International Sales Manager

il y a 2 semaines

Gent, Belgique Karo Healthcare Temps plein

Karo is at an exciting stage in its journey to become a €1 billion European leader in consumer healthcare. _
- Our purpose is to deliver better everyday health through smart choices and after a series of exciting acquisitions, we now own a strong portfolio of consumer healthcare brands, including E45, Decubal, Nailner, CCS, Multi-Gyn, Flux, Paracet, Alpha Foods, Remescar and Nutravita across Global markets. _
- Alongside a continued active M&A agenda, our target is to accelerate the growth of our current brand portfolio, growing 7-10% CAGR over the next 3 years. For our priority brands, this means double-digit growth, equating to growth well ahead of the category. To achieve this, we must serve consumers better than the competition and for Karo, this requires a transformation in how we build our brands, innovate and go to market._

**Aim of the job**

The International Sales Manager is responsible for the overall sales in the dedicated region and relationship with distributors/partners. The International Sales Manager contributes positively to the sales team through cooperative relationships and collaborative efforts to achieve team goals. Regional responsibility includes integration of new businesses generated from M&A in markets within the assigned region.

Responsible for key tasks such as (but limited to) negotiations, yearly marketing plans, price discussions, forecasting, sales follow up, and customer PnL. The International Sales Manager should actively reach out to internal and external stakeholders in order to make the best possible strategic decisions regarding assortment, prices, position, promotions as well as timings.

All above according to local legislation and in accordance with ethical guidelines and policies of Karo.

**Tasks and responsibilities**
- Secure sales and profit targets within assigned region
- Overall responsible for the sales in the dedicated region and included distribution partners
- Responsible to drive growth of top line sales and bottom line profit with assigned distributors. Impact of cogs, A&P and other sales related cost are therefore integral parts in order to manage market contribution
- Maintaining a strong relationship with partners and having an in depth understanding of the partner's business and of the market in which the partner is present, including:

- Long and short term partner plans, including portfolio mix
- By the end of each year, align with partner on marketing plan for the following year with clear activities and targets, linked to A&P budget. During the year follow up on plans and sales activities and ROI on investments made
- On monthly basis monitor and track sales against budget, forecast and versus last year, including in-market performance for specific brand and market combinations
- Forecasting (monthly update of rolling minimum 12 months forecast) and match against stock situation
- Contracts (NDA, EDA, LOA and amendments) - negotiate terms and conditions (eg Prices, Delivery Terms, Payment terms, MOQ, MAO etc)

**Responsible for integration of business from M&A in assigned region**
- Gather knowledge and understanding of the acquired business, including market information, sales and margins
- Together with direct Manager decide on business model in relevant markets
- Align with internal departments (Finance, Operations, Sci.Aff, Marketing) to secure smooth transistion
- Establish relationship with local affiliates to coordinate both transition to Karo and communication to the market, externally.
- Fully integrate the acquired business into Karo, making sure that the business runs seamlessly.

**Work according to internal structure and processes**
- Monitoring internal activities related to the partner. This requires the International Sales Manager to be knowledgeable of what activities that are being executed for the partner in support functions:

- Supply, e.g forecast, orders, lead time and correct prices to partner etc.
- Finance, e.g due diligence, payment, etc.
- Regulatory, e.g partner quality forms, registration & documentation, etc.
- Marketing, e.g. new products, marketing materials, websites and artwork
- Ensure that all activities are according to local legislation and in accordance with ethical guidelines and policies of Karo
- Present regular updates of regional performance as well as partner and brand performance

**Measures/Key Performance Indicators (KPrs)**:

- Sales increase in region
- Distributor's sales increase on Karo portfolio
- Brand coverage per market
- Coverage distributor reports (sales, forecast, stock)
- Customer satisfaction
- Order intake/billings
- Gross margin and brand contribution

**Requirements**:

- MSc Business / Management or equivalent
- Extensive experience from sales
- and/or marketing of Pharmacy products (OTC/Consumer Health) as well as FMCG (min. 5 years)
- Extensive experience in customer management, including customer planning and implementation, negotiations and building strong long-term cu

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