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At STADA we pursue our purpose “Caring for people‘s health as a trusted partner” worldwide. Originally founded by pharmacists, we are a leading manufacturer of high-quality pharmaceuticals. More than 12,300 employees around the globe live our values Integrity, Entrepreneurship, Agility and One STADA to achieve ambitious goals and shape the successful future of STADA.

 

We know that our talented employees make STADA successful and help us grow and reach new achievements as a company. Therefore, alongside interesting work in diverse areas, we offer our employees a range of opportunities for professional and personal development as well as a working environment, which enables a healthy work-life balance.

 


CHC Sales Channel Lead   

HCMC | Vietnam (VN) | Full-time | Fix-term 

  1. ROLE PURPOSE

CHC Channel Lead, who is in-charge of:

(1) Go to market & Sales strategy

(2) Sales planning

(3) Delivering business performance

(4) Managing Distributors

Experience working with Distributor and Trade mkt know-how is a plus

 

  1. DIMENSION

 

  • Geographical Responsibility: Nationwide
  • Work Location: HCM    
  • External customers: Distributors (DKSH, Pypharm), Strategic partners (Pharmacy Chain, WS, Key customers, Hospital)                              
  • Internal customers: CHC team, Internal stakeholders (Supply Chain, Tender, RA, …)          

III. PRINCIPAL ACCOUNTABILITY

 

.

KEY ACCOUNTABILITY

DESCRIPTION

1

Go to Market and Sales Strategy
  • Where to Win: Jointly lead the process with Distributor and Trade MKT Lead to identify in which channels, accounts, stores and HCP's we need to invest in to win
  • Actively search for and activate New Channels and White Space Opportunities
  • How to Win: Coordinate preparation of annual cycle plan for CHC in partnership with Marketing and Trade Marketing. This should include:
    • Must Stock List by Channel/ Account (MSL)
    • Account Standards (Primary and Secondary POSM) by channel/ store format
    • Win the Recommendation plan through the Detailing activity grid (HCP and Pharmacy)
    • Perfect & WOW Store program
    • Other programs,
  • POSM and Win the Recommendation (Detailing) Material Design input
  • Delivery of Value creation projects (Perfect Season, New Channels) to enable profitable sales growth and develop a BiC sales organization
  • Where relevant coordinate with Market Access & Trade and Revenue to grow tender sales and public sector.
  • Develop and deliver clear communication lines and programs through to all levels of the sales organization at Distributor(s)

 

 

2

Sales Planning
  • Sales Planning by Channel, Account & Territory sales and activity plan aligned with the Trade MKT & Distributor(s)
  • SIT: Full responsibility for the management of SIT by value and volume by channel and total country on an annual basis.
  • GtN: Full responsibility for the management and delivery of GtN and FF cost lines across all channels and total country on an annual basis.
  • Forecast accuracy on sales in fully aligned with Pymepharco STADA Supply chain and at 98.5% accuracy.
  • Gap Analysis of 3D Gaps for all covered stores - full understanding of the gaps and clear Roadmap to Close by Month by Week by 3D Rep.
  • Sales Operations: Ensure we have a set of fit for purpose tools (CRM System, Image Recognition Software & Communication) to enable the sales organisation to efficiently complete their work

 

 

 

3

Controls & Compliance
  • Ensure a culture of compliance and ethics within not only the sales organization but the total country
  • SISO: Full ownership for local Sell in & Sell out (SISO) Target delivery at both an Internal STADA level and by account within the trade channels.
  • Development of the Daily Sales report and Monthly sales dashboard in conjunction with Distributor
  • Incentive: SIP reflecting CHC Business Objectives

4

People Management Mindset
  • Develop and foster a culture of "can do" and Challenge within the sales team to create an environment of ownership and responsibility.
  • Work closely with the sales force to continuously develop capabilities and mindset throughout the sales force.
  • Guide Distributor to Develop Customer Annual Joint Business Plans aligned with company objectives and Account(s) Mission & Vision for assigned Strategic Customer(s) and Top to Top meetings to secure the Plans.
  • Roll out the global programs, if any for the relevant audience
  • STADA Values: Constantly work to build a team environment that is enshrined in our 4 Values (Integrity, Agility, Entrepreneurship, One STADA)

 

IV. REQUIREMENTS

- Bachelor’s degree; Sales & Marketing background is preferable.

- Minimum experience 5 years in a Sales/ Channel Lead role.

- Experience in relevant channels (OTC, GT, MT) and pharmaceutical product is a plus.

- Experience in Trade MKT is a plus.

- Proven capabilities in Channel planning, Route to market, Distributor management, Sales management.

- Required analytical skills.

- Demonstrate proficiencies in office productivity tools.

- Good at English (both written and spoken).

 

If you feel like this position is the one you were looking for, click on the “Apply” button. 
Please note that we need some time for checking the applications but we will do our best to provide you with information as soon as there is a decision on further steps. 
More information is on the position is available from KHA NGUYỄN KIM, e-mail: [[recruitere-mail]]

Apply now »