No Relocation Assistance Offered
# 91000 - Iasi, Iasi, Romania
Job Description
Professional & Pharmacy Territory Executive
Job Title: Professional & Pharmacy Territory Executive
Function: Customer Development
Reports to: Professional & Pharma Business Manager
Division: Europe
Location: Romania
Job Summary/Accountabilities
Briefly summarize the purpose and principle accountabilities of the generic role
- Responsibility for the identification and implementation of the local cooperation between dentists and pharmacies to grow the business for all 3 involved parties (dentists, pharmacists & Colgate-Palmolive) uniting the “from Dental Chair to Pharmacy shelf” activation
- Partner with & upweight the connection between dental profession and local pharmacies to drive in-office use, generate branded recommendation, demand & prescriptions to thereby unlock growth opportunities regarding distribution, assortment, placements, sales & Share Of Market via 5P excellence
- Builds, manages & continuously sustains an excellent & loyal customer partnership between Colgate and Dental & Pharmacy Professionals as well as the distributor’s team in assigned geographic territory in the given frequency
Responsibilities/
Describes the key responsibilities as well as the degree of authority of the generic role
- Responsibilities: Grow recommendations, generate demand, drive prescriptions, achieve sales & Share of Market targets in the assigned territory per sub-category for Professional Products, Toothpaste, Mouth rinse and Tooth brushes Achieve coverage requirements including Face to Face and remote detailing in dental offices & pharmacies. Monitoring of the defined assortment strategy on shelf, initiatives and promotional initiatives per classification (5P, Mandated Assortment Execution & commercial selling principles) Conducting amount of training courses, 1-to-many events and- the number of people reached Challenging traditional approaches and implementing new digital engagement formats
- Effectively delivers brand and product superiority messages using latest and up-to-date company provided communication materials, value propositions & activation programs in digital and other formats towards assigned target groups influencing customers to personally use, purchase, prescribe and proactively recommend Colgate-Palmolive products to their clientele & to make Colgate-Palmolive their preferred business partner for Oral Health
- Continuously identify & engage new customers, updates the pool of professional customers & integrates newly opened/founded high traffic customers into territory coverage
- Execution of 1 to many product education sessions within & outside opening hours (Lunch & Learn, evening events, Oral Care & Cocktails, etc.)
- Organizational support for regional advanced training and brand training, including on-site participation
- Updates Professional CRM database on a daily basis with relevant account and contact information; reports relevant interaction information and follows up on performance analytics
- Proactively keeps own oral care/oral health and product brand knowledge up-to-date and participates in all assigned and mandated company training
- Manages effectively the inventory of product samples and other marketing and service materials and provides feedback to manager and/or local Retail Marketing on learnings and feedback from professionals
- Systematically monitors and provides feedback on publicly available competitor activities to manager and local Retail Marketing
- Engage and communicate to distributor sales field force about business needs and activities developed in their assigned territory.
Range of Qualifications
Describes the formal education, experience, technical skills required to successfully perform the generic role
- Level of Education: Bachelor's degree in business administration or natural sciences; alternatively, a commercial apprenticeship / sales apprenticeship with a dental / pharmaceutical background Ideally certified for detailing of medicinal products (pharmacy representative training) At least 2-3 years of experience in the professional field in Romania (FMCG, cosmetics, OTC) Confident knowledge of Office programs e.g. Google G Suite, user knowledge in dealing with CRM/database systems Excellent negotiation & communication skills Structured way of thinking and an independent way of working Fluent written and spoken Romanian, very good knowledge of English Valid class B driving license
- Years of Experience (range): min. 2-3 years in-field selling experience is a must, preferably in an oral care, pharmaceutical or consumer goods company Experience working in oral health care will be considered a plus
- Functional Experience and Technical Skills: On the job experience with Field Force Automation tools (e.g. sale force CRM) and standard Microsoft Office software skills are required Excellent negotiation & communication skills
Required Functional & Leadership Competencies
List the top 3 Functional competencies required to successfully perform the generic role
Competencies
Behaviors
Influence and Negotiation
- Can express themselves clearly, concisely and convincingly
- Able to influence professionals for branded recommendation (and sales)
- Able to create impact with message and materials and communicate differentiation of brand & product
- shows growth mindset & strives for continuous improvement
Effective execution and planning and priority setting
- Understands the importance of prioritising customers in meeting business objectives, and executes with excellence
- Adapts quickly to new demands and challenges and maintains high performance
- Identifies hurdles and course corrects effectively and self-reliantly in a timely manner
- Managing ambiguity and adapts course of action to ensure excellence in execution.
Building relationships and customer focus
- Fully understands the professional, pharmacy & distributor environment and key stakeholder needs
- Finds new ways to get closer to the profession & pharmacy to increase their satisfaction
- Takes quick action to resolve specific issues
- Cross functional work to ensure “from dental office to pharmacy shelf to consumer home” path
Oral health knowledge
- Demonstrates a good understanding of the Colgate brand proposition towards professionals, pharmacies and patients/consumers
- Effectively communicates key messages and leverages support materials
