Retail Channel Lead

• Create a viable business model for the current retail channel business (CSO for retail pharmacies, Sub-Distributor for pharmacies associated with private clinics) and potential future retail business models for Boehringer Ingelheim Vietnam, through internal cross-functional collaboration with current and future distribution partner.
• Lead development and execution of OPU operational plan for the retail channels across the defined TA/brands as well as across functions, with a focus on maximising customer engagement and execution excellence to drive sales growth and market share gain.
• Drive implementation with a focus on enabling synergies, execution excellence and customer centricity to ensure growth and profitability for the portfolio in the retail channel. Provide regular inputs/feedback to OPU HPLC, TA/brand teams and distribution partner.
• Demonstrate strong and dynamic leadership to drive the right mindsets and behavioral changes for increased collaboration, effectiveness and efficiency. Be directly responsible to drive effectiveness of the retail operational plan and activities.

• Contribute to the LTF/Outlook preparation by providing sales and investment planning.
• Develop LTF proposals for General Promotion, Direct Promotion and Field Force FTEs.
• Develop business cases/proposals for additional growth opportunities across the portfolio of products.
• LTF forecasting in retail channel.
• Timely creation of LTF proposals.

• Drive the retail channel performance in line with the OPU objectives.
• Ensure achievement of retail channel volume, market share and profit/profitability objectives of assigned brands.
• Manage performance, set targets, define KPIs, monitor execution on a monthly base and coordinate reporting with external partner to all internal stakeholders.
• Provide accurate forecasting based on demand development.

• As the single point of contact, collaborate across TAs to prepare the Integrated Customer Plan for all brands the retail channel including strategic imperatives, critical success factors and campaign tactics.
• Dedicated resources.
• Approved OPU operational plan.

• Define business process for the retail channel involving all internal and external stakeholders of the business.
• Work as one team to implement retail channel operational plan including multichannel customer engagement plan.
• Drive performance through high quality brand reviews, issue identification, brainstorming to offer / share medical-marketing solutions.

• Ensure cross functional alignment with ComOps, Promotion, Market Access, Medical Affairs and Marketing.
• Provide regular feedback and marketing/competitor/ customer insights to OPU HPLC, TA/brand teams and distribution partner to develop retail channel strategies and operational plan.
• Continuously update and educate the organisation on topics relevant to the retail channel, supporting the sales functions (internal and external) with updates and training materials for the TA/brands.
• Regular ROPU interactions via S2S and F2F meetings.
• Management reporting processes.
• Feedback from OPU HPMC on the cross functional working & key parameters of judgment, drive and influence across the ROPU in retail channels.

• Conduct monthly performance review based on set KPI, and make sound performance analysis and action planning.
• Manage allocated retail channel budget.
• In collaboration with ComOps, deliver monthly performance update and KPI reporting, with close monitoring of OPU market shares in the channel, immediately highlighting potential issues to HPLC and proposing solutions and counter measures.
• Communicate regularly key summaries/updates to HPLC in a clear and precise way to facilitate information sharing, consultation and efficient decision making, e.g. product knowledge, market/customer/competitor insights, market share trends vs. other areas/markets.
• Achievement of brand adoption and equity KPIs across OPUs.
• Timely updates to HPLC.
• Rigor and quality of response/action plans.

• Pro-actively engage with and manage multiple customers' needs and represents them in our decision making and planning.
• Execute medico-marketing initiatives to maximise customer engagement (to include top account initiatives, CME, multichannel).
• Manage relationships with business partners and customers in the OPU to drive and further build upon Boehringer Ingelheim's reputation as an externally focused organisation.
• Support/drive GTM transformation and adoption of Platforms and Process to enable excellent customer centric engagement.

• Lead and develop an effective matrix team committed to delivering stretch targets and achieving both short- term and long-term business objectives.
• Provide clarity on the goals and objectives to be achieved by the team.
• Ensure development of skills and abilities through ongoing feedback, coaching and development opportunities.
• Oversee and drive overall performance management, talent management of the team including succession planning.

• Support implementation and compliance to the Performance Management / Talent Management.
• Ensure that talents are properly identified, input is provided to development plans and that they are discussed in the cross validation and succession plans as well as implemented on the agreed timelines.
• Support that proper coaching is provided during the MAG discussions (midyear, year-end, or whenever the need arises).
• Ensure the adequate staffing of the external teams and the development and movement of talents are properly implemented. Support adequate staffing of the internal teams.

• Solid experience in pharmaceutical marketing and promotion at a managerial level.
• A prior track record of success in the pharmacy channel.
• Minimum 6-10 years marketing and sales experience.
• Minimum 3 years leadership experience.

• Business and Marketing Acumen
• Customer Orientation
• Strategy Development
• Project Management
• Effective Execution
• Relationship Management
• Decision making
• Highly developed communication skills both written and spoken, with the ability to convince and engage at all levels both internally and externally
• Ability to multi-task: organise, plan and solve problems effectively
• Strong business acumen, coupled with good balance of strategic thinking and operational rigor
• Strong analytical and planning ability
• Strong interpersonal skills
• Scientific orientation Passion for performance
• Proficiency in MS Office, Outlook and database application

Boehringer Ingelheim