National Sales Manager - Pharmacy

Beiersdorf

Setting pharmacy channel strategic plan that covers all sales fundamentals in terms of (direct/indirect reach - distribution promotions activity grids permanent/secondary POSM)

• Building pharmacy annual business plan (Sales forecast- Trade Allowance by bucket).
• Leading/Coaching the Pharmacy team towards achieving the company objectives within their respective region and enhance the sales fundamentals KPIs (IMS, Active Accounts, MSL performance, TOP10 penetration and AVC project).
• Planning/Tracking the sales financials across different regions and ensuring the distributor teams are compliant to BDF financial standards in budgeting, execution & reporting through reviewing/approving all claims from the distributors versus the approved sales memos/initiatives to ensure there are no deviations.
• Planning/Tracking the Annual Initiative Master Plan (Promotions- NPDs - Activations- MSL Enhancement- POSM) in collaboration with the S&CM team.
• Maintain smooth communication channels with the distributor top management teams & ensure the agreed contractual terms are in place.
• Leading the S&OP meeting with the distributor teams in collaboration with Supply Chain team on monthly basis to ensure the forecast/supply topics are clearly foreseen/sealed/aligned and targets are met.
• Building JBP with Key pharmacy chains covers (IMS, NPDs, BDA, visibility, MSL and sell out programs) to ensure mutual objectives are shared/agreed and conduct quarterly business review meetings to measure performance versus targets and agree on next actions.
• Setting an annual incentive scheme to drive sales fundamentals KPIs (IMS- Active Accounts- MSL Top 10 penetration AVC) and motivate teams through P4P.
• Driving BEST IN CLASS execution in key pharmacy stores in collaboration with S&CM team to uplift store quality in all measures.
• Holding weekly meetings to oversee sales performance by region versus targets and agree on next actions.
• Conducting Quarterly meetings with the distributor sales manager to communicate the sales and marketing plans, share the monthly targets and identify the opportunities/challenges.
• Planning/Driving better stock management quality in distributor/Key Accounts warehouses by reviewing DIH (healthy NPI) stock levels on monthly basis to bring more efficiency on supply and reduce returns.
• Building team talent management by leading/coaching Pharmacy sales teams to uplift their (business/personal) skills and unlock their growth potential to maximize their performance and engagement through (70:20:10) model.
• Jointly defining/agreeing with the Pharmacy team their individual development plans and deciding on needed actions to deliver progress in these specific developments areas & constantly follow up through 1:1 session to share feedback.