The Training and Development effort at Colgate-Palmolive is a direct outcome of the Individual Development Plan and the Business need. The business critical and individual specific needs are identified every year and a training needs inventory is drawn up.
Colgate's leadership position in the global marketplace is directly linked to the skill of our employees. Practical learning and professional growth are critical to our continued success. We invest generously in the training and education of Colgate people.
Post: Area Manager - Pharma
Job Description:
Job Purpose:
- To conceptualise and execute the Pharma Go-to-market for a specific region to strengthen CPs presence in the Retail environment / Channel.
- To manage execution of sales, distribution and promotion strategies in pharma channel by collaborating with the CD officers with a view to achieving targeted numeric & weighted distribution and Sales Volumes and values targets.
- To coach, train, monitor and evaluate the field team so as to enable them to achieve business objectives.
Job Context & Challenges:
- Deliver sales and distribution target
- Manage distribution and promotions for the respective area.
- Train and develop CD Officers to improve call quality and execution in the pharma channel.
- Analyse market share. Analyse SKU wise sales volume. Improve coverage and set up the pharma channel.
Functional linkages:
- Internal: Area Manager CD, Customer Finance Manager, Customer Service & Logistics Manager, Branch HR Manager, Shopper Development Team, MIS officer, DT Manager.
- External: Stockist, Retailers, Wholesalers and Vendors.
Key Accountabilities:
1. Revenue Targets
- Deliver sales and distribution targets as per objectives.
2. Market
- Manage distribution and promotions of Colgate products in the pharma channel
- Effectively implement trade promos and visibility budgets to achieve greater impact across pharma channel
- Track coverage of pharma & related Retail Environments/Account,
- Analyse & rectify distribution/coverage gaps and prioritise accounts for effective visibility.
- Improve coverage and distribution in pharma channel
3. Analysis
- Analyse market share / distribution trends. Correlate with sales performance by brand and productivity.
- Analyse SKU wise sales volume and map promotional effectiveness by comparing Pre and post promo volumes.
- Develop innovative solutions to identified & defined problems by collecting and analysing information/data.
- Ensure effective utilization of Gross-to-Net norms, coverage and market share objectives of the company in pharma channel.
4. Building IT Usage and system for working
- Implement systems and to improve data availability, flow and transparency.
5. Reporting – Company and Competition
- Work as per company and branch laid down guide-lines (Restricted only to information available in the public space)
6. People Development
- Train and motivate CD officers and Stockist salesmen to improve sales effectiveness.
- Motivate stockists through training, ROI improvement and regular communication.
7. Relationship Building
- Build strong relationships with pharma /whole sale stockist and with the rest of the CD team. Focus on working on collaborative working with all external and Internal customers.
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Candidate Profile:
Academic and Experience Requirements:
- MBA from a premier institute, specialized in Sales & Marketing Management
- 2-3 years experience (09 or 10 batch)
- Essential to have worked in the FMCG or Pharma Industry. Strong understanding of sales processes, systems, retail environments and exposure to customer / stockist management required
- Desirable to have pharma experience
Functional Competencies:
- Essential: Trade Understanding, Field Execution, Promotional Effectiveness, Customer Negotiation
- Desirable: Supply Chain Perspective
Reporting:
- Position reports in directly to the Branch Manager.
Additional Information:
Experience: 2-3 Year
Location: Gurgaon
Qualification: MBA
Functional Area: Sales & Marketing
LAST DATE: 21st sep, 2012
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