Job Details
- Contract Type:
- Unlimited / Full-Time
- Country / City:
- Serbia / Beograd
- Company:
- Beiersdorf d.o.o.
- Job Function:
- Sales
Your Tasks
In this role, you will be working for our brands Eucerin & Hansaplast
- Supporting, managing and supervising of cooperation with assigned distributors.
- Establishing and maintaining business relations and long-term cooperation with all relevant parties.
- Achieving BDF sales targets defined for the portfolio of distributors for which responsibility is assigned.
- Executing the BDF sales strategy and proactively proposing business development initiatives with a short-term and long-term perspective.
- Supporting actively distributor's sales processes and looking for opportunities to grow numerical distribution.
- Participating, together with distributors, in negotiations with pharmacy chains and pharmaceutical wholesalers in the respective market.
- Developing and implementing a commercial strategy for assigned distributors and achieving market share, margins and client contributions objectives.
- Monitoring and adapting the execution of agreed activities and taking proactive initiative to find every opportunity to optimize distributors’ turnover and profit in accordance with the BDF sales strategy.
- Implementing and controlling company's guidelines for the optimal assortment, shelf space and promotional activities.
- Planning sales development per market, distributor and brand group in line with strategic plans.
- Collaborating with colleagues from other sectors to ensure reaction to various market situations.
- Issuing and handling all documents required for daily communication with assigned distributors.
- Continuously analyzing business results based on relevant KPIs versus the business plan and identifying additional growth opportunities and necessary corrective actions.
- Managing and motivating distributors to achieve sales goals, distribution goals, sales forecasting, and point-of-sale activation goals.
- Visiting markets, conducting store checks and discussing execution level with distributors’ sales teams.
- Participating in the creation of the annual business plan for distributors/markets in their area of responsibility.
- Negotiating annual cooperation frameworks, harmonizing and controlling business indicators.
- Managing budgets for investments in the markets and is responsible for the achievement of business indicators.
- Communicating daily with distributors.
- Managing independently full-scope collaboration with distributors.
- Building sustainable, strong, and trusting customer relationships.
Your Profile
- Completed university degree. A degree in Pharmacy, Medicine, or Dentistry is considered an advantage.
- Understanding of the pharmaceutical wholesale business, including its operating model, commercial processes and key business drivers.
- Experience in working and negotiating with pharmacy chains, with a good understanding of their business models, commercial needs and decision-making processes.
- Strong understanding of medical detailing methodology, including effective call planning and execution, structured engagement with healthcare professionals, and the ability to translate medical visit into actionable product recommendations.
- Strong understanding of pharmacy hot-spot identification and development, with the ability to effectively connect healthcare professional recommendations with pharmacist recommendations and translate these into business opportunities.
- At least 4 years of professional experience in sales with focus on account, category and distributor management.
- Can-do attitude, entrepreneurial thinking, assertiveness, creativity.
- Organizational skills, reliability, ability to work independently.
- Strong analytical skills and proficient use of MS Office, especially Excel and PowerPoint.
- Commercial and strategic thinking.
- Negotiation skills.
- Proficient in Serbian & English language.
- Willingness to travel 25%-40% of the time.
