Job Title: Retail and Distribution Manager (West NEAR)Reports to: Commercial Director West NEARRegion: NEARAffiliate/Department/Location LagosGrade/Band:Job PurposeOperational responsibility for distribution and retail businesses, to maximize revenue and profit contribution in alignment with overall NEAR strategic and operating plans.
Key partner for Commercial Leadership team (Sales, Marketing, H&V)
Distributor and Channel management to achieve market objectives
Retail champion within commercial organisation
Development, implementation and management of retail segment strategies and tactics
Line management of Retail Sales Team
Lead and motivate a team of retail sales representatives, including recruitment, training, development and the management of performance to ensure that they are motivated and equipped with the knowledge, skills and support to perform and execute effectively
Support Commercial Director in day-to-day management of Distributer
Management of outsourced business to agreed financial objectives and in-line with Pfizer policies
Key AccountabilitiesRetail Management
Own and champion Pfizer’s competitiveness in the Retail space;
Understanding of Pfizer retail strategy and resources (eg CTG, Marketing)
Including data capture and research
Develop profiling and segmentation of customer base and portfolio
Develop financial target for retail segment
Develop and implement retail programs
Commercial plans – supported by CTG / Pricing
In-Store and Customer programs – supported by Marketing
Develop stakeholder relationships and become the primary face of Pfizer with key retail channel stakeholders
Achievement of retail channel financial objectives
Management of Retail Team
Lead and motivate a team of retail sales representatives,
Management in accordance with Pfizer policies and HR cycle
Performance monitoring and delivery against agreed KPIs
Management of the outsourced businessEffective management of outsource contracting and day-to-day management of outsource resources supporting Pfizer brands• First point of contact for outsource partners• Lead in contracting process, including financial objective settingo Supported and with input from;
Regional CTG
Commercial Director
CBL / CPL as required
Business Finance
• Ensure that outsourced teams;o Are correctly briefed on promotional strategy and tacticso Receive appropriate trainings (including Compliance) and materialso Deliver outcomes (financial) and activity (customer coverage) as defined within contracto Adhere to Pfizer policies guiding all HCP and marketing practices• Monitor and review performance versus plano Advise Commercial Director on compensation relative to metricso Regularly review and recommend changes to the outsourcing programs• Achievement of out-source channel financial objectivesDistribution and Channel Management
Support the Commercial Director to develop and implement an effective Distribution Channel Strategy which supports the commercial objectives across the portfolio;
Develop a detailed understanding of the distribution chain and channel dynamics
Ensure that NEAR distribution strategy support delivery of commercial objectives
Support the distributor selection and performance management for the markets
Set and coordinate the achievement of market targets by each respective distributor in line with Pfizer policies
Supported by Regional CTG, Commercial Director and Business Finance
Manage the distributor incentive and reward system in collaboration in respective stakeholders
Job Specific Technical/Functional/Professional Competencies:
Commercially astute with strong business acumen
High awareness and understanding of how to develop and leverage customer insight
Ability to develop innovative solutions around these insights and in accordance with relevant Pfizer policies
Metric development, monitoring and control
Negotiation skills, ability to seize and deliver win-win outcomes
Ability to work in a team and as an individual contributor, comfortable with ambiguity and change
Strong strategic thinking and analytic skills
Strong interpersonal, influence and communications skills
Strong partner relationship and collaboration skills – ability to generate credibility with and respect from colleagues and external parties at all levels in the organization
Experience and Knowledge
Degree in Bio-sciences; MBA will be an added advantage
5+ years experience in the Pharmaceutical industry
Experience in Sales, Key Accounts, Marketing or Customer Management
Proven knowledge and understanding of the target market
Experience working with Distributors and volume customers an added advantage
Understanding of the financial levers influencing channel management
DimensionsBudget Responsibility NoneNumber of reports Eight (8)Geographic Scope NEAR West
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