Experienced Job Positions in a Reputable Multinational Pharmaceutical Company in Nigeria
A
reputable multinational Pharmaceutical Company in Nigeria is seeking a
qualified, experienced and dedicated individuals to fill the positions below:
Job Title: Head, Trade & Revenue Management
Job Profile
Ensure achievement
of sales objectives and development of the company’s market potential through
the wholesale trade and channel business within Nigeria, through implementing
the company’s strategy and policies. Deliver sustainable growth in Gross Margin
by establishing capabilities, embedding best practices and delivering
actionable recommendations in respect of Trade Investment and Pricing
strategies.
Implement Revenue Management initiatives by integrating all aspects such
as: customers, portfolio, channels,
seasonality and segments
Context
As a result of market deregulation and emerging payer
strategies to cope with increasing healthcare costs, the company and its
competitors are facing a fast-evolving trade landscape characterized by market fragmentation and the emergence
of diversified players. In line with the reality in the market, one
of which we operate in, there are substantial opportunities which we can
seize in order to create a sustainable competitive advantage. The Trade
Management function will have a transversal responsibility across Business
Units and supported by regional teams to develop a platform that brings the company
closer to its trade actors.
Main
Responsibilities and Duties
- Develop and implement channel and trade strategies for the entire company
portfolio
- Profile, Identify and segment key institutions within territory
bearing in mind the Financial parameters of the company’s products (Price, Margin, COGS), Location of institution, entry,
maintenance and business growth parameters within the institution
- Coordinate the Affiliate’s sell-in
activities (discount and services negotiations) and all other point-of-sale
activities across Business Units.
- Segments and
prioritizes customers and delivers sustainable customer partnership by putting
together customer development plans
- Proposes the
necessary resources deployment customers at key account and PoS (point of Sales
level) in close collaboration with the BU’s and in line with the BU’s
strategies
- Agrees negotiation
strategy for key accounts with Business Units and owns the negotiation process
(with KAMs as appropriate), coordinates the activation plan.
- Ensures commercial
excellence (capabilities, systems and processes) in the Trade channel via
implementation of the Trade management cycle, owns customer strategies for the
entire company portfolio
- Consolidate the commercial plans at customer and channel level and
assess fit with commercial framework and the customer and channel strategies
(to be agreed with global Trade function for global key accounts)
- Ensuring that terms are harmonized to the benefit of the company and all
BUs
- Be the driver of Trade investment and Pricing
processes from end-to-end, fully engaging and providing benchmark, guidance and
specific recommendations to all relevant Business Units and functions (including
Finance, Business excellence Supply chain, IS) and leveraging synergies across
BU’s
- Establish a clear governance model to RM at a
country level via the Pricing and Trade Committee
- Perform robust analysis that provide greater
visibility of the value chain economics (pricing, commercial conditions, trade
margins) and bring insights to actionable commercial strategies that deliver
absolute Gross Margin growth
Requirements & Skills
- This position requires a proactive, mature
and self-reliant person who can always take the initiative and influence within
a broad team environment. Skills include:
- Strong leadership skills and change management
capabilities
- Ability to network/influence in a matrix
organisation
- Strong analytical skills
- Superior written and verbal communication
skills.
- Must be able to handle numerous projects at
one time and meet fast turnaround deadlines
- Good balance of speed and accuracy.
- Good presentation and persuasive skills
- Project Management Mindset.
- Highly developed business acumen.
- Highly developed interpersonal skills required to foster value-adding
relationships with key
Qualification & Experience
- B.Sc. in Business Administration, Marketing,
Finance, Economics or Engineering
- Thorough understanding of pricing (including
elasticity modelling, pricing architecture, break-even analysis)
- Thorough understanding of contract
management and trade terms optimisation
- Practical experience of commercial
negotiation with key customers
- Good understanding of statistical analysis
tools.
- Good understanding of Shopper/Consumer
insights tools.
- 5 years’ experience in commercial
intelligence/finance functions in FMCG or cognate
companies including min 2 years in a Pricing/Revenue management role and or
sound experience as Business Unit Head or equivalent.
Job Role: Regional Sales Manager
Role
Profile.
The Regional Sales Manager is
primarily responsible for driving the P & L growth and delivering target
profit contribution for the Alcon Sub-Saharan business with focus on the
Nigerian and Kenyan markets. The role is responsible for building and maintaining
Alcon’s Sub Saharan Africa business based upon an approved strategic plan and
annually approved budget
Main
Responsibilities and Duties:
- To meet or exceed sales
targets (e.g. units, value, market share, share of wallet) and grow these
parameters within agreed budgets and timescales – through effective leadership
of sales team.
- To precisely execute the sales
strategy reflected in relevant customer segmentation (HCP/ECP) and specific
targeting per segment, with focus on defined value proposition. Ensure
excellent strategic thinking, accurate forecasting, superior tactical
execution, and commitment to results as well as fostering talent.
- Mentor and develop the team,
expand workforce as necessary, establish a team - centric and collaborative
management environment.
- Influence strategic portfolio
development activities for the Sub Saharan Africa Business Unit. Work with Area
and Global Business Development to support commercial assessments, forecasting
and product in – licensing. Sustain collaborations and partnerships.
- Ensure effective financial
planning and monitoring; develop action plans to address issues. Manage
expenses to budget and deliver targeted profit contribution.
- Enhance reputation, visibility
and relationship of Alcon Eye Care Business by best in class key account
management and active participation in appropriate meetings and conferences.
- Close co – ordination and
collaboration with key functional leaders, senior corporate leadership, major
market and regional leadership, marketing sales leadership and research and
development.
- Work closely with the General
Manager as well as the Sub Saharan Africa Team to assess the portfolio and
develop the marketing strategy and deliver top and bottom line growth for the assigned
markets.
- Any other duties or projects
as requested by the General Manager commensurate with the grade and level of
responsibility for this role, for which the associate has the necessary
experience and/ or training.
Key
Performances Indicators:
- Organizational Objectives and
Goals
- Departmental/ Team Objectives
and Goals
- Individual Objectives, goals/
development plan requirements (identified during Performance Management
Process)
Qualification
& Experience:
- University degree
qualification or equivalent in Pharmacy, Life Sciences, Marketing or Business
Management or a related field.
- MBA or post graduate/ advanced
degree qualification in business or management or a related field – desired.
- Minimum of 10 years Surgical,
Pharma or related experience. Medical devices experience preferred
How to Apply
Interested and qualified candidates should
Click Here to Apply