Manager, Regional Field Sales

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 highperformance teams accelerating sellout growth strengthening relationships with strategic customers and ensuring flawless execution of the companys 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.

Essential Functions & Accountabilities:

1. Strategic Sales Leadership

Lead and develop the regional sales team fostering a highperformance culture strong results orientation and continuous talent development.

Responsibilities include:

• 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

1. Sales Strategy & Planning

Develop and execute the regional strategic sales plan ensuring alignment with the companys commercial objectives.

Includes:

• Regional sales planning
• Deployment of commercial targets
• Forecast management
• Identification of market expansion opportunities

1. Sellout & Market Share Growth

Ensure a strategic focus on sellout growth and consistent market share gains ensuring commercial initiatives generate real demand and category expansion.

Responsibilities include:

• Continuous monitoring of sellout indicators
• Development of initiatives to accelerate product turnover
• Identification of market share gain opportunities
• Implementation of commercial actions with customers to grow the category

1. Channel Development

Lead the strategic development of the regions key sales channels.

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 companys commercial strategies

1. Key Account Management

Develop and execute commercial strategies for the regions 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.

1. Joint Business Planning (JBP)

Develop and implement Joint Business Plans with strategic customers ensuring alignment on growth objectives and consistent execution of commercial initiatives.

1. 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.

Includes:

• Product availability
• Proper visibility and display
• Execution of promotional campaigns
• Implementation of merchandising materials
• Optimized shopping experience

1. Strategic Negotiation

Lead strategic negotiations with customers ensuring sustainable valuebased commercial agreements.

Includes:

• Structured negotiation with clear and measurable tradeoffs
• Ensuring return on commercial investments
• Building longterm strategic partnerships

1. Sales Force Effectiveness (SFE)

Ensure high productivity and effectiveness of the sales force through structured management of commercial processes and KPIs.

Includes:

• Monitoring commercial KPIs
• Territory coverage optimization
• Efficient use of CRM tools
• Tracking team productivity

1. Performance Management & PDCA

Apply management discipline based on the PDCA (Plan Do Check Act) methodology to monitor results identify opportunities and implement continuous improvements.

1. Leadership Mindset

The professional must act with a leadership and growth mindset demonstrating the ability to:

• Assume commercial ownership
• Challenge the status quo
• Identify market growth opportunities
• Mobilize teams for highimpact execution

1. Key Performance Indicators (KPIs)

Performance in this role will be measured by:

• Achievement of regional sales targets
• Sellin and sellout growth
• Market share gains
• Growth of the companys strategic products
• Development of the Medical and Retail channels
• Growth of strategic accounts
• Excellence in pointofsale execution
• Sales force effectiveness

1. DecisionMaking Authority

This position has autonomy to:

• Define regional commercial strategies
• Prioritize marketgrowth initiatives
• Lead strategic customer negotiations
• Direct commercial resources to maximize results

1. Crossfunctional Collaboration

Work collaboratively with:

• Marketing
• Trade Marketing
• Key Account Management
• Supply Chain
• Finance

To ensure consistent execution of the companys commercial strategy.

Travel:

• Frequent travel required within the assigned region (approximately 50-70%) to support field sales teams engage with key customers and ensure effective execution of commercial strategies.

Knowledge Skills and Abilities:

• Sales strategy forecasting and territory management

• Channel management and key account development

• Market dynamics competition 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 effective field execution

• Strategic Thinking

• People Leadership

• Commercial Execution

• English: Advanced proficiency (professional working proficiency)

Experience:

• 7 to 10 years of experience in sales or commercial management

• Proven experience leading sales teams

• Experience in negotiation and management of strategic customers

Education:

• Bachelors degree in business administration Marketing Economics Life Sciences or related fields

• MBA or postgraduate degree in Business Marketing or Sales Management preferred.