Country Commercial Manager

At Beiersdorf, we want to help people feel good about their skin – and our commitment goes far beyond caring for skin. For years, we have developed innovative skin and body care products for well-known brands such as NIVEA, Eucerin, La Prairie, Hansaplast, and Labello. We act according to our purpose, WE CARE BEYOND SKIN, and take responsibility for our consumers, our employees, the environment and society. Behind every brand, every product and every accomplishment are our more than 20, employees. It is for them that we live a culture of inclusion, respect and trust that is strongly aligned with our values CARE, COURAGE, SIMPLICITY and TRUST. We embrace diversity by valuing the uniqueness of each individual and being committed to equal opportunities for all. Role Purpose Launching Eucerin business in Nigeria and scaling it up in coming years with support of local and regional team. Main Accountabilities PRE-LAUNCH & LAUNCH PHASE Develop and execute Route to Market plan for Nigeria. Distributor evaluation, selection, Value Chain and Contract finalization. Steer the regulatory topics and seek resolution them with the support of local, regional and global regulatory team. Develop the Dermatologists & pharmacist outreach plan. Leading the JBP or Terms of Trade negotiations with Key retailers and stores with support of distributor or other stakeholders. POST LAUNCH 1. Excellence in distributor management (offline & online) Ensuring annual JBPs and KPIs are aligned with the distributors as per Eucerin MEA’s strategy. Steering the Forecasting process to ensure productive stocks (minimal OOS) with higher forecasting accuracy. Facilitate better control over the Financial hygiene of the distributor (payable and receivable). 2. Establish partnership with the Key Retailers and stores 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. 3. Build and drive eCommerce business Establish RTM for Pure Play eCommerce player, including Distributor finalization, Value Chain alignment and team set up. Manage and scale up eCommerce business on both Pure play and Multichannel front in coordination with Derma MENA eCommerce manager. Ensuring Distributor excellence and Key Accounts Management as per Eucerin MEA strategy. 4. Excellence in execution (Instore) Ensuring the best in class in store execution as per regional guideline. Ensuring successful implementation of TRAX and Beauty Advisor program. Steer & optimize distribution (be in the right pharmacy), assortment (with right products) and visibility. 5. Marketing and Medical execution Ensuring best in class execution of Campaigns as per the outlined calendar. Gather the Market- pharmacists, Dermas and retailers' feedback and insights to the MENA regional team. Increase the Dermas and pharmacist engagement by effectively managing the Medical Rep team with the help of Regional Medical team. 6. 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 the supply chain to provide best in class customer service. Ensure company norms and regulations are followed and any irregularities are brought to the notice of the management in head office immediately. 7. Control and efficiency in the TA and MB spent through distributor Budgeting- Ensuring effective budgeting. Directly responsibility for Trade Allowance, Value Chain and Marketing budget allocation in alignment with the Marketing, Medical and S&CM team. 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. 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.