Sales and Education Manager - Encan

Pierre Fabre · Networks

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We are Pierre Fabre Laboratories, a global leader combining pharmaceutical expertise with dermo-cosmetics to support consumers and patients at every stage of their care journey.
Our portfolio includes several medical franchises and international brands such as Eau Thermale Avène, Ducray, A-Derma, Klorane, René Furterer, and Pierre Fabre Oral Care.
By joining us, you become part of a meaningful company where the human dimension is essential. You become a participant in the "We Care Movement," a movement that values excellence and innovation within passionate teams. Together, we push the boundaries of science to unite health and beauty for the benefit of all, because Every time we care for a single person, we make the whole world better.

Present in 120 countries with a team of over 10,000 employees, we are proud to create a scientific and human impact, today and tomorrow! If caring is at the heart of your values, join Pierre Fabre Laboratories and become a key player in the “We Care Movement".

Your mission

GENERAL MISSION OF THE ROLE:

PRINCIPAL MISSIONS

2.1      Develop and expand sales performance of the region’s invoiced sales and market share growth:

• Set provincial sales targets and territorial sales rep objectives as required
• Forecast monthly estimates and comment on the results/risks vs objectives
• Analyze the region’s results and propose appropriate action plans.
• Identify actions put in place by the competition, relay this information back to the office and make recommendations to help offset competitor strategy.
• Ensure that the sales objectives of the team previously set by management are met and in compliance with PFDC trade policies.
• Monitor top door performance of the region and identify potential account growth within the banners we work with.
• Keep track of territorial performance and remain prepared for territorial vacancy and recruitment processes.

2.2      Prepare a strategy of support for the sales team:

• Regularly analyze and synthesize the detailed results of each representative and the region.
• Regularly conduct individual assessments of each rep’s performance on the field as well as completing mid-year and annual reviews, as outlined by the company policy.
• Establish and implement sales priorities for the field. Ensure all field activities provide maximum productivity and profitability.

2.3     Development and coaching of the field sales & education force:

• Regularly comment on the results of the reps and trainer. Be able to relay the goals of the brands, banners and region.
• Implement call cycle plans established by CRM program, verify proper execution in the field.
• Ensure the field maximises capabilities of CRM program and achieves the regional KPI’s outlined by management.
• Regularly provide coaching in field, define points of improvement and put in place an action plans as needed.

2.4     Oversee Business Operations with Sales Broker (Western Canada)

• Set strategy and objectives – Define sales priorities, growth targets and account strategies for the broker to execute
• Manage Broker performance – establish KPI’s, monitor sales performance, distribution, merchandizing and sales force execution.
• Forecasting and sales planning – collaborate on sales forecasts, pipeline management and inventory planning
• Coach and support Broker team – coordinate the support of product training, category insights, key priorities, sales tools and feedback to improve execution
• Conduct in collaboration with Commercial Director and Key Accounts regular business reviews, identifying gaps and corrective action plans.
• Cross functional coordination – ensure Broker is aligned with marketing, supply chain, finance, customer service and category management as needed.

       Recruitment and Integration:

• Participate in the recruitment and hiring of new sales representatives as required. Ensure integration and training plan is achieved.

2.6     Maintain strong working relationships and collaboration with other departments (KAM, Marketing & logisitcs).

• Regularly share information from the field to marketing teams, analyze results of campaigns and provide feedback as needed.
• Maintain strong communication with KAM so that banner activities are executed strongly on the field. Work closely with KAM in key account Joint Business Planning, sales strategy, opportunities, risks and action plans.
• Keep in close contact with logistics; keep up to date on shipping activities.

2.7     Presentation and workshop planning :

• Prepare and animate sales presentations for regional and national sales meetings.
• Organize and prepare sales workshops for the sales force that are designed to motivate and yield progressive results on the field.
• Oversee training/education presentations prepared for the sales meetings and that they align with commercial strategy.

2.8     Participate and work with HR department as required. Help identify structural and    organizational needs; make recommendations; actively participate in the recruitment of new employees.

2.9     Participate in the planning and management of sales force budgets such as but not limited to; regional sales objectives (sell-in/sell-out, training and dermo-consultant programs. Ensure profitability and productivity of the project.

TRAINING AND EDUCATION MANAGEMENT

• In collaboration with Commercial Director, develop and implement the region’s training strategy for external customers and internal sales reps.
• Manage, develop and engage regional trainer’s activities within the region
• Ensure the training strategy is consistently executed and collaborate with sales, marketing and commercial director to align training and business objectives.
• Ensure consistent implementation of training standards, tools and best practice across the region.
• Collaborate with Sales & Training Activation Specialist to plan seasonal training events and seminars throughout the region. Track training completion KPI’s, compliance and competency metrics.

DIMENSIONS

• CA region, multiple provinces and travel required
• Team management across territories
• Number of brands and banners
• Category, sell-out and sell-in data
• Yearly and semesterly budget planning

EDUCATION-TRAINING, EXPERIENCE, REQUIRED SKILLS

Education :

• University diploma, preferably dominant in sales and/or business administration

Experience :

• 3 to 5 years experience as a sales manager leading a field sales & education team.
• Experience in consumer goods, pharmacy retail markets an asset

Key competencies :

• Analytical
  • Comfortable using multiple dashboards & analytics tools
  • Advanced Excel (data handling, reporting, sales analysis, budget planning)
  • Intermediate PowerPoint / presentation building capability (turn insights into clear stories)
• Persuation and sales oriented
• Results driven
• Ability to lead a team and accelerate performance
• Strong customer service skills

LINE MANAGER:

  Co-laterals:

Regional Sales Manager QC region

Direct reports:

Pharmaceutical Sales Representatives and Regional Trainer (Ontario, Atlantic and Western Canada)

• Company car + gas
• Laptop
• Mobile phone
• Ipad
• Printer

At Pierre Fabre Laboratories, we believe that our greatest asset is our people.

We are committed to a policy of Equal Employment Opportunity and will not discriminate against an applicant or employee based on race, color, religion, creed, national origin or ancestry, sex, sexual orientation, gender identity or expression, age, physical or mental disability, veteran or military status, genetic information, or any other legally recognized protected basis under federal, state, or local law. The information collected by this application is solely to determine suitability for employment, verify identify, and maintain employment statistics on applicants. Applicants with disabilities may be entitled to reasonable accommodation under the Americans with Disabilities Act and certain state or local laws. Please inform the company’s personnel representative if you need assistance completing this application or to otherwise participate in the application process. Thus, we commit to considering all applications equally, without fail.

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