Current Vacancies at L'Oréal

KEY JOB ACCOUNTABILITIES:

Implement the medical strategy to increase prescription and recommendation of brands by health professionals to grow sales

• Enhance the image and increase prescription and recommendation of the brands.
• Visit targeted doctors in the sector and present the brand’s products and services to increase prescriptions and develop a global approach to the patient.
• Promote the brands’ added value by emphasizing the technical and scientific characteristics of the products and services.
• Get to know the environment, the pathologies, the products and the useful communication techniques for promoting the products and services.
• Represent the brand/the Division at every contact opportunity with health professionals and ensure they are followed up (congresses, ongoing medical training)
• Implement the medical visit strategy - Respect target coverage, visit frequency and product cycles
• Make systematic use of available promotional tools (sales visit aids, brochures, publications)
• Use all available communication channels to increase message frequency and enhance customization
• Implement communication techniques to adapt to doctor’s needs and personalise the approach
• Check on the presence and correct distribution of the products within the pharmacies/drugstores situated near to the prescribers
• Ensure synergy with commercial teams to increase sell-out.
• Analyse the sector and make proposals for sectorial action plans to improve return on investment
• Analyse one’s own results and those of the competition - Implement corrective and improvement action plans Manage administrative and reporting tasks
• Organise and optimise visit planning - Master and use monitoring tools for CRM/CLM
• Call on and manage the dispensing doctor sales
• Collaborate on Synergies with commercial retail team
• Training for relevant partners

SKILL, KNOWLEDGE REQUIREMENTS AND EXPERIENCE

• Relevant qualification or degree
• Min 2 years of sales experience (Pharmaceutical or FMCG dermatology preferred)
• Knowledge of the dermo cosmetic/Pharmaceutical regulatory environment
• Knowledge of sales concepts specifically in a medical environment (Call Planning, Call Rate target, frequency KPI, Sales Targets, Sell-In)
• A driver’s license.
• Track record of success in building medical relationships and sales
• Willingness to travel

PERSONAL ATTRIBUTES

• High learning agility
• Decisiveness and Action Orientation
• Results oriented
• Customer focus
• Ability to prioritise and multi-task
• Good interpersonal skills
• Excellent verbal, written communication and presentation skills
• Applies entrepreneurial and commercial thinking

GENERAL

• Strong Business acumen
• Problem solving
• Networking and influencing
• Attention to detail
• Interpersonal awareness / empathy
• Verbal and written communication skills

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KEY JOB ACCOUNTABILITIES:

• Under the Division Commercial Director authority, build the field force action plan to implement the Division strategy (according to commercial and brand strategy). 
• Pilot their performances and their KPIs on sell in and sell out drivers. 
• Set field team individual qualitative and quantitative objectives (turnover, launches, assortment, space and visibility, training, incentives, promotional animations, etc.) according to the region, channel. 
• Allow an efficient communication flow between the different stakeholder (Field / headquarter, retailer’s regional HQ and stores). 
• Define the field organization with the commercial director. Recruit, coach and animate his team and foster with his regional sales managers a culture team of instore excellence. Build and leverage field team bonus scheme.
• Secure that the strategies of partner functions and all national and regional agreements with retailers are in place to monitor efficiently the growth drivers / prepare the appropriate incentive plan which will motivate his team / achieve the results.

PROFESSIONAL & TECHNICAL COMPETENCIES:

MASTERS COMMERCE FUNDAMENTALS 

• Activates Business Drivers
• Pursues turnover and profit optimization 
• Stays up-to-date with market, consumers & competitors  
• Builds on categories Shopper insight 

DEVELOPS CUSTOMER CENTRIC BUSINESS 

• Collects and connects comprehensive knowledge about the retailer/prescriber/Salon 
• Influences the retailer/prescriber/Salon  
• Builds retailers development plans 
• Manages intermediate agent relationships 
• Adapts brand distribution strategy 
• Collaborates across functions 

BUILDS SELLING PROPOSITION & NEGOTIATE 

• Builds Selling story 
• Sets negotiation priorities 
• Conducts Win-Win negotiation 
• Ensures compliance 

MONITORS SELL IN & SELL OUT EXCELLENCE 

• Forecasts business with accuracy 
• Drives Point of Sales field execution 
• Follows-up & controls 
• Masters brand selling scenarios 
• Manages BA/DA staffing & relationship