distributor Governance
• Develop and execute commercial plans for Bangladesh, Nepal, Sri Lanka and the assigned key customer in India, aligned with brand priorities, affiliate strategy and regional direction.
• Partner with distributors to translate annual brand and sales objectives into country plans with clear targets, investment priorities, milestones and performance measures.
• Establish and lead distributor governance routines, including business reviews, scorecards, action tracking and escalation processes.
• Identify market opportunities, access challenges, competitive dynamics and execution gaps; translate insights into practical initiatives to improve performance and customer reach.
• Monitor distributor capability, field reach, inventory health, channel coverage and execution quality to support business continuity and sustainable growth.
• Ensure distributor activities comply with AbbVie standards, local regulations, contractual requirements and ethical business practices.
• Maintain a strong understanding of pharmaceutical market dynamics and evolving access, channel and route-to-market models in assigned markets.
• Sales Delivery, Forecasting and Performance Management
• Own sales delivery across assigned distributor markets, track performance against monthly, quarterly and annual objectives, and drive timely corrective action.
• Lead demand-planning and forecasting inputs with Supply Chain, Finance and distributors, ensuring assumptions are evidence-based and reflect market conditions.
• Review sales, inventory and execution measures regularly, identifying risks and opportunities and aligning stakeholders on appropriate actions.
• Distributor Operations, Channel Execution and Access
• Drive effective distributor operations, including order planning, product availability, secondary-sales visibility, claims processes and resolution of operational issues.
• Strengthen channel coverage and route-to-market execution by identifying priority accounts, institutions, hospitals, wholesalers and customer segments with distributors.
• Partner with Medical, Regulatory, Market Access, Supply Chain, Finance and Compliance to enable market initiatives with appropriate governance and documentation.
• Ensure commercial activities, field-force support, promotional materials and distributor-led execution are consistent with approved plans, brand strategies and compliance requirements.
• Build distributor capability through structured performance reviews, execution coaching and reinforcement of AbbVie ways of working.
• Represent market performance, risks and opportunities in affiliate and regional forums, providing leadership with timely visibility and recommendations.
• Customer Engagement, Field Execution and Capability Building
• Enable distributor field teams to execute approved brand priorities through high-quality customer engagement, clear call objectives and disciplined follow-through.
• Coordinate training and capability-building activities to strengthen distributor teams’ understanding of AbbVie products, relevant therapeutic areas, compliance expectations and customer engagement standards.
• Work with Commercial and Medical colleagues to prioritise key-account engagement, congress activities, scientific initiatives and local programmes within approved frameworks.
• Use field activity, customer feedback and market intelligence to improve execution, close capability gaps and focus resources on high-value opportunities.
• Market and Sales Planning and Analysis
• Provide quantitative and qualitative market insights to support financial planning, S&OP, forecasting, brand planning and long-range planning for assigned markets.
• Recommend commercial strategies involving route-to-market improvements, channel priorities, access opportunities, pricing inputs, promotional investment, distributor capability and targeted customer engagement.
• Analyse sales trends, secondary-sales data, inventory movement, account performance and competitive intelligence to evaluate initiatives and inform course corrections.
• Leadership and Collaboration
• Partner with distributors, commercial teams and cross-functional stakeholders to develop and execute plans across complex distributor-led markets.
• Use sales, inventory, forecast and execution metrics to assess performance and course-correct activity.
• Influence distributors, regional colleagues and affiliate stakeholders without direct authority.
• Drive accountability, collaboration and results across multiple markets and operating models.

Main Contacts

• Commercial Director, Business Unit Director, General Manager, Brand Teams and Sales and Marketing Leads
• Distributors and distributor field leadership in Bangladesh, Nepal and Sri Lanka
• Finance, Supply Chain, Regulatory, Medical, Compliance and Market Access teams
• Regional Commercial teams
• Essential Skills and Competencies
• Commercial leadership and a hands-on approach to shaping market strategy and driving disciplined execution through distributors.
• Strong understanding of ethical sales and marketing practices, compliance requirements and customer-focused engagement in healthcare.
• Strategic planning, budgeting, forecasting and business acumen, with the ability to connect market insight, customer needs, access priorities and operational execution.
• Knowledge of distributor management, route-to-market models, sales execution, inventory monitoring, forecasting and performance management.
• Strong leadership, interpersonal, negotiation and influencing skills, with the ability to build trust and align internal and external stakeholders.
• Analytical, numerical, creative and conceptual thinking, including the ability to translate data and market intelligence into clear commercial choices and measurable actions.
• Strong personal effectiveness, including prioritization, responsiveness, flexibility and resilience; able to work with limited supervision and exercise sound judgment about when to consult, escalate or inform.
• A track record of driving growth, strengthening partner accountability, fostering innovation and delivering customer and business impact in distributor markets.
• AbbVie Behaviours and Values
• Seizes market opportunities through insight-led decisions, identifying customer, channel and distributor priorities to deliver sustainable impact.
• Collaborates across local, regional and distributor teams, prioritizing resources to achieve commercial objectives.
• Builds trusting relationships, understands customer needs and embeds customer-focused practices in distributor operations and field execution.
• Develops strategic networks and partnerships, communicates with energy and clarity, and builds commitment to shared success.
• Adapts to uncertainty and change, works effectively with ambiguity and anticipates evolving market, access and channel needs.
• Acts with integrity and authenticity, promotes trust, remains receptive to others’ ideas and demonstrates self-motivation, creativity, accountability and innovation.

Education and Experience

• Bachelor’s degree in Medical, Pharmaceutical Sciences, Life Sciences, Business Administration or a related discipline. A postgraduate qualification in business, management or marketing is an advantage.
• 12–15 years of progressive experience in the healthcare or pharmaceutical industry, preferably in a multinational organization, with significant experience in sales, distributor management, commercial operations, market planning or channel execution.
• Experience managing distributor-led or emerging markets; South Asia experience, including Bangladesh, Nepal and Sri Lanka, is preferred.
• Demonstrated ability to lead through influence, manage external partners, coach distributor teams and build execution discipline across matrix and third-party environments.
• Experience in sales planning, forecasting, budget management, distributor governance, key-account engagement, access coordination and compliant commercial execution.
• Fluency in English, with strong written and verbal communication skills and the ability to influence senior stakeholders and external partners in a multicultural environment.
• AbbVie is an equal opportunity employer and is committed to operating with integrity, driving innovation, transforming lives and serving our community.  Equal Opportunity Employer/Veterans/Disabled.
• US & Puerto Rico only - to learn more, visit https://www.abbvie.com/join-us/equal-employment-opportunity-employer.html
• US & Puerto Rico applicants seeking a reasonable accommodation, click here to learn more:
• https://www.abbvie.com/join-us/reasonable-accommodations.html