Lead the commercial strategy and execution for the assigned region, driving sustainable sales growth, consistent market share gains, and excellence in commercial execution. The Regional Sales Manager will be responsible for developing high-performance teams, accelerating sell-out growth, strengthening relationships with strategic customers, and ensuring flawless execution of the company’s commercial strategy across the Medical and Retail channels. This position requires strong ownership, strategic vision, execution discipline, and the ability to challenge the status quo to identify and capture market growth opportunities.
Responsibilities
* Lead and develop the regional sales team, fostering a high-performance culture, strong results orientation, and continuous talent development.
* Coaching and development of the sales team; structured field coaching; building a culture of ownership and accountability; developing skills in consultative selling and strategic negotiation.
* Develop and execute the regional strategic sales plan, ensuring alignment with the company’s commercial objectives; regional sales planning; deployment of commercial targets; forecast management; identification of market expansion opportunities.
* Maintain a strategic focus on sell-out growth and consistent market share gains; monitor sell-out indicators; develop initiatives to accelerate product turnover; identify market share gain opportunities; implement commercial actions with customers to grow the category.
* Lead the strategic development of the region’s key sales channels: Medical Channel and Retail Channel.
* Medical Channel: develop relationships with healthcare professionals; identify clinical and commercial opportunities; implement category development initiatives.
* Retail Channel: expand presence and distribution; strengthen commercial execution at point of sale; implement the company’s commercial strategies.
* Develop and execute commercial strategies for the region’s strategic accounts; National Key Accounts – execute commercial agreements and strategic initiatives defined at the national level; Local Key Accounts – develop specific growth plans for strategic regional accounts; Joint Business Planning (JBP).
* Develop and implement Joint Business Plans with strategic customers, ensuring alignment on growth objectives and consistent execution of commercial initiatives.
* Perfect Store & Category Fundamentals: ensure excellence in commercial execution at the point of sale through consistent implementation of category fundamentals and the Perfect Store model (product availability, proper visibility and display, execution of promotional campaigns, merchandising materials, optimized shopping experience).
* Strategic Negotiation: lead strategic negotiations with customers, ensuring sustainable, value-based commercial agreements; include structured negotiation with clear and measurable trade-offs, ensuring return on commercial investments, building long-term strategic partnerships.
* Sales Force Effectiveness (SFE): ensure high productivity and effectiveness of the sales force through structured management of commercial processes and KPIs; monitor KPIs; territory coverage optimization; use of CRM tools; track team productivity.
* Performance Management & PDCA: apply PDCA methodology to monitor results, identify opportunities, and implement continuous improvements.
* Leadership Mindset: act with leadership and growth mindset; assume commercial ownership; challenge status quo; identify market growth opportunities; mobilize teams for high-impact execution.
* Key Performance Indicators (KPIs): define and monitor regional performance against targets and drive growth of Medical and Retail channels and strategic accounts; excellence in POS execution; sales force effectiveness.
* Decision-Making Authority: define regional commercial strategies; prioritize market growth initiatives; lead strategic customer negotiations; direct resources; collaborate cross-functionally (Marketing, Trade Marketing, KAM, Supply Chain, Finance).
* Travel: frequent travel within the assigned region (approximately 50-70%).
Qualifications
* Knowledge, Skills and Abilities: Sales strategy, forecasting, territory management; channel management and KAM; market dynamics and category growth drivers; leadership and team development; strategic sales planning and execution; negotiation and stakeholder management; drive revenue growth and market share expansion; lead high-performing sales teams; translate strategy into field execution; strategic thinking; people leadership; commercial execution; Advanced English proficiency.
* Experience: 7 to 10 years in sales or commercial management; proven experience leading sales teams; experience in negotiation and management of strategic customers.
* Education: Bachelor’s degree in business, Marketing, Economics, Life Sciences, or related fields; MBA or postgraduate degree preferred.
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