Territory Manager – North Sydney/ Central Coast / Newcastle
2 days ago Be among the first 25 applicants
Company Description:
Pierre Fabre is a French pharmaceutical company, and pioneer in dermo-cosmetics with notably iconic brands, Avène and Klorane. Oncology is also a key strategic focus for Pierre Fabre. Over the past several years Pierre Fabre has been building its Innovative Oncology portfolio with several new indication launches and acquisitions to our pipeline.
With more than 10,000 employees worldwide, the company has subsidiaries in 42 countries. In 2021, Pierre Fabre Group generated 2.5 Billion euros in revenues.
Nature is at the heart of our approach at Pierre Fabre, to explore and innovate for health care and beauty. A company with strong values, our purpose is at the core of our commitment to inspire our work every day.
“Every time we care for a single person, we make the whole world better.”
The role
Reporting to the National Field Sales Manager, this role needs to manage their territory and customers, to ensure maximum sales profitability and achievement of growth objectives. Responsibilities include building rapport and loyalty for Pierre Fabre Australia and its brands with assigned account list, providing exceptional customer service and presenting and selling to the selected Points of Sale the products under their responsibility.
Key Responsibilities
Sales Capacity (80%)
* Manage own schedule in line with segmentation and achieve set number of contacts per month, as set by management.
* Emphasise consumer needs and be convincing on the products benefits by using promotional sales items and basic scientific knowledge. Upsell and cross sell by regime.
* Sell in cycle deals and follow up on orders in accordance with the general terms and conditions.
* Ensure the Independent sales agreements and banner contracts are applied and optimised. Adherence to Planogram, stock weight, NPD support, ensure compliance as negotiated by KAM’s.
* Promote, advise and help the Point of Sales personnel with the resale of products by focusing on the features and benefits of the products and in relation to the competition.
* Propose and put in place operations to favor the sale of products (information cheat sheets, training, merchandising, promotion, sales management recommendations).
* Increase shelf space where possible/applicable.
* Influence Cross sell (regime approach).
* Submit orders through CRM.
* Maintain integrity of Client card in CRM (call notes, data accuracy).
* Maintain product knowledge and participate in product training, webinars and knowledge tests.
* Monitor POS ROI, identify risks/opportunities and ways to optimise margin.
Medical Detailing/Training (20%)
* Attend / conduct predefined visits within the dedicated territory (face to face) educate Pharmacy staff and promote Eau Thermale Avene products to Dermatologists, including Nurses, & pharmacists (HCP).
* Deliver product knowledge and educate on high-quality dermo cosmetic lines in Pharmacy Influence sell-in Dermatology Clinics on Medical lines.
* Provide technical documentation and full-size stock, samples of product in accordance with local legislation.
* Increase sell-in dermatology clinics and gain pharmacy advocates.
* Ensure medical promotion to target groups of doctors, as well as training and public speaking to large groups.
* Represent the company presenting at trade shows and round tables or workshops.
* Ensure opening of accounts at customer request, respects local criteria for carrying the Brands.
* Remain constantly aware of the competitive environment.
* Feed intel back to the team and share wins on what’s up by way of photos.
* Develop and maintain good knowledge of the geographic sector, through a sales analysis using Tableau reports, in order to identify targets and growth potential.
* Identify accounts to close for half yearly review with management.
* Analyse sell-in data per store/clinic prior to contact identify opportunities and areas for continuous improvement.
* Follow up on all the administrative aspects of each customer.
* Settle any unforeseen disputes with customers.
* Organize and plan activity in Veeva by way of schedule to ensure an effective and regular follow-up of the sector.
* Prepare and send all the reports, including activity reports, required by the Company in due course and with requested level of quality and accuracy.
* Communicate competitive information to Senior Management.
* Share field experience with management, KAMs and Marketing Department.
* Comply with "Behavioural KPIs" and company guidelines with internal and external stakeholders.
What we are looking for
Education
* Qualification in marketing or business (Life Science?) would be viewed favourably.
Experience
* Two or more years of direct retail experience.
* More than 2 years’ experience in a comparable position is recommended.
* Experience in the pharmacy sector will be viewed favorably.
Personal Skills
* Proven sales and negotiation skills.
* Results-oriented; high-achiever/ multi-tasker.
* Customer-service oriented.
* Ability to prioritise tasks.
* Passion for the products.
* Commitment and loyalty to the company.
* Responsiveness and anticipation.
* Team player with a positive mindset and willingness to go the extra mile.
Next Steps
If you possess the above experience/skills you are encouraged to send your resume, including a cover letter highlighting why you would like to join Pierre Fabre Australia and why you are the ideal candidate for this role.
Whilst we make every effort to consider all applications, due to the high volume of the latter, only shortlisted candidates will be contacted.
Recruitment agencies are requested not to contact the advertiser.
If you want to learn more about Pierre Fabre in Australia, please visit our website.
As an Equal Employment Opportunity employer, we provide equal opportunities to all employees and applicants without regard to race, colour, religion, sex, national origin, age, disability, genetic information, veteran status, sexual orientation, gender identity, or any other legally protected characteristic.
Aboriginal and Torres Strait Islander peoples are encouraged to apply for this job.
Seniority level
* Associate
Employment type
* Full-time
Job function
* Pharmaceutical Manufacturing
#J-18808-Ljbffr