Job Description

GENERAL MISSION • Develop the sales in Iran with respect to the Bioderma business model: encourage the doctor’s prescription to reinforce our image amongst professionals as well as improve the quality of service and trading activities inside the POS • According to Bioderma’s brand values, ensure a high level of motivation and efficiency of a team composed of Medical Representatives, Pharma Rep and Skin Care Experts. MAIN TASKS: I. Sales development • Accelerate and maintain the growth in IRAN market • Manage the negotiations and approve the commercial deals with the pharmacy chains • Manage the relationships with the key stakeholders of the market (Doctors, Pharmacy Chain GM or decision-maker…) II. People management • Lead and animate the Iran commercial team • Be responsible for the performance assessment (Hom&Talent) and recognition (salary increase and incentive) • People development and talent management • Conflict management • Define and implement the key performance indicators that ensure an efficient monitoring of the field force activity (list non exhaustive): • Medical Visit: call quality (criteria including in the Physician Partnership Program), doctors profiling, targeting definition, call plan adherence (coverage and frequency of the targets depending on the doctors’ specificities), AV action and PR. • Pharma Rep : account sales analysis, respect the application of the annual deals, involvement of pharmacies in the Pharma Games, activity reporting including the coverage & frequencies of the targets, enhancement of the existing visibility & create new opportunities respect of the promotional plan, competitive activity reporting. • Skin Care Expert (SCE): product knowledge & selling skills scores, consumer data collection and skin diagnosis & skin machine usage. In addition, implement and follow-up along with their Manager the grading system as well as its rating categories • Set the annual target for the field team and define the split taking into account the following specificities: • Medical Visit: include the Direct Accounts • Pharma Rep: split the pharmacy chains • SCE: sell-out retail when available • Perform regular field visit, at least twice per month (store check, double visit with Pharma Rep and Med Rep) • Preparation of the cycle meetings: contribute to the workshop contents and animation III. Commercial policy: • Define and implement the commercial strategies according to the company’s objectives at each stage of the business model (doctors, POS and consumers) • Contribute to the marketing and sales plan in collaboration with the Marketing Team • Manage the commercial relationship with our Distributor by being the main point of contact • Manage the stock level of our Distributor • Ensure the alignment between the purchase forecast and the local sell-out • Define and follow-up the accuracy of the commercial driving means for the year in the IRAN market and perform the ROI analysis • Contribute to the annual business review presented to the HQ: sales and profitability analysis by range, customer analysis and impact of the new launches as well as trade activities… • Implement his/her own governance and monitoring inside the Commercial Team, especially with the operational managers ( Team Leader Pharma Rep , Medical Visit sales Manager and SCE Manager) • Collaborate with and coordinate diverse teams such as IRAN Marketing, IRAN Finance, HQ Sales Administration