AA International SFE Future-Fit, AI & Sales Technologies Lead

Role Purpose

This role is accountable for improving international sales force effectiveness through practical use of AI, sales technologies, and digital solutions. Working from within SFE, it identifies, prioritizes, and scales solutions that improve field productivity, planning quality, execution discipline, and performance across markets.

The role combines strong SFE expertise with business ownership of future-fit initiatives, translating field and commercial needs into scalable solutions and partnering with relevant functions to embed them in day-to-day field execution. It plays a critical role in ensuring that innovation is tied to measurable SFE outcomes and sustainable value in the field.

Ownership of the business problem, prioritization, and value realization remains with SFE, while partnering with BTS and other technical functions to ensure solutions are designed and delivered in a fit-for-purpose way.

Scope & Impact

This role directly impacts field teams across international markets by improving how SFE priorities are translated into execution, performance, and commercial outcomes.

It drives step-change improvements in SFE metrics, including productivity, execution quality, adoption, and ROI, through practical, rep-centric solutions grounded in field reality and operational need.

Acting as the SFE point of accountability, the role connects affiliates, IMCO, BTS, MABI, AA US, and AbbVie Global to align priorities, resolve dependencies, and scale solutions that strengthen sales force effectiveness. It also helps shape how sales technology and AI evolve into practical, user-centric enablers of field performance.

Its impact is measured through stronger field execution, improved SFE indicators, greater adoption of innovative sales technologies and AI, and future-fit readiness of the international SF organization, supporting AbbVie’s META priorities to maximize, elevate, transform, and amplify.                                           

Key Responsibilities

Sales Force Strategy and Effectiveness Governance & Delivery

• Contribute to the evolution of international Sales Force Strategy and Effectiveness in line with commercial priorities and field execution needs.
• Translate SFE priorities into practical approaches that improve affiliate planning, execution quality, and key SFE indicators.
• Ensure SFE initiatives are grounded in operational realities and deliver effectively in the field.
• Support the rollout and continuous improvement of scalable frameworks, tools, and ways of working that strengthen sales force performance across markets.

Sales Force Execution Enablement through AI and Sales Technologies

• Define and drive an international SFE technology and AI enablement agenda anchored in real field and commercial needs, pain points, and productivity gaps.
• Translate challenges such as planning, prioritization, execution, follow-up, and customer engagement into clear business requirements, solution priorities, and use cases.
• Ensure all initiatives directly support SFE priorities, field productivity, and commercial performance.
• Maintain clear SFE ownership of the problem definition, prioritization, and value proposition.

Project Governance, Change Leadership, Stakeholder Alignment & Influence

• Lead cross-functional projects involving SFE, BTS, MABI, AA US, AbbVie Global, affiliate stakeholders, and vendors.
• Manage priorities and dependencies and drive effective execution of complex initiatives across international markets.
• Influence senior stakeholders to secure alignment, decisions, and momentum throughout implementation.
• Use strong change management, communication, and stakeholder alignment skills to ensure initiatives are clearly understood, adopted, and embedded in sustainable ways.

Driving a Future-Fit SF Organization and Growth Mindset

• Contribute to a more future-ready and adaptive SF organization, in line with changing market dynamics, technology trends, and evolving field expectations.
• Foster a growth mindset by encouraging curiosity, experimentation, and openness to new ways of thinking across the SFE community.
• Help position the broader organization as an attractive, modern, and forward-looking environment for future SF talent.
• Support a more agile, digitally enabled, and innovation-oriented model that helps AbbVie respond to changing field, talent, and business needs.

Business Ownership of AI and Sales Technology Pipeline, Business Cases and Prioritization

• Assess AI and sales technology opportunities from a business perspective, identifying solutions that address future field needs and improve sales force effectiveness.
• Define the business case, value proposition, and expected impact for selected initiatives, working with technical leads on feasibility and implementation fit.
• Prioritize the pipeline based on business value, scalability, strategic relevance, commercial impact, and ROI.
• Own the progression of selected initiatives, ensuring clarity on objectives, outcomes, and decision points.

Measurement, Value Realization and Continuous Improvement

• Define success measures for SFE and AI / sales technology initiatives that reflect field impact, business performance, execution quality, and return on investment.
• Track performance, adoption, and usage trends to understand where solutions are creating value and where adjustment is needed.
• Translate insights and feedback from markets and users into practical improvements that strengthen field effectiveness and solution impact.
• Use implementation learning to refine future decisions, improve prioritization, and maximize value realization.

Culture & Behavioral Transformation through Enterprise Leadership

• Champion the culture shift needed to embed AI, digital tools, and innovation into the ways of working of the broader organization that shapes the assets, tactics, documents, and execution inputs used by the sales force.
• Influence behaviors and mindsets across functions and levels to support consistent adoption of future-fit solutions in the field and upstream organization.
• Encourage collaboration, openness to change, and continuous improvement in support of AbbVie’s META priorities: maximize, elevate, transform, and amplify.
• Contribute to an organizational culture that supports innovation, agility, and long-term differentiation.

Education

• Bachelor’s degree in Business, Engineering, Data/Analytics, or related field
• Advanced degree is a plus

Experience

• 8-12+ years in Sales Force Effectiveness, Commercial Excellence, or related roles within international/multi-market environments
• Experience in pharmaceutical, healthcare, consumer health, FMCG or related industry is strongly preferred.
• Proven experience leading large‑scale, cross‑market enablement or transformation initiatives to improve sales force effectiveness through practical frameworks, tools
• Demonstrated success leading or supporting AI, digital, analytics, or sales technology initiatives with measurable business impact
• Experience working across affiliate, functional, and cross-functional environments, with strong understanding of field operations and execution realities

Technical & Functional Capabilities

• Strong understanding of Sales Force Strategy and Effectiveness principles, operating models, SFE levers and metrics
• Experience with CRM, sales technologies, AI/ML, and data-driven field enablement solutions
• Ability to translate business needs into practical solutions and business cases
• Strong commercial acumen, with the ability to connect technology and data to tangible business outcomes and ROI

Leadership & Influence

• Strong stakeholder management and influencing skills, including the ability to lead without formal authority
• Proven ability to work effectively with senior stakeholders across functions and geographies
• Experience leading cross-functional collaboration and supporting complex implementation efforts
• Strong communication and simplification skills, with the ability to turn complexity into actionable direction

Transformation & Change

• Experience driving change, behavioral adoption, and cultural transformation in complex environments
• Strong change management mindset, with the ability to work through ambiguity and shifting priorities
• Ability to balance immediate business needs with longer-term strategic and future-fit goals

Business Mindset and Working Style

• Strategic and business acumen
• Forward-thinking, innovative, and resourceful
• Solution-oriented with a passion for continuous learning and improvement
• Collaborative, inclusive, and enterprise-minded
• Comfortable operating at the intersection of business, technology, and field execution