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Team Leader Proximity

Pfizer


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

**PRIMARY RESPONSIBILITIES / MAJOR DUTIES**



Ensure the distribution of our brands along Proximity channel.



Design the commercial strategy for the Proximity Channel in each account Set.



Team KPIs Management



Ensure a clear download of the strategy to KAM's



Build sales forecast.



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







+ Meet monthly sales targets for each Customers



+ Review and Manage inventory levels in his / her Accounts Group, in order to assure the optimum level aligned to the strategy.



+ Ensure immediate action for any payment problems in his / her Accounts in charge, and meet special customer requirements if It's necessary for solving.







+ Analyze information with the Team, to achieve full understanding of the business structure of customers in order to identify and capitalize opportunities



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



+ Communicate with Traditional Trade Development Leader regarding changes in any aspect that may alter the original business plan for their accounts and that could have implications such as: strategic change initiatives by one or more customers; Financial Problems, Customer acquisitions or consolidations; significant trends of categories and / or brands that could impact sales.



+ Ensure new SKUs listing, promotional programs; adjustments and / or price changes; space management programs, etc, in their Accounts Group.



+ Identify and communicate implications of competitor activities in the market, in order to take actions if it's neccesary.



+ Implement and maintain policies and procedures to reduce or contain possible discrepancies and discounts driven by customers.



+ Set priorities and goals, across all Accounts in charge, and define whit the team, specific objectives for the customers such as: distribution objectives per category, visibility and assortment, marketing and planograms, POP materials and oriented or targeted advertising.



+ Communicate to the Traditional Trade Development Leader regarding significant fluctuations of demand (or price changes) and possible additional volume opportunities that may require to implement necessary activities on time.



+ Ensure a development plan with each of the team members (Development of talent) by measuring and recording the performance of their staff and establishing improvement plans.



+ Maintain constant communication with their staff in order to understand their concerns, while giving coaching.







**4.**



**PRINCIPAL WORKING RELATIONSHIPS / ORGANIZATIONAL RELATIONSHIPS**







+ Team Leaders (Indirect Customers): Ensure the Sales Process, from placing order to delivering. This process requires strong following and communications skills.



+ Developing Customers Mgr & Representative: Ensure the implementation of Sales Strategies, follow up to the sell through and receive business opportunities detected.



+ Marketing, Customer Marketing and Field Force Effectiveness : 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.







**5.**



**PROFILE / DESIRED TECHNICAL AND BEHAVIORAL SKILLS**







TECHNICAL / FUNCTIONAL COMPETENCIES







Results Oriented



Key Account Management



Strategy & Business Planning



Sell & Negotiation



Analysis Data



Operational Excellence & Agility



Externally Focus







+ .







EDUCATIONAL:







+ Required minimum degree: Bachelor. Ideal degree: Bachelor in Administration, Finance, Engineering or similar. Specialization: Sales, Organization, Team Management.







OTHER KNOWLEDGE, SKILLS AND ABILITIES:







+ Planning: Accurately determines the duration and difficulty of tasks and projects, sets goals and objectives, breaks down all steps of the process, determines and distributes tasks schedules, foresees problems and difficulties and is prepared to face them, measures the performance of resources according to the objectives, evaluates the results.



+ Capacity for analysis: Effectively identifies a problem and relevant data in this regard, recognizes relevant information and possible causes of the same, ability to analyze, organize and solve numerical issues, financial, statistical and similar data.



+ Negotiation: Is very adept at conducting negotiations with groups belonging or not the organization in difficult situations, is able to resolve differences with discretion, can win concessions without damaging relationships, can be a direct, energetic and diplomatic person at once, quickly obtains the confidence of other participants in the negotiation, always knows when is the right time to do things.



+ Commercial acuity: Knows how the business works, has knowledge about policies, practices, future trends and current information affecting his/her company and organization, knows the competition, is aware of market strategies and tactics.



+ Problem solving: Uses logical and rigorous methods to effectively solve difficult problems, exhausts all the resources to find solutions, is able to detect hidden problems, knows how to analyze problems objectively, is not satisfied with the obvious and is not carried away by easy answers.



+ Skillful strategist: Sees the future clearly, can accurately predict the consequences and future trends, has extensive knowledge and a broad perspective, has vision, can describe clearly situations and credible prospects of possibilities and probabilities, is able to devise competitive and innovative strategies and plans.



+ Control conflict situations: Tackles conflict situations for he/she considers them opportunities, understands the situation quickly, listens to others carefully, achieves difficult agreements and resolves differences equitably, finds the middle ground and gets cooperation with discretion.







CERTIFICATIONS, EXPERIENCE:







+ Field of Expertise: Extensive experience in managing customer accounts nationwide.



+ Specialization Experience: Proven ability in sales and responsibility in field sales.



+ Minimum experience in the position: Five years.



+ English desirable: Reading 80% Writing 70%, Verbal 70%, TOEFL 450.







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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