Emerging Markets Capability Sales Manager at Bayer

Role Purpose
The incumbent will support the Emerging markets Commercial organization to drive implementation of geo expansion plans focusing on excellence in distributor management and expansion of access to LIC channels beyond current footprint. They will also look to drive any NRM opportunities.

Position holder will work closely with key stakeholders to drive Excellence in execution in Bayer Emerging markets using on-the Job Coaching, Data & Technology, Sales Fundamentals / Competency Based Training. The role holder will closely work with CDHs, Global CuEx team, Commercials Leads, Country Sales Manager and Country Trade Marketing Managers all BCH sales & trade colleagues to drive the agenda. The Program will provide a ‘best of class’, consistent, ‘Bayer Way of Selling’, which will give Bayer CH distinctive advantage so that it becomes a partner of choice to its customers and distributors.

The incumbent is a functional expert and process owner, responsible for implementation of the relevant Customer Excellence Blueprint for Capability building in Emerging markets, ensuring application to different Markets. Evaluates channel/sub-channel alternatives, critically assess where to play and identify new revenue and growth opportunities. Drives segmentation and prioritization of customers, geographies, distributors based on attractiveness and actionability / ability to win.

This position is responsible for determining, developing and sustaining necessary organizational capabilities and developing appropriate strategies and programs, integrated with other Customer excellence elements, to deploy them throughout the sales organization, specifically with Customer teams and distributors. It will also assist with reapplication of best practices from other markets and regions.

Understand the needs of the business to design and execute capability roadmap for the Sales organization and distributors. Draw up, align & execute Best in Class Sales Capability Development Strategies for Bayer Emerging Markets building on global Customer Excellence (CuEx) blueprints and sales skill development program TL4L

Key Responsibilities and Tasks

• Build and maintain capability development roadmap of Channel & Customer Management. Identify, shape and champion Channel & Customer Management Best Practices and Strategies (both internal and external) and ensure these are leveraged to grow sales and profit, across different business models. (eg. Retail/pharmacy/medical detailing/virtual/open markets etc)
• Lead CuEx country specific Channel & Customer Management recommendations and run regular country / territory review assessments to evaluate progress against plan. Scope of interaction will be with focus Emerging market countries.
• Provide input to Sub-Regional head and Local Teams to grow and strengthen Channel & Customer Management capabilities, locally and regionally. Anticipate future trends in the area of expertise and build them into the best practice concepts.
• Build and deploy CuEx Global Channel & Customer Blueprints and Management training. Develop knowledge management standards, a forum and mechanism to share best practices across geographies and categories with a related Sales Community.
• Collaborates with global and regional CuEx teams to create & propose integrated, synergistic expert solutions for customers & brands to deliver sales & Ebit Growth. Provides functional input to sales teams.
• Lead development and deployment of IT-enabled Channel & Customer Management tools & systems (CRM specifically)
• Act as an internal consultant and expert thought leader to help implement improved ways of selling – go to market approaches, including distributor management, channel, customer prioritization and NRM opportunities.

Reports to CDH SEA

• The BCH Customer Excellence Program is a key business enabler for CH in Emerging markets, set to drive both top line (sales) growth and efficiency (margin enhancement).
• This role ensures that the BCH Customer Excellence, Distributor management, Channel & Customer Management goals are established appropriately, driving implementation with the local sales team based on global blueprint.
• It provides a practical line of sight for in market excellence in execution and capability building with focus on distributor management and LIC Access.

Qualifications, Skills and Competencies

• Recognized as an accomplished functional expert in Channel & Customer Management.
• Background in Salesforce and/or National Account and/or Channel Management.
• Over 5 years of relevant pharmacy sales and or retail industry experience
• Relevant university degree or equivalent qualification
• Gravitas and leadership skills to frequently interact with senior management (Regional Heads, CDH’s, Commercial leads, Country Sales Manager and Country Trade Marketing Managers).
• Demonstrated ability to work in multicultural environments
• Excellent networking, consensual and conflict management skills
• Fluent in English, additional languages advantageous
• Strong analytical skills, high ability in process thinking
• Thorough understanding of market segmentation models (fragmented & consolidated)
• Knowledge of the OTC market Globally / regionally an advantage
• Strives for rigorous implementation and extraordinary ability to “make it happen”
• Frequent travel will be expected 50% of the time