Business Unit Manager – Pharma industry
Business Unit Manager – Pharma industry
PURPOSE
Leading the rise of the company in Romania, by uniting the local team around common objectives and creating/implementing a winning business strategy. Focus on Pharmacies Relationship and Sell-out.
REPORT
DIRECT-LINE MANAGER : CEO & Deputy-CEO
FUNCTIONAL LINK: General Manager Romania
ACTIVITIES WITH FULL RESPONSIBILITY
- Develops a new win-win National Distribution strategy for the development of the brand in Romania:
- Prospecting for new partners/wholesalers, negotiation, follow-up of the relationship
- Analyzing and driving the optimization of the current clients portfolio (chains & independent pharmacies) : rationalization according to profitability potential, categorization/prioritization, development of key customers
- Ensures the increase of a healthy Numeric Distribution, identifying and convincing new customers
- Creates a long-lasting and trusting relationship with partners / customers
- Fights against risks of parallel export, reviewing and guaranteeing the respect of legal agreements
- Builds, promotes and implements the National SALES strategy and action plan, in alignment with the medical and marketing plan to achieve the sales objectives, in coherence with the brand DNA
- Guarantee the healthy evolution of the brand, correctly playing with the product mix : combine relevance of the product focus & sustainable margin
- Identifies and drives new space negotiation opportunities for good visibility in pharmacies
- Develops and implements a strategy to develop the advice in pharmacies
- Leads local events with pharmacies: organizes and validates the agenda of presentations / training in pharmacies
- Ensures the relevance and sustainability of the trade marketing plan and pricing policy
- Develops and maintains the relationship with key pharmacy accounts (role of KAM): negotiation of purchase quantities, category management/customized promotions, new product introductions, specific visibility at the point of sale…
- Manages the team, with full responsibility for the COMMERCIAL axis :
- Defines sales objectives
- Leads 3 annual meetings, and daily exchanges with the representatives
- Consolidate and analyze annual, quarterly and monthly sales
- Ensure the development of the teams : skills upgrade, coaching
- Collaborates with the Europe Area Manager & International Marketing Manager to ensure:
- The smooth running of local sales and trade marketing activities (order adjustment, promotional support,…), in collaboration with the Marketing Manager
- The sharing of best practices, participating in the regional „Monthly calls” & affiliates meetings
- Develops the national notoriety of the company’s brand towards pharmacy staff, in collaboration with the Marketing Manager
CO-RESPONSIBLE ACTIVITIES with the General Manager
- Construct, make validate and adapt the Business Plan according to the internal/external context:
- Active market watch
- Vision and ambition of the company’s development in Romania in the medium/long term
- Business/Marketing strategy
- Local organization needed
- P&L
- Elaborates and presents the quarterly/annual strategic reports, and the budget
- Drives the performance of the organization:
- Regularly drives key indicators: financial, supply chain business, marketing, human resources
- Implements corrective actions to ensure continuous improvement
- Develops and suggests new strategies adapted to market changes and competitors’ activities
- Ensures the sustainability of the brand locally: business acceleration, profitability, financial health
- Implements internal processes to structure the subsidiary, while maintaining the agility of an outsider/challenger
- Guarantee the human resources fulfilment in the organization
- Recruit, integrate & train the collaborators
- Drives annual interviews
- Guarantee the evolution of human potential
- Construct sales forecasts, verify and validate orders, manage the relationship with the French supply chain
- Creates and maintains a sincere and lasting relationship with the general manager to ensure alignment, performance and growth of the organization
PROFILE
- Experienced and progressive sales director in priority
- Minimum 10 years of experience in the pharmaceutical industry, ideally dermo-cosmetic market
- Experience in sales team management, with proven results
- Very good knowledge of business, financial
- Excellent negotiation skills
- Experience in brand local strategy
- Working knowledge of data analysis and performance indicators.
- Ability to design and implement the organization’s operational model, and budgeting skills
- Demonstrated strategic thinking, and « game changing » mindset
- Very good knowledge MS OFFICE
- University studies in the field of management/marketing/economics OR scientific (pharmacy/biology)
- Excellent English, written and oral presentation.
- Optional – French
SOFT SKILLS
- Leadership
- Assertive communication
- Intrapreneurial spirit
- Excellent team spirit, having interest in co-managing a company, and in collaborating with Headquarter in France
- Team performance oriented
- Adaptability and clients satisfaction focused
- Excellent interpersonal and communication skills
- Organizational skills
- Autonomy and flexibility to travel all over Romania
- Integrity and seriousness
MATERIALS
- Car
- Laptop computer
- Cell phone
BENEFITS
- Motivating salary
- Bonus of performances
- Life insurance
You can send us your CV to the following e-mail address recrutare2@abchumancapital.ro
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