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

1. 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

2. 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

3. 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…
4. 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

5. 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

6. 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

7. 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

8. Elaborates and presents the quarterly/annual strategic reports, and the budget
9. 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

10. Guarantee the human resources fulfilment in the organization

• Recruit, integrate & train the collaborators
• Drives annual interviews
• Guarantee the evolution of human potential

11. Construct sales forecasts, verify and validate orders, manage the relationship with the French supply chain
12. 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