Head of Tender Management

3 weeks ago

Dubai, Dubai, United Arab Emirates Abbott Laboratories Full time

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.

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 rapid diagnostics solutions are helping address some of the world's greatest healthcare challenges.

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.

Abbott Rapid Diagnostics is hiring a Head of Tender Management based in Dubai.

The Opportunity

As the Head of Tender, you will play a pivotal role in steering ARDx's success in the competitive landscape of tenders. Your responsibilities encompass strategic planning, data-driven insights, relationship building, and the execution of comprehensive tender programs. By leveraging your expertise in data analysis, strategic planning, and stakeholder engagement, you will contribute significantly to Abbott's growth in the tender channel.

Core Responsibilities:

1. Collect, Maintain, and Leverage Tender Data to Solve Problems, and Identify Growth Opportunities: Implement effective data collection strategies for tender products, organizations, pricing, and win rates.

Utilize primary and secondary research to align data collection with strategic account management requirements. Classify tender win rates based on market access and fulfillment capabilities. Manage and analyze data for tracking tenders, results, competitor information, and compliance changes.. Generate insightful data to guide ongoing tender development and execution. Institutionalize data collection approaches for a competitive advantage.

2. Develop Strategic Plan:

Understand market and customer needs to align portfolio accordingly. Identify and leverage key trends for strategic planning. Prepare proactive strategic plans for expected tenders 9 to 12 months in advance. Develop a structured roadmap to optimize tender performance. Set commercial policy, pricing strategy, and align with global supply. Integrate high probability tenders into the operating plan.

3. Develop Tactical Plan:

Create bid strategies and review bid/negotiation processes. Develop strategies to maximize participation, revenue, and profitability from tender sales. Ensure mutual contract compliance and develop a customer feedback loop. Establish frameworks to spot and drive incremental value in the tender business. Benchmark Abbott's strategy against competitors.

4. Plan and Execute Tenders:

Perform tender screening and obtain pre-approvals on pricing and documentation. Establish a standard tender preparation, submission, and follow-up process. Develop metrics for lead and lag indicators on tender management. Manage RFP, develop responses to bids, and track bid outcomes.

5. Manage and Leverage Tender Knowledge Base:

Develop comprehensive knowledge of tender processes and bidding techniques. Foster cross-collaboration and documentation knowledge to drive high-quality tenders. Establish frameworks for competitive intelligence and best practices in tender management. Create and integrate frameworks aligning product and market messages with customer needs. Develop and institutionalize frameworks for analysis, forecasting, and budgeting. Build long term and sustained with external and internal stakeholders.

6. Develop, maintain, and enhance relationships with key decision makers in local markets such as govt. officials, procurement committees at various levels. Leverage relationships decision makers and key stakeholders in local markets to understand changes in bidding processes, drive and shape bid strategies and shape tender wins. Set the tone and template for a harmonized 'One Abbott', institutionalized, way of communication and relationship building.

7. Analyze Data to Develop Insights, Solve Problems, and Identify Growth Opportunities:

Define processes and frameworks for data analytics. Conduct descriptive, prescriptive, and predictive analyses on historical tender data. Perform complex scenario analyses to forecast tender win probabilities.
• Articulate actionable insights to drive business outcomes. Develop and monitor program KPIs, drive reviews to improve coordination. Design and continuously improve dashboards and reports for relevance and actionability. Monitor demand, supply, and forecast; mitigate supply issues

8. Manage and Deliver Profitable Tenders:

Identify cost-effective approaches to increase margins and maximize profits. Allocate costs across tenders for improved profitability. Review tender submissions for targeted margins and develop pricing strategies. Manage the P&L statement for the tender channel.

9. Coach and Mentor Teams to Drive Tender Excellence:

Institutionalize knowledge management, data management, and analytics. Foster an environment of fiscal responsibility. Develop, nurture, and sustain a network of relations with external and internal stakeholders. Evangelize the tender business and its criticality to Abbott's long-term strategy.

10. Ethics & Compliance:

Uphold Abbott Corporate Compliance, policies, procedures, and adherence to local laws, FDA regulatory requirements, and industry ethical standards

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.

Connect with us at , on Facebook at and on Twitter @AbbottNews and @AbbottGlobal.

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