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KAM TRADITIONAL

Pfizer


Location:
Ciudad de México, CDMX 06500
Date:
01/04/2018
2018-01-042018-02-04
Pfizer
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Job Details

**3.**



**PRIMARY RESPONSIBILITIES / MAJOR DUTIES**







+ Ensure the distribution of our brands across all accounts. Design or adapt the commercial strategy for each account. Collaborate Active to build the sales forecast







Develop strategic business relationships with clients, attending business reviews, participation in fairs and exhibitions, business openings, invitations and launches, etc..







+ Meet monthly sales targets



+ Identify opportunities at the customer, shopper and market level at the point of sales in terms of: price, distribution, marketing, promotion and logistics.



+ Collect and analyze information to achieve full understanding of the business structure of customers in order to become the expert of the account and identify opportunities to align with customer strategies.



+ Keep the business plan agreed with the customer, always on budget, keeping in mind the committed volume and agreed marketing activities.



+ Communicate with the Account Team Leader regarding changes in any aspect that may alter the original business plan with the account and that could have implications such as: strategic change initiatives by the customer; changes in financial position of the client; Customer acquisitions or consolidations; significant trends of categories and / or brands that could impact sales.



+ Present and list new SKUs; promotional programs; adjustments and / or price changes; space management programs for specific customers' shelves.



+ Identify implications of competitor activities and communicate according recommendations to the Manager. Respond to and manage customers' special requirements. Implement and maintain policies and procedures to reduce or contain possible discrepancies and discounts driven by customers. Obtain information about the activities of competitors that could undermine the competitiveness of Pfizer as a supplier.



+ Set priorities and goals, and define specific objectives for the customer such as: distribution objectives per category, visibility and assortment, marketing and planograms, POP materials and oriented or targeted advertising.



+ Provide feed-back regarding significant fluctuations of demand (or price changes) and possible additional volume opportunities that may arise in the area of Field Sales, to implement necessary activities on time.



+ Identify opportunities for clients during their visits to field / store-checks in order to maintain frequent and effective communication with Field Sales area assigned to customers or accounts in question.



+ Maintain and update Wholesalers Scorcards (sell in and sell out)







**4.**



**PRINCIPAL WORKING RELATIONSHIPS / ORGANIZATIONAL RELATIONSHIPS**







+ Regional Field Sales Managers: Ensure the implementation of KPI's (distribution, stock-outs, exhibition and merchandising) in an adequate manner to the channel strategy and to the client.



+ Marketing, Customer Marketing and Field Force Effectiveness (BI): Develop business plans and marketing activities based on the understanding: market trends, channel and shopper as well as the performance of brands and competitor actions.



+ Management of Accounts Receivable, Credit, and Finance: Exchange information on the financial performance of assigned accounts and customers, with the understanding that the sales cycle is met when the customer pays and there is a return on investment. Manage appropriate actions within Pfizer policies, to solve portfolio problems, discounts or any other related matter.



+ Commercial, financial, marketing, customer operations and logistics area of external stakeholders: Generate lobbying with decision makers at all levels and areas within the organization of his/her customers. Evaluate and analyze customer needs in order to provide solutions, clarify and document expectations and scope for the benefit of all parties.







Pfizer is an equal opportunity employer and complies with all applicable equal employment opportunity legislation in each jurisdiction in which it operates.
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