Contract Type:

Unlimited / Full-Time

Country / City:

Australia / North Ryde

Company:

Beiersdorf Australia Ltd.

Job Function:

Sales

Primary Objective: Achieve Beiersdorf sales objectives via distribution, shelf management, promotional program and initiatives across TerryWhite Chemmart (TWCM) & National/State Pharmacy Banner Groups associated via Symbion Pharmacy Wholesalers through the use of efficient trade fund investment and category management principles for the NIVEA cosmetics portfolio.

Accountabilities:

Achieve Sales Targets

• Implement promotional programs to achieve budgeted sales targets.
  • Prepare business development plans for TWCM and selected State Pharmacy Banner Groups
    associated to Symbion Wholesaler Pharmacy Business
  • Prepare category strategic documents and category plans for TWCM and selected State Pharmacy Banner Groups associated to Symbion Wholesaler Pharmacy Business
  • Oversee & manage Beiersdorf category portfolios within Symbion Wholesaler Pharmacy Business

Maximise Value of Trade Investment

• Submit account promotional activity via use of co-operative funds:
  1. In line with accounts trading terms & RGM guidelines
  2. Extract additional benefit by way of improved activity levels from trading terms
• Explore, negotiate, and implement over & above opportunities within the account.
  Ensure that profitable returns are achieved for each activity and that spend is within TTC guidelines.
• Negotiate everyday & case deals to ensure maximum value of trade funds.
• Ensure trade expenditure system is updated regularly with all promotional, case deal, co-op activity.

Maximise Distribution

• Present new lines to buyers.
• Continually seek distribution opportunities across the Beiersdorf portfolio
• Review and maximise shelf efficiency across POG

Shelf Management

• Working with the account to ensure Beiersdorf products are presented in a manner to maximise shelf space and position according to RE & Marketing guidelines.

Analysis of Promotions

• Continually evaluate promotions conducted to ensure maximum effectiveness of trade funds (via scan sales & warehouse withdrawals) & RGM platforms.
• Implement agreed pricing and promotional strategies of Beiersdorf products across each of the categories we operate.

Promotional Claim Management

• Review & validate claims to ensure prompt payment
• Disputed claims should be addressed via correspondence with the account immediately.
• Ensure that accrual reconciliation is carried out continuously and that a net balance is achieved between
  accruals and payments each month

Communication

• Effectively communicate priorities to the Head of Pharmacy, Senior National Business Manager Pharmacy & National Field Operations Manager
• Ensure all details pertaining to ranging, layouts & promotions are clearly communicated.
• Ensure that all priorities are input into SFA system each month and that ad hoc activity is communicated to the field via the National Operations Manager when required.
• Clearly communicate requirements for each Category review to S&CM teams and actively work on developing relevant trade stories to be presented to the TWCW Buying team.

Team Support

• Provide leadership, account support & guidance to Pharmacy Business Manager across selected State Pharmacy Banner Groups associated to Symbion Wholesaler Pharmacy Business

• Tertiary Degree Qualified
• Minimum 5 years’ experience in FMCG
• Minimum 3 years’ experience in Pharmacy/Grocery Account Management
• Experience in dealing at Head Office level with major Pharmacy/Grocery Accounts
• Exposure and understanding of FMCG market data eg Circana/IQVIA
• Excellent analytical skills
• Strong communication and negotiation skills
• Ability to work in a team environment as well as a self-starter