Area Sales Manager - Eucerin brand

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Job Purposes:

• Build and maintain strategic relationships with hospital decision-makers (Directors, Heads of Dermatology, and KOLs) to ensure successful product listing and advocacy for Eucerin.
• Achieve assigned sales volume and value targets within the hospital channel.
• Lead the planning and execution of annual local professional conferences, ensuring alignment with brand strategy.
• Rebuild and expand the DERM market to meet IMS sales targets and increase market share.
• Coach the sales team on effective market analysis, sales call planning, and budget negotiation.
• Ensure compliance across all Eucerin hospital operations.

Principal Accountabilities:

1. Customer & Competitor Management

• Achieve sales targets (volume and value) in assigned hospitals or customer segments.
• Understand hospital procurement procedures and ensure timely listing of new and existing products.
• Build strong, long-term relationships with dermatology hospitals, including Directors, KOLs, and prescribing doctors, to increase brand advocacy.
• Organize and manage local professional conferences and medical group presentations aligned with brand strategy.
• Monitor competitor activities and develop actionable counter-strategies to protect and grow Eucerin’s market position.

2. Daily Operations Management

• Ensure the sales team understands and executes the sales operations plan, objectives, and administrative processes.
• Supervise and support the team in effectively implementing sales and marketing strategies.
• Monitor and manage trade incentive programs in compliance with company guidelines.
• Oversee the implementation of marketing/trade marketing campaigns and ensure alignment with the company’s commercial calendar.

3. Team Management

• Coach, motivate, and develop the sales team to maximize performance and capability.
• Conduct regular performance appraisals and provide constructive feedback and support.
• Monitor market potential in the assigned area and recommend actions to maximize sales.
• Lead ad-hoc sales initiatives or projects as assigned by the company.