Your Tasks

This role is accountable for defining and executing the Channel Sales strategy for the Drug & Specialty categories, with a clear focus on driving sustainable growth in market share, net sales, margin, and category growth within the channel. It plays a critical role in aligning commercial strategy with evolving shopper behavior and retailer dynamics, ensuring competitive positioning and net sales growth. Experience in Drug accounts is mandatory.

Strategic Importance

As a member of the Sales Leadership team, the role acts as the voice of sales within the Southern Africa business, enabling cross-functional alignment and execution. It strengthens strategic customer partnerships, enhances the organization’s reputation with key retailers, improving our standing on Advantage Survey and ensures the business adapts effectively to changing market and channel conditions.

Core Responsibilities

• Develop and execute integrated channel and customer strategies balancing the short vs long-term priorities to deliver brand and category objectives.
• Lead customer planning, including pricing and promotional strategies, to achieve profitability and growth targets.
• Ensure best-in-class execution of customer marketing plans, including product distribution, visibility, and point-of-sale effectiveness.
• Monitor performance against plans, identify variances, and implement corrective actions to sustain delivery.
• Design and implement performance-based trade terms (TTC) frameworks aligned with regional strategy.
• Build and manage strategic customer relationships to drive joint business outcomes and long-term partnerships.
• Collaborate cross-functionally to ensure seamless execution of go-to-market strategies and responsiveness to market shifts.
• Develop and lead an agile, high-performing and engaged sales team capable of navigating a dynamic retail environment.
  
  

Success Measures

• Delivery of sales, margin, and market share targets
• Strengthened customer relationships and improved retailer perception
• Effective adaptation to changing shopper behavior and channel dynamics
• Consistent execution excellence across customers and channels
  
  

Your Profile

• A business degree - e.g. BCom, MBA or other commercial degree.
• 12 or more years' experience in mid-senior management level roles in customer-facing Sales/Commercial roles
• Demonstrated channel and key accounts management experience with large customers is critical, especially Clicks and Dischem.
• While drug and speciality channel experience is preferred, experience with other key/large retailers will also be advantageous.
  
  

At Beiersdorf, we want to help people feel good about their skin – and our commitment goes far beyond caring for skin. For 140 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 20,000 employees. It is for them that we live an inclusive culture of respect and trust that is strongly aligned with our values – CARE, COURAGE, SIMPLICITY and TRUST. We also embrace diversity by valuing the uniqueness of each individual and being committed to equal opportunities for all.

Additional Information

Your responsible recruiter is Akash Sharma. Please apply online via the Beiersdorf Intranet until 10th May 2026.