Role Purpose
The Head of Guardian & Other Channels is responsible for driving sustainable and profitable growth across Guardian, Independent Pharmacies (IP), and Ethical channels by delivering strong commercial execution, strategic customer partnerships, and disciplined investment management.

This role owns the end-to-end channel performance, ensuring excellence in sales fundamentals (MSL, OSA, visibility), effective trade spend optimization, and successful execution of category growth drivers including NPD launches and hero SKU expansion and accelerating Beiersdorf’s presence in the pharmacy landscape by tailoring channel-specific strategies, strengthening customer engagement, and unlocking new growth opportunities through penetration, distribution expansion, and value creation initiatives. As part of the evolving structure, this role will lead the integration and development of IP and Ethical businesses, ensuring a cohesive go-to-market approach and stronger synergy across all pharmacy-related channels to meet the company’s high growth ambitions.

Key Accountabilities
Deliver Channel Financial Targets

Own and deliver Net Sales (NS), IMS, and profitability targets across Guardian, IP, and Ethical channels
Ensure accurate forecasting (BE, M+3) with strong gap closure actions
Drive topline growth while maintaining disciplined trade spend (TTC) management

Drive Sales Fundamentals Excellence

Achieve best-in-class execution in MSL, OSA, visibility, and planogram compliance
Ensure high TRAX compliance and in-store execution standards
Strengthen availability and reduce OOS to capture all sales opportunities

Strategic Customer & Channel Development

Build strong partnerships with Guardian and key pharmacy customers
Develop and execute Joint Business Plans (JBP) aligned to category growth
Expand distribution and penetration in IP and Ethical channels

Growth Acceleration via Category & NPD

Lead execution of NPD launches and relaunches with speed and quality
Drive hero SKU focus based on channel shopper profile
Identify and unlock new growth opportunities across pharmacy channels

Trade Spend & Investment Governance

Ensure all promotions are ROI-driven with clear NS and profitability impact
Optimize promo mechanics (frequency vs depth) to protect margins and pricing integrity
Enforce compliance to company policies and approval processes

Cross-Functional Collaboration

Work closely with Marketing, S&CM, Supply Chain, and Finance to deliver plans
Ensure alignment on stock planning, service level, and activation readiness
Drive seamless execution across all touchpoints

Team Leadership & Capability Building

Lead, coach, and develop CDMs and team members to deliver high performance
Build a strong, accountable, and agile team culture
Strengthen capabilities in negotiation, analytics, and customer management

Business Transformation & Channel Integration

Lead integration of IP and Ethical under a unified pharmacy strategy
Drive continuous improvement in processes, reporting, and execution
Identify structural opportunities to scale and future-proof the business

Your Profile

Key Requirements

Bachelor’s degree / diploma in business development or other related fields
7-10 years’ experience in key account management or similar area of multi-national companies, preferably in FMCG
Analytical, business acumen, negotiation, customer-oriented, presentation, result-driven
Computer literacy in MS Office
Good command in English both spoken and written