Business Unit Manager Pharma, Drugstores & IKA

Job Title

Business Unit Manager Pharma, Drugstores & IKA

Job Description

To build high level relationship at customer level, in order to drive the sales in the channel and become the preferred partner for growth. The Business Unit Manager role deals with all commercial aspects, logistics, pricing, e-communication, activation and planning.

The Business Unit Manager accelerates Pharma, Drugstores & IKA business.

Your role:

• Develop, implement and execute an effective sales strategy to drive growth;
• Manage commercial relationship Pharma & IKA distributors and identifies new opportunities to increase the distribution of Philips products, in line with Philips growth strategy;
• Build and maintain strong relationship with key Pharma, Drugstores & IKA customers;
• Develop a deep understanding of the customers strategies and competitive landscape needed to create the winning strategy with the customers;
• Able to create, manage and drive account plans, transforming budgeted targets into specific strategy and actions;
• Prepare, execute, and lead the monthly or quarterly business review meetings with key distributors and customers;
• Responsible for the annual contract negotiations, meeting deadlines and commercial policy requirements;
• Use all the tools and tactics in order to ensure healthy business development, reaching monthly & quarterly objectives;
• Responsible for trade promotions via well-structured activation calendar;
• Manage the P&L and accounts forecast with high accuracy, ensuring both targets and expectation are met by driving profitable sustainable growth;
• Constantly follow up on AR, monitoring overdue to ensure healthy business cashflow;
• Ensures portfolio sell in / sell out mix in line with company’s strategy;
• Be the industry expert by monitoring competitors, customers and technology changes and being able to predict and react to changes accordingly;
• Driving Brand Preference & Sell-out performance for designated customers;
• Driving Champion sell out as % of total sales;
• Collaborate both with Philips Field Sales team and Distributor Field Sales Team to ensure proper execution at store level.

You’re the right fit if you have:

• 5 – 7 years’ experience in a commercial position in Pharma & FMCG, successfully delivering on growth targets
• Minimum 3 years of experience in Indirect Distribution models;
• Exceptional business planning, account management and negotiation skills
• In depth knowledge of Pharma & Drugstore shopper, understanding channel’s activation tactics
• Good understanding and know-how of digital performance metrics and environment
• Able to build relationships with customers, to fully understand the market and make relevant decisions in order to drive sales and growth
• Experience of managing budgets and maximizing ROI
• A great communicator able to build strong relationships with both internal and external stakeholders
• Commercial talent that thinks in creative solutions driven by results
• Strong drive and ability to motivate others
• Dedicated, enthusiastic, innovative, and proactive
• Ability to write reports and business interpretation, to effectively present information and respond to questions from groups of managers, clients, and customers.
• English language both conversation and written

How we work together

We believe that we are better together than apart. For our office-based teams, this means working in-person at least 3 days per week.

Onsite roles require full-time presence in the company’s facilities.

Field roles are most effectively done outside of the company’s main facilities, generally at the customers’ or suppliers’ locations.

About Philips

We are a health technology company. We built our entire company around the belief that every human matters, and we won’t stop until everybody everywhere has access to the quality healthcare that we all deserve. Do the work of your life to help the lives of others.

• Learn more about our business.
• Discover our rich and exciting history.
• Learn more about our purpose.

If you’re interested in this role and have many, but not all, of the experiences needed, we encourage you to apply. You may still be the right candidate for this or other opportunities at Philips. Learn more about our commitment to diversity and inclusion here.

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