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Sales Head Spain Consumer Health 

Purpose:
The Head of Sales (Sales Director) is a key member of the local management team responsible for leading the sales team to ensure delivery of the top line sales and G2N budget, in line with country
objectives, as well as driving the necessary changes in channel and go-to-market strategies (constantly adapting the sales organization structure and building the required capabilities) to become the best
Consumer Health company in Spain.

Scope:

Global

2.1 Strategic sales tasks
Development of the strategic sales plan, broken down into Regional / Channel strategies and cycle or customer plans.
Drives digitalization of the sales organization and promotes the usage of big data to generate insights as basis for decisions.
Monitors and controls the attainment of CH sales targets & budgets, (plus other relevant metrics) and initiates operational measures to further improve the business. Proactively propose and
execute necessary actions to protect CH business interests in case of deviations and threats from the external environment.
Contributes to development of the overall CH business strategies as a member of the Iberia Leadership Team.

Ensures best in class competitor insights for internal and external usage, to add value to customer and
brand plan process.
Ensures customer focused approach throughout all strategic and operational initiatives. Builds relationships at appropriate level to support and influence customer contacts.
Leads Sales and Operations planning cycles and partners together with Trade and Shopper Marketing and Business Analytics and Plannings
department to manage Forecast, Inventory and Service levels across the trade sectors.

2.2 Leads, coaches and develops overall sales team
Builds (Recruits, Trains & Develops) optimal team to deliver business goals & targets.
Monitors & measures individual s performance against targets, taking remedial action where necessary.
Leads, directs & coaches to ensure high performance and motivation of the team.
Identifies and develops people in line with people management and leadership principles, builds succession plans for the sales organization.
Guides the direct reports in use of current best practices and application of key Business Building Tools and Models

Responsible for ensuring all activities within the sales department are compliant with country legal requirements and Bayer
Corporate requirements. Must ensure all staff are trained and regularly updated with Compliance Requirements.

Key Working Relation:
Internal
Member of the Iberia Leadership Team
CH local direct and indirect reports (Area Managers, Key Account Managers, Sales Reps)
Iberia Trade and Shopper Marketing
Iberia Business Analytics and Planning
Iberia Marketing Organization
Global Customer Excellence

External
Key External Business Partners across all trade and distribution channels (contact with all customer departments and personnel up to managing director level), including 3rd party suppliers and distributors.

Skills & Qualifications:
Educated to degree standard: higher education, preferably university degree (in Business related qualification).
Experience: Minimum 10 years experience in OTC and/or FMCG industry with solid track record of success (including delivering on targets) and deep understanding of the Spanish pharmacy channel including eCommerce. Strategic thinking with a comprehensive category and retail customer knowledge are essential. Marketing and international experience are of advantage.
High leadership qualities and skills, strong team development and interpersonal skills and empowerment capacity (influencing without hierarchical authority).
Must possess broad understanding of the total business and the ability to work in cross functional environment.
Excellent written and verbal communication skills, capability to adapt to audience specifics.
Local Language & English required
Solid selling and negotiation skills, highly analytical and numerate, with attention to detail.

Ability to understand & utilise facts / data to build commercial arguments.
Ability to identify, recruit and retain people with potential and deal with problem cases.

Location:

Spain : Cataluña : Barcelona  

Division:

Consumer Health 

Reference Code:

858816