Commercial Director DCPC

Pierre Fabre is a French pharmaceutical company, pioneer in dermo-cosmetics with notably iconic brands, Avène and Klorane.

With more than 10,000 employees worldwide, the company has subsidiaries in 42 countries. In 2020, Pierre Fabre Group generated over 2,3 Billion euros in revenues.

Nature is at the heart of our approach at Pierre Fabre, to explore and innovate for health care and beauty. A company with strong values, our purpose is at the core of our commitment to inspire our work every day.

“Every time we care for a single person, we make the whole world better.”

In the expansion of our Australian subsidiary based in North Sydney, we are currently seeking candidates to fill in a

Full time

position as

Commercial Director S1Your mission

2.1 Strategy & Planning:

• Set the overall direction for commercial growth through strategic planning and evaluation by establishing strategic road map that supports and advances the business objectives locally and globally.
• Identify priority clients (based on share of the business and potential for growth), develop long-term Joint Business plans with them to leverage on the exclusive partnerships in securing future business, maximizing brands visibility and dollar value of the promotional support at a client’s expense
• Development of commercial plans including budgeting and forecasting for the short and long term

Sales Force Effectiveness

• Propose, plan, organize and monitor quantitative and qualitative effectiveness of sales force (Account Executives and Trainers/Product Specialists)
• Manage continuous improvement of targeting model and approach, optimize numerical distribution.
• Manage and optimisation of CRM application, maximizing the value of teams and improving KPI ranking at local and global level.

2.3 Continuous improvement:

• Actively contribute to the continuous improvement of Pierre Fabre Australia’s dermo-cosmetic products and internal processes.
• Work closely with other teams (finance, logistic, marketing, QRVI) on implementation of various Company projects to assess the potential, risks and propose optimum solutions.
• Contribute to deployment of Green Mission and CSR strategy 

2.4 Service Performance:

• Monitor, analyse and report the performance of customers including but not limited to: market penetration, customer satisfaction, financial performance and return on investment.
• Ensure the Company’s profit targets are met via developing and implementing improvement plans;
• Monthly performance review to provide to top management
• Work closely with Supply Chain for continuous improvement and execution (forecast accuracy, inventory management, out of stock management, agreements with banners)

Channel management:

• Identify and deploy channel distribution according to the Group strategy by franchise.
• Define the right brand portfolio architecture by channel including strategy development and implementation of the promotional plan, and execute accordingly
• Negotiate commercial plans with banners including all trading terms changes, and ensure price negotiations are validated and in line with company requirements
• Ensure consistency of the consumer journey between on and offline, and all others relevant touchpoints.  

Staff Leadership & Management

• Coach and supervise KAM/s in strategy development, business planning, category management and promotional budgeting; moving them towards management of larger accounts.
• Actively coordinate between pharmacy sales force and trainers / Med Reps to generate strong synergy and effectiveness (sell in/ sell out) between teams (KAM / Marketing / Training / Sales Field)
• Manage CRM Coordinator to ensure the Veeva CRM system is fully operational and meets the needs, objectives and strategic imperatives of the business.

2.7 Business Development (New Zealand)

• Analyze order vs forecast
• Manage relationship with New Zealand Distributor for PFDC Brands
• Negotiate Distribution Agreement and legal terms
• Provide pricing proposal for new products
• Foster synergies between NZ and AUS commercial plans

We are convinced that diversity is a source of fulfillment, social balance and complementarity for our employees, which is why our offers are open to all, without restriction.