Regional Commercial Excellence Analyst, Region TUR & CIS
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.
The Opportunity
This position works at Istanbul location in the Core Diagnostics Division that we’re empowering smarter medical and economic decision making to help transform the way people manage their health at all stages of life. Every day, more than 10 million tests are run on Abbott’s diagnostics instruments, providing lab results for millions of people.
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.
What You’ll Do
Role Overview:
The Regional Commercial Excellence Analyst plays a critical role in driving commercial performance, forecasting accuracy, sales process excellence, and data-driven decision making across the Region.
This role partners closely with Regional Sales Leaders, Marketing, Finance, and the Area Commercial Excellence team to ensure disciplined commercial execution, high-quality insights, and adherence to core operating mechanisms such as IBP, Sales Cadence, CRM governance, and strategic account planning.
The ideal candidate combines strong analytical skills with commercial acumen and thrives in a fast-paced environment where data integrity, business partnership, and operational excellence are essential.
Key Responsibilities:
Forecasting, Demand Planning & IBP Support
- Support implementation and continuous improvement of the pipeline-to-demand-to-revenue forecasting process at regional level.
- Track and report forecasting accuracy; support initiatives aligned with achieving high accuracy targets across instruments and reagents.
- Enable “One Set of Numbers” through disciplined monthly IBP Commercial Management inputs.
- Identify Opportunities and Vulnerabilities in the sales projection and demand plan, collaborate on contingency plans.
Commercial Performance Analytics & Reporting
- Develop and maintain regional performance dashboards (Sales, Pipeline, IBP KPIs, Asset Utilization, Margin).
- Provide month-to-month insights on business and competitive dynamics, highlighting growth opportunities and risk areas.
- Act as regional representative for implementation and execution of Global Sales Performance Dashboards and other BI initiatives.
- Support Region and Area Commercial Excellence by ensuring consistent use of KPIs, definitions, and dashboard adoption.
CRM (Salesforce / myDash) Governance & Data Stewardship
- Serve as Regional CRM Subject Matter Expert, ensuring disciplined use of sales processes within the tool.
- Monitor data quality and integrity; identify gaps and drive corrective actions to maintain the CRM as the single source of truth.
- Enable adoption of CRM functionalities that improve forecasting, pipeline quality, and sales productivity.
Sales Processes & Cadence Enablement
- Support flawless execution of the Regional Sales Cadence (Weekly/Monthly 1:1s, QBRs, Territory Planning).
- Provide intelligence packages, pipeline quality analyses, and root-cause-analysis frameworks to enable productive coaching conversations.
- Support field force efficiency by ensuring tools and processes are standardized and consistently applied.
Strategic Account Planning & Pipeline Analytics
- Support strategic account segmentation, prioritization, and opportunity planning to ensure alignment with growth objectives.
- Analyze account performance, wallet share, and opportunity progression to support strategic decision making.
- Provide insights to help bridge strategy with execution through improved pipeline management.
Commercial Excellence Projects & Continuous Improvement
- Contribute to Regional and Area-wide initiatives such as rollout of new dashboards, tools, methodologies, or operating mechanisms.
- Support development and deployment of commercial training to address capability gaps across the sales organization.
- Drive value-creation activities such as asset utilization optimization, commercial efficiency levers, and margin enhancement programs.
Incentive / Bonus Calculation Governance
- Partner with Finance, HR, and Regional Sales Leadership to ensure accurate, timely, and transparent calculation of sales incentives and bonus payouts.
- Validate sales performance data, quota attainment, and compensation‑relevant KPIs to ensure alignment with approved incentive plan rules.
- Act as the regional data steward for incentive calculation inputs, ensuring integrity, consistency, and audit readiness across CRM, performance dashboards, and financial systems.
- Drive continuous improvement of incentive‑related processes, highlighting discrepancies, proposing corrective actions, and supporting optimization of compensation mechanisms to reinforce desired commercial behaviors.
Required Qualifications
- Bachelor’s degree in business, Economics, Engineering, Finance, Data/Computer Science, Life Sciences, or related field.
- 3–5 years of experience in Commercial Excellence, Sales Operations, Commercial Analytics, Finance, or Business Intelligence.
- Strong analytical and problem-solving skills; expert in Excel and comfortable with BI tools (Power BI, Tableau preferred).
- Experience with Salesforce.com or similar CRM platforms; ability to manage data quality and drive user adoption.
- High attention to detail, strong organizational skills, and ability to manage multiple priorities.
- Excellent communication and stakeholder management skills; ability to translate data into actionable insights.
- Proactive and structured working style with a continuous-improvement mindset.
- Fluent in English, Turkish; additional European languages are an asset.
Apply Now
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