Retail and Distribution Manager at Pfizer

Job Title: Retail and Distribution Manager (West NEAR)
Reports to: Commercial Director West NEAR
Region: NEAR
Affiliate/Department/Location Lagos
Grade/Band:

Job Purpose

Operational responsibility for distribution and retail businesses, to maximize revenue and profit contribution in alignment with overall NEAR strategic and operating plans.

• Key partner for Commercial Leadership team (Sales, Marketing, H&V)
• Distributor and Channel management to achieve market objectives
• Retail champion within commercial organisation
• Development, implementation and management of retail segment strategies and tactics
• Line management of Retail Sales Team
• Lead and motivate a team of retail sales representatives, including recruitment, training, development and the management of performance to ensure that they are motivated and equipped with the knowledge, skills and support to perform and execute effectively
• Support Commercial Director in day-to-day management of Distributer
• Management of outsourced business to agreed financial objectives and in-line with Pfizer policies

Key Accountabilities

Retail Management

• Own and champion Pfizer’s competitiveness in the Retail space;
• Understanding of Pfizer retail strategy and resources (eg CTG, Marketing)
• Including data capture and research
• Develop profiling and segmentation of customer base and portfolio
• Develop financial target for retail segment
• Develop and implement retail programs
• Commercial plans – supported by CTG / Pricing
• In-Store and Customer programs – supported by Marketing
• Develop stakeholder relationships and become the primary face of Pfizer with key retail channel stakeholders
• Achievement of retail channel financial objectives

Management of Retail Team

• Lead and motivate a team of retail sales representatives,
• Management in accordance with  Pfizer policies and HR cycle
• Performance monitoring and delivery against agreed KPIs

Management of the outsourced business
Effective management of outsource contracting and day-to-day management of outsource resources supporting Pfizer brands
• First point of contact for outsource partners
• Lead in contracting process, including financial objective setting
o Supported and with input from;

• Regional CTG
• Commercial Director
• CBL / CPL as required
• Business Finance

• Ensure that outsourced teams;
o Are correctly briefed on promotional strategy and tactics
o Receive appropriate trainings (including Compliance) and materials
o Deliver outcomes (financial) and activity (customer coverage) as defined within contract
o Adhere to Pfizer policies guiding all HCP and marketing practices
• Monitor and review performance versus plan
o Advise Commercial Director on compensation relative to metrics
o Regularly review and recommend changes to the outsourcing programs
• Achievement of out-source channel financial objectives

Distribution and Channel Management

• Support the Commercial Director to develop and implement an effective Distribution Channel Strategy which supports the commercial objectives across the portfolio;
• Develop a detailed understanding of the distribution chain and channel dynamics
• Ensure that NEAR distribution strategy support delivery of commercial objectives
• Support the distributor selection and performance management for the markets
• Set and coordinate the achievement of market targets by each respective distributor in line with Pfizer policies
• Supported by Regional CTG, Commercial Director and Business Finance
• Manage the distributor incentive and reward system in collaboration in respective stakeholders

Job Specific Technical/Functional/Professional Competencies:

• Commercially astute with strong business acumen
• High awareness and understanding of how to develop and leverage customer insight
• Ability to develop innovative solutions around these insights and in accordance with relevant Pfizer policies
• Metric development, monitoring and control
• Negotiation skills, ability to seize and deliver win-win outcomes
• Ability to work in a team and as an individual contributor, comfortable with ambiguity and change
• Strong strategic thinking and analytic skills
• Strong interpersonal, influence and communications skills
• Strong partner relationship and collaboration skills - ability to generate credibility with and respect from colleagues and external parties at all levels in the organization

Experience and Knowledge

• Degree in Bio-sciences;  MBA will be an added advantage
• 5+ years experience in the Pharmaceutical industry
• Experience in Sales, Key Accounts, Marketing or Customer Management
• Proven knowledge and understanding of the target market
• Experience working with Distributors and volume customers an added advantage
• Understanding of the financial levers influencing channel management

Dimensions
Budget Responsibility None
Number of reports Eight (8)
Geographic Scope NEAR West