Distributor Business Development Manager

At Beiersdorf, we want to help people feel good about their skin - and our commitment goes far beyond caring for skin. For 140 years, we have developed innovative skin and body care products for well-known brands such as NIVEA, Eucerin, La Prairie, Hansaplast, and Labello. We act according to our purpose, WE CARE BEYOND SKIN, and take responsibility for our consumers, our employees, the environment and society.

Behind every brand, every product and every accomplishment are our more than 20,000 employees. It is for them that we live an inclusive culture of respect and trust that is strongly aligned with our values - CARE, COURAGE, SIMPLICITY and TRUST. We also embrace diversity by valuing the uniqueness of each individual and being committed to equal opportunities for all.

Your Tasks

In this role, you will be working for our brands Eucerin & Hansaplast. In this role you are responsible for managing and developing business with assigned distributors across export markets (Montenegro, Kosovo, Albania, Bosnia & Herzegovina).

The main tasks are:

• Supporting, managing and supervising of cooperation with assigned distributors.
• Establishing and maintaining business relations and long-term cooperation with all relevant parties.
• Achieving BDF sales targets defined for the portfolio of distributors for which responsibility is assigned.
• Executing the BDF sales strategy and proactively proposing business development initiatives with a short-term and long-term perspective.
• Supporting actively distributor's sales processes and looking for opportunities to grow numerical distribution.
• Participating, together with distributors, in negotiations with pharmacy chains and pharmaceutical wholesalers in the respective market.
• Developing and implementing a commercial strategy for assigned distributors and achieving market share, margins and client contributions objectives.
• Monitoring and adapting the execution of agreed activities and taking proactive initiative to find every opportunity to optimize distributors’ turnover and profit in accordance with the BDF sales strategy.
• Implementing and controlling company's guidelines for the optimal assortment, shelf space and promotional activities.
• Planning sales development per market, distributor and brand group in line with strategic plans.
• Collaborating with colleagues from other sectors to ensure reaction to various market situations.
• Issuing and handling all documents required for daily communication with assigned distributors.
• Continuously analyzing business results based on relevant KPIs versus the business plan and identifying additional growth opportunities and necessary corrective actions.
• Managing and motivating distributors to achieve sales goals, distribution goals, sales forecasting, and point-of-sale activation goals.
• Visiting markets, conducting store checks and discussing execution level with distributors’ sales teams.
• Participating in the creation of the annual business plan for distributors/markets in their area of responsibility.
• Negotiating annual cooperation frameworks, harmonizing and controlling business indicators.
• Managing budgets for investments in the markets and is responsible for the achievement of business indicators.
• Communicating daily with distributors.
• Managing independently full-scope collaboration with distributors.
• Building sustainable, strong, and trusting customer relationships.

Your Profile

• Completed university degree. A degree in Pharmacy, Medicine, or Dentistry is considered an advantage.
• Understanding of the pharmaceutical wholesale business, including its operating model, commercial processes and key business drivers.
• Experience in working and negotiating with pharmacy chains, with a good understanding of their business models, commercial needs and decision-making processes.
• Strong understanding of medical detailing methodology, including effective call planning and execution, structured engagement with healthcare professionals, and the ability to translate medical visit into actionable product recommendations.
• Strong understanding of pharmacy hot-spot identification and development, with the ability to effectively connect healthcare professional recommendations with pharmacist recommendations and translate these into business opportunities.
• At least 4 years of professional experience in sales with focus on account, category and distributor management.
• Can-do attitude, entrepreneurial thinking, assertiveness, creativity.
• Organizational skills, reliability, ability to work independently.
• Strong analytical skills and proficient use of MS Office, especially Excel and PowerPoint.
• Commercial and strategic thinking.
• Negotiation skills.
• Proficient in Serbian & English language.
• Willingness to travel 25%-40% of the time.