Strategic Responsibilities:

• Develop country Commercial strategy in coordination with Eucerin Marketing, S&CM, Medical and eCom Team.
• Plan the annual activity calendar (promotion, activation, new launches) along with the Marketing and S&CM.
• Review and maintain agreed pricing policies.
• Establish territory best practices and share across AME.

Excellence in Distributor Management:

• Ensuring annual JBPs and KPIs are aligned with the distributors as per Eucerin AME’s strategy.
• Bring transparency and efficiency to the distributor business.
• Drive partnership and regular engagement with the distributor.
• Steer the forecasting process to ensure productive stocks (minimal OOS) with higher forecasting accuracy.

Establish Partnership with Key Retailers:

• Implement Key Accounts Management Framework for the Distributors’ sales/KAs team to follow. Monitor and review periodically to ensure improvement in agreed KPIs.
• Establish direct relationship with Top Key Accounts, agree and execute winning Joint Business Plans and ensure regular engagement at all the level including T2T.

Excellence in In-Store Execution:

• Ensuring best in class in-store execution as per regional guideline.
• Ensure successful implementation of TRAX, 5 Star, and Beauty Advisor program.
• Build relationships in top stores and facilitate/ support the team to turn such stores to perfect stores.
• Steer & optimize distribution (be in the right pharmacy), assortment (with right products) and visibility.

Marketing and Medical execution:

• Ensuring best in class execution of Campaigns as per the outlined calendar.
• Gather feedback and insights from pharmacists, derms, and retailers. Report back to the AME regional team.
• Increase the Derma and pharmacist engagement by effectively managing the Medical Rep team with the help of Regional Medical team.

Administrative Responsibilities:

• Track IMS and Stock levels in accordance to target, ensure stock rotation and efficient ordering by SKU together with Supply Chain.
• Submission of Distributor Order as per the Company’s policy and close coordination with supply chain to provide best in class customer service.
• Ensure company norms and regulations are followed and any irregularities are escalated immediately.

Control and efficiency in the TA and MB spent through distributor:

• Budgeting: Ensure effective budgeting. Direct responsibility for Trade Allowance, Value Chain, and Marketing budget allocation in alignment with Marketing, Medical and S&CM team.
• Budget Control: Ensuring effective utilization of the budget- including carrying out agreed audit, documentation, and other necessary measures to ensure that budget is utilized as per agreement.
• Supporting Accounts team to facilitate timely claim submission and processing.
• Continuously monitor both Distributor payments to Beiersdorf and Distributor claims (damages, trade promotions, debit notes) and ensure that both are settled within the stipulated timeframes.