Role Purpose
Lead the activation of EULA Sales agenda and action plan across the perimeter which includes +20markets. This role will engage the markets commercial local teams by supporting them on elevating the customers’ partnership to the next level, helping co-creation of category growth stories while can deliver strong impactful plans to drive competitive visibility. Also, will translate inputs of Brand’s, Regional and zone teams into profitable local channel plans while enabling processes and systems that drive simplification to our sales force. Finally, will co-lead the Go-to-Market driven growth pockets in the markets, which includes expanding our instore and doctors quality coverage, designing of Own-it Visibility plans and campaigns, and Training our Sales teams.
Key Responsibilities
A - Challenge, Design and support Execution when applicable of our Instore Winning Model Own-it
- Review and implement in-store execution and growth Plan based on RMOG (Repeatable Model of Growth) and our boost strategy;
- Desing, Innovate and implement with excellence in mind the EULA Sales Action Plan, impacting Gross to Net investment, according to the Company’s strategy and Customer’s needs.
- Design and Implement Best in Class practices to build Customer engagement and a win-win strategic relationships.
- Being externally oriented and Provide through a field-based Team, Strategic Intelligence to continuously revised strategy and plans to win in the market.
- Deliver Own-it targets (Primary and Secondary visibility through Category Management and POSM placement) by channel/ store format.
- Win the HCP (Pharmacists) Recommendation plan through the right mix of Commercial and Educational (detailing) leverages.
- Support that our Commercial Launchpad delivers based on country needs and TOM
- Ensure monthly commercial dashboard and insights are shared across EULA to raise the bar on performance and execution
- Ensure aligned KPIs and calculations across EULA and analytics are in place
B - Inspire, Lead and Enables the development of Commercial Teams across EULA perimeter:
- Foster the development of the “Challenger mindset” to drive sell-out driven commercial innovation and profitable market share growth.
- Promote the creation of a sell-out performance driven and fact-based decision making, through use of tracking tools, data analysis and informed decision making.
- Identify and develop the full range of required capabilities, skills, tools and GTN models to win in the market, now and in the future.
- Develop an externally focused and customer obsessed mindset, to become the Customer’s preferred strategic partner.
- Leads continuous improvement of POS and commercial activities.
- Promote a collaborative and open relationship with all internal and external stakeholders, to ensure sustainable business development and country’s team engagement.
C - Drive Customer Partnership to the next level :
- This is fundamental to outpacing the competition and growing beyond the category. Leverage our Opella Way of Selling (Brand Selling Stories, Customer Planning, Negotiations) to raise commercial capabilities.
- Embrace B-Corporate principles of Sustainability in all that we do
- Contribute to planning and Forecast Accuracy to achieve gold standards in Customers Service Level, in collaboration with Brand Team, Trade & Net Revenue Team, Supply Chain and Demand Planning Team.
- Sales Operations: Ensure we have a set of fit for purpose tools (CRM System, Image Recognition Software & Communication) to enable the sales organization to efficiently execute, monitor and improve their performance.
D - Controls & Compliance
- Ensure a culture of compliance and ethics within the sales organization in EULA.
- Commercial Acumen gained through selling roles experience
- Ability to translate Analytics and Insights into actionable customer plans
- High operational discipline to create dashboards and enable a KPI-driven approach
- Proven capability to scale best practices across diverse markets
- Ability to collaborate in a multi-functional set up
- Entrepreneurial mindset to identify and unlock new growth opportunities
- Bachelor’s degree required in: Business Administration, Engineer or Science based degree or related field
- MBA or equivalent is a plus , especially with focus on Marketing, Strategy, Analytics.
- Min. 10 years of experience in commercial, sales, marketing or general management roles.
- Significant exposure to international / multi-market environments
- Proven background in FMCG/ Consumer Healthcare/ Pharma OTC/ Retail-driven businesses
- Strong experience in LEADERSHIP ROLES of:
- Commercial activation and Go-to-Market execution
- Brand management and marketing activation
- Customer field management and Sales Force development
- Sales Force Effectiveness
- Retail and Key Accounts Management
- Demonstrated success in leading complex, cross-functional commercial initiatives and plans.
