Channel Specialist

The Channel Specialist provides operational support to sales management within the Consumer Health division, with a focus on improving the efficiency and effectiveness of the sales force. This role plans and coordinates projects that optimize commercial operations, develops processes and procedures that support the sales process, and participates in defining requirements for commercial support systems.

The position maintains comprehensive information on sales activities to support performance indicators and drive continuous improvement of commercial processes.

The Channel Specialist is responsible for the end-to-end management of sales operations, ensuring the achievement of market share, revenue, and profitability objectives through commercial practice management, strategy development, and negotiation management. The role participates in capability planning and revenue recognition processes, establishes sales standards, and manages budget controls to optimize business objectives while ensuring alignment with customer needs and competitive market dynamics.

Detailed Job Description

• Define and lead the development of the Independent Pharmacy Channel, positioning Bayer as the preferred partner among our commercial customers.

• Identify and develop solutions to address unmet shopper needs, detect new business opportunities, and generate additional value for the channel through sustainable investments and activities, in collaboration with the Trade Marketing team.

• Design, manage, and execute the annual Sell-Out plan based on Marketing plans, and jointly develop Trade Marketing plans to ensure the achievement of annual sell-through targets established for assigned customers, maximizing return on investment.

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Key Responsibilities

1. Business Planning and Customer Management

• Develop, monitor, and execute customers' Business Plans, aligning customer strategies with Bayer's strategies through Joint Business Plans (JBP), while coordinating efforts with Trade Marketing and the outsourced sales force.

• Conduct sales analysis, planning, and forecasting using information provided by Business Intelligence (BI) to identify opportunities and achieve Sell-In and Sell-Out objectives for each customer.

2. Sales Force Management

• Manage the outsourced sales force for the channel, ensuring compliance with key Point of Sale (POS) performance indicators, including: Distribution. Visibility. Pricing strategy. Commercial intelligence. Out-of-stock prevention. Other key execution indicators.

3. Team Leadership and Operational Excellence

• Act in alignment with Bayer's values by fostering a high-performance culture and coordinating with the outsourced sales force through a consolidated business objectives framework to ensure flawless execution across the channel.

• Strengthen the Compliance culture within the team, business partners, and customers.

• Continuously review the business model and market dynamics to promote a culture of operational excellence.

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Trade Marketing Responsibilities

• Coordinate and monitor planned and implemented activities.

• Propose and implement action plans to develop initiatives at the point of sale.

• Actively participate in the design and development of channel-specific activities.

• Maintain close coordination for all channel activities, ensuring appropriate inventory levels for each customer.

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Accountability

• Prepare, review, and follow up on performance evaluations for each sales representative or outsourced sales team under his/her responsibility.

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Sales Force and Direct Customers

• Monitor execution of commercial plans.

• Serve as the liaison between customers and Bayer.

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Business Owners and Store Managers

• Review product performance, sales, inventory turnover, and stock levels.

• Negotiate purchase orders for points of sale.

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Marketing and Trade Marketing

• Implement and identify activation opportunities with customers.

Stores / Points of Sale

• Validate inventory levels.

• Coordinate purchase order deliveries.

• Monitor product expiration dates.

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Education

• Completed university studies.

• Bachelor's Degree in: Business Administration. Marketing. Engineering. Accounting. Health Sciences or related fields.

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Additional Training and Specific Knowledge

• Knowledge of the pharmaceutical and/or consumer goods market.

• Understanding of business administration, finance, and marketing principles.

• Proficiency in Microsoft Office, particularly: Intermediate Excel. Pivot Tables. Pivot Charts.

• Knowledge and interpretation of IQVIA data and reports.

• Strategic thinking and ability to manage key sales performance indicators (KPIs).

• Strong influencing skills and ability to lead commercial teams.

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English Proficiency

• Intermediate level.

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Experience

• Minimum of 3 years of sales experience within the pharmaceutical or fast-moving consumer goods (FMCG) industry in roles such as: Key Account Manager (KAM). Sales Manager. Channel Specialist. Commercial Excellence Specialist.

Preferred Qualifications

• Knowledge of the Peruvian retail market.

• Professional experience in multinational companies.