Channel Head - National Accounts
Channel Head - National Accounts
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Job Description
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 20000 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
Role purpose:
A Channel Sales Head for Beiersdorf (f/m/d) will take over responsibility for our direct customers (National & International Accounts Hyper / Supers Discounters Departamental) in close cooperation with their Sales Directors. Together with Key Account Managers they will work on optimally staging our products in retail for consumers and thus seizing growth potential for both Beiersdorf and the retail partner. Execution and Distribution are key pillars to ensure our targets in the different Retail Environments
Main competences & proficiency:
Stakeholder & Customer Relationship Management
Establishes/builds relationships at top level.
Leverages industry expertise and consumer insights to develop a collaborative future focused strategy that drives aligned business growth for Beiersdorf and the customers.
Value Chain Understanding & Financial Rigor in Decision Making
Connects dots and insights using the ABP/Sales Mandate framework and puts together compelling business cases with size of prize to support fact-based decision making.
Understands retailers financials margins and forecasting able to clearly link it to opportunities and risks to Beiersdorfs SOI.
Negotiation
Develops a negotiation strategy in collaboration with the KAM and cross-functional team.
Enters negotiations in superior levels well-prepared and with clear objectives in mind.
Executional Excellence (4Ps excellence)
Ensures the right products are in the correct retail environments (Group accounts) in the right location on shelf at the right price supported with financially sound promotional activations.
Leads POS strategy plans that deliver maximum profitable impact of top initiatives.
Ensures focus and attention to consistency of ATL & POS execution
Talent development
Engages and leads cross functional teams to ensure alignment and long-term growth.
Lead and coach KAM/KAE Guiding and developing their objectives and competences.
Connect business challenges with team implications and development needs.
Your Profile
- Bachelors or masters degree with at least 7 years of professional experience in Sales/Marketing/Shopper and Category Management/Controlling or in comparable functions
- Strong affinity for conceptual work and negotiation skills
- Assertiveness and self-confident appearance
- Analytical and strategic thinking
- Practical experience in negotiation and discussion techniques
Employment Type
Full-Time
