Job Description
As key member of Commercial team, this position primary objective is to create and maintain wholesaler development and business expansion plan, provide necessary support to Commercial team on ordering, shipping and billing process, improve S&OP flow to make sure a better trade inventory management. He/she is also responsible for channel pricing strategy and implementation to protect whole business health, and he/she will support the Sr. Operation Director, Nutritionals BU China, to drive business performance.These development plans and improvements will reflect business needs, enable productivity and efficiency that allows China Nutri to identify and deliver high value to the field sales organization. This function will achieve these goals by severing as subject matter expert and liaison between Sales Operation and corporate functions such as Finance, GLS, Marketing Operation, HR etc to ensure streamlined, up to date information as it relates to commercial operations.
The Director is located in Shanghai and will report directly to Sr. Operation Director.
Responsibilities include, but are not limited to:
- Work out wholesaler development plan to meet business expansion/growth needs both short term and long term; and get consensus with corporate functions and management team
- Coordinate cross functions (Sales, Marketing, Enabling, GLS, BT etc) to achieve overall delivery against pre-set target for S&OP
- Collaborate with Zone Commercial and Sales colleagues to ensure successful delivery of ex-company and in market target
- Advocate and drive adoption of “best practice” of forecast (ex-company, in market) to ensure standardized management process across whole organization
- Consolidating actual / forecasts / plans performance for whole BU and region and preparing timely (daily/monthly) on performance. Preparing executive summaries / presentation for regional and division management on so that we can have good understanding of execution gap.
- Partner with Sr. Operation Director on the execution of business strategies; providing analytical support as necessary for key business decisions such as: resource prioritization, field force sizing, business development opportunities, trade/distribution agreements, procurement strategies, and capital projects. Work closely with field commercial team to ensure alignment/prioritization of resources across the BU.
- Working with other functions and peer groups to develop business model in different areas
- Develop and maintain a better way to manage channel pricing
The individual must have strong analytical and interpersonal skills and be willing to actively partner with other functions to drive meaningful business results.
KEY ACCOUNTABILITIES
- Establish effective working relationship with the Sales and commercial leadership and provide support, business consultation and analytical support.
- Analyze key business trends and proactively identify and communicate issues, opportunities and/or threats and collaborate with management to resolve them.
- Perform analysis to support local and regional management in making decisions regarding sampling strategy, promotional spending ROI, pricing analysis, etc.
- Partner in the transformation of business processes and systems.
- Provide detailed analysis of products / markets to understand and recommend potential growth opportunities.
- Ensure and fulfill the policies and procedures of accounting principles and control in accordance to local and HQ Policy and Procedures.
- Act as a liaison between Zone commercials and Shanghai HQ groups.
REQUIREMENTS:
- Excellent experience in Sales management and Operation with multiple roles in his/her track record
- Have strong experience in geographic expansion with a large size of business and fast growing business
- Strong analytical and problem solving skill and experience with budgeting, forecasting, planning and analysis are prerequisites.
- Highly proactive and a “self starter”.
- Possess excellent presentation and communication skills and demonstrated ability to provide clear, concise and insightful updates on business issues and performance on a timely and regular basis.
- Proven ability to work effectively with senior management and, in doing so, to successfully balance the role of being customer focused while maintaining objectivity and managing risks.
- Can build effective working relationships with the region as well as HQ groups.
- Comfortable working in a fast-paced, high-energy environment and the ability to multi-task, consistently meeting deadlines on multiple projects and activities.
- Has strong leadership skills and will be highly successful in navigating organization dynamics and influencing/leveraging other groups in the company to produce positive results and ensure smooth integration and effective collaboration.
- Ability to lead and/or make demonstrable contributions on complex multi-functional regional projects.
- MBA with 10+ years of related experience. Field Force management experience is a must.
- Experience in multinational Pharmaceutical, Nutrition and / or FMCG companies is a plus.
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Email: jobs@aarenconsultants.in
