Rebuilding commercial performance in Abbott Structural Heart Italy

We led the turnaround of Abbott’s Structural Interventions division in Italy, restoring growth and strengthening commercial execution.

Challenge

In 2025, Abbott’s Structural Interventions division in Italy was facing declining commercial performance across segments and territories, combined with a vacant leadership position and a lack of clear go to market direction. Team motivation was under pressure due to high workload, missed targets and organizational instability.

The situation required immediate action on the ground to restore focus, reestablish direction and deliver results, not just define a new plan. We were asked by the EMEA Divisional Vice President to take ownership of the commercial recovery, from strategy through to execution.

Solution

We stepped in with hands on local leadership, combining strategic clarity with day to day execution. We rapidly translated business priorities into a focused commercial plan at account level, while aligning the team around clear targets and ways of working.

We simplified and strengthened the commercial approach by redefining account prioritization, consolidating data into a single performance view and linking this directly to a bottom up revenue plan. At the same time, we introduced stronger performance tracking, governance and incentive mechanisms to drive accountability and consistency in execution.

Results

Commercial performance stabilized immediately, with visible impact from the first month of engagement and a return to growth from September onwards. The team overdelivered its Q4 2025 forecast by $945k, a 23% uplift versus target.

The business is now driven by a clear and focused account strategy, supported by improved visibility, stronger execution discipline and higher team engagement. This momentum carried into 2026, with the team successfully delivering against its Q1 plan and building a more sustainable path for growth.