Experience working with Distributor and Trade mkt know-how is a plus
KEY ACCOUNTABILITY
Go to Market and Sales Strategy
Where to Win: Jointly lead the process with Distributor and Trade MKT Lead to identify in which channels, accounts, stores and HCP’s we need to invest in to win
Actively search for and activate New Channels and White Space Opportunities
How to Win: Coordinate preparation of annual cycle plan for CHC in partnership with Marketing and Trade Marketing. This should include:
Must Stock List by Channel/ Account (MSL)
Account Standards (Primary and Secondary POSM) by channel/ store format
Win the Recommendation plan through the Detailing activity grid (HCP and Pharmacy)
Perfect & WOW Store program
Other programs,
POSM and Win the Recommendation (Detailing) Material Design input
Delivery of Value creation projects (Perfect Season, New Channels) to enable profitable sales growth and develop a BiC sales organization
Where relevant coordinate with Market Access & Trade and Revenue to grow tender sales and public sector.
Develop and deliver clear communication lines and programs through to all levels of the sales organization at Distributor(s)
Sales Planning
Sales Planning by Channel, Account & Territory sales and activity plan aligned with the Trade MKT & Distributor(s)
SIT: Full responsibility for the management of SIT by value and volume by channel and total country on an annual basis.
GtN: Full responsibility for the management and delivery of GtN and FF cost lines across all channels and total country on an annual basis.
Forecast accuracy on sales in fully aligned with Pymepharco STADA Supply chain and at 98.5% accuracy.
Gap Analysis of 3D Gaps for all covered stores – full understanding of the gaps and clear Roadmap to Close by Month by Week by 3D Rep.
Sales Operations: Ensure we have a set of fit for purpose tools (CRM System, Image Recognition Software & Communication) to enable the sales organisation to efficiently complete their work
Controls & Compliance
Ensure a culture of compliance and ethics within not only the sales organization but the total country
SISO: Full ownership for local Sell in & Sell out (SISO) Target delivery at both an Internal STADA level and by account within the trade channels.
Development of the Daily Sales report and Monthly sales dashboard in conjunction with Distributor
Incentive: SIP reflecting CHC Business Objectives
People Management Mindset
Develop and foster a culture of “can do” and Challenge within the sales team to create an environment of ownership and responsibility.
Work closely with the sales force to continuously develop capabilities and mindset throughout the sales force.
Guide Distributor to Develop Customer Annual Joint Business Plans aligned with company objectives and Account(s) Mission & Vision for assigned Strategic Customer(s) and Top to Top meetings to secure the Plans.
Roll out the global programs, if any for the relevant audience
STADA Values: Constantly work to build a team environment that is enshrined in our 4 Values (Integrity, Agility, Entrepreneurship, One STADA)
QUALIFICATIONS & EXPERIENCES
Bachelor’s degree; Sales & Marketing background is preferable.
Minimum experience 5 years in a Sales/ Channel Lead role.
Experience in relevant channels (OTC, GT, MT) and pharmaceutical product is a plus.
Experience in Trade MKT is a plus.
Proven capabilities in Channel planning, Route to market, Distributor management, Sales management.
Required analytical skills.
Demonstrate proficiencies in office productivity tools.
