Drive Sales, market shares and enforce medical positioning of Eucerin and Hansaplast by developing effective business strategies and executing focused activity programs to deliver agreed targets. Steer regional key accounts and ensure best in class execution of product launches and activities. Ensure distributors implement Eucerin and Hansaplast’ s strategy.

Strategic Responsibilities:

• Develop and implement country Commercial strategy in collaboration with Marketing, S&CM, Medical, and e Com teams.
• Plan and execute the annual activity calendar, including promotions, activations, and new launches.
• Review and uphold pricing policies; share best practices across MENA & MEA.

Distributor Management Excellence:

• Align annual JBPs and KPIs with distributors to ensure strategic alignment.
• Enhance transparency and efficiency in the Distributor’s Value Chain, fostering strong partnerships.
• Lead forecasting processes to maintain productive stock levels and higher accuracy.
• Oversee financial hygiene of distributors, ensuring compliance with payables/receivables.
• Organize periodic review meetings, including T2T sessions.

Key Retailer Partnerships:

• Implement and monitor the Key Accounts Management Framework for distributor sales/KAs teams.
• Build direct relationships with top Key Accounts, executing Joint Business Plans and maintaining regular engagement at all levels.

e Commerce Business Development:

• Collaborate with the e Commerce team to drive and scale up business in KSA, managing Pure Play and Multichannel efforts.

Excellence in Execution (In-Store):

• Ensure top-notch in-store execution aligned with regional guidelines.
• Implement sales streams (TRAX, RE Mapping, AVC, RGM) effectively.
• Build relationships in top stores to transform them into Perfect Stores.
• Optimize distribution, assortment, and visibility across pharmacies.

Marketing and Medical Execution:

• Execute campaigns according to the outlined calendar.
• Gather market feedback from pharmacists, derms, and retailers.
• Enhance derm and pharmacist engagement by managing the Medical Rep team with Regional Medical support.

Administrative Responsibilities:

• Track IMS and stock levels to ensure rotation and efficient ordering by SKU, in collaboration with Supply Chain.
• Submit distributor orders per company policy and coordinate with Supply Chain for exceptional customer service.
• Ensure compliance with company norms and regulations, reporting any irregularities to management.

Budgeting and Control:

• Oversee Trade Allowance, Value Chain, and Marketing budget allocation in alignment with relevant teams.
• Ensure budget utilization through audits, documentation, and adherence to agreements.
• Support Accounts in timely claim submissions and processing.
• Monitor and ensure timely settlement of distributor payments and claims.

Communication:

• Serve as the primary contact with distributors and consultant to the trade.
• Track and document competitor and trade activities, communicating insights to stakeholders.