Senior Manager Commercial Strategy & Implementation - Central Sales Team


Chatillon, FR, 92320 Madrid, ES, 28046 Oslo, NO, 484 Warsaw, PL, 02-653 Belgrade, RS, 11000 Kyiv, UA, 2099 Budapest, HU, 1138 Metamorfosi Athens, GR, 14451 Herrenberg, DE, 71083 Vienna, AT, 1030 Bratislava, SK, 821 01 Zurich, CH, 8001 Oborishte Region, BG, 1517 Plelo, FR, 22170 Stuttgart, DE, 70173 Horsholm, DK, 2970 Porto Salvo, PT, 2740-262 Lisbon, PT Istanbul, TR, 34732 Saint-Malo, FR, 35400 Kista, SE, 164 07 Dublin, IE, D02 TY74 Chatillon Cedex, FR, 92320 Sant Cugat del Valles, B, ES, 8174 Bucharest, RO, 12423 Rome, IT, 148 Rome, IT, 00147 Wevelgem, BE, 8560 Rotterdam, NL, 3062 CE Nazareth, BE, 9810 Jette, BE, 1090

Description Overview

Exciting opportunity for a senior professional to join the Central Sales Team, Consumer Self-Care International ( CSCI) team. This role offers a remote working pattern and can be based in any of our locations across Europe. You will be responsible for Customer Strategy & Implementation (CS&I) Planning and Execution. This is a mission-critical function that represents the voice of the shopper & customer within the Category & Brand teams to add value to the business by maxing out our internal plans with better fit for the market and develop DVRPs guidelines for Best In Class Execution in the markets 


Scope of the Role

Leading the vision for the Customers & Shoppers’ Strategies & Implementation the scope defined for Brands & Categories 

  • Defining the Commercial & Shoppers Strategies and Guidelines for Implementation that can be used internationally and can be adapted & tailored in local markets 
  • Leading a winning omnichannel strategy for the core priority brands & categories
  • Impacting & influencing the central-lead categories’ & brand strategies (NPD & Core Business) with sales & shoppers’ centric lenses
  • Influencing Categories Strategies with Commercial & Shoppers lenses in the New Product Development, Portfolio Management, Development of communication and brand assets (tailoring for POS & Customers), and building of the Middle to Long Term Vision of Category Development
  • Integrating inputs of the whole Central Sales team & insights of local commercial & shoppers entities to fuel categories’ and brands’ strategies
  • Supporting the Director of CS&I in coordinating and supporting countries in using the international model to execute their business strategies and initiatives by sales channels on core categories
  • Contribute to the development of a powerful team of local CS&I experts by providing guidelines to ensure strategies are executed at local level with consistency and added value
  • Fueling the content to lead the Category and Channel Development Capabilities agenda within the local teams
  • Providing Support in aligning Category Management activities with Third party and internal stakeholder / Shopper marketing initiatives with internal and customer stakeholders
  • Integrating Customer Development functions to deliver brand/marketing plans while improving return & profitability 
  • Establishes and brings to life the vision to lift the Shopper & Customer and Experts organization in alignment with the full Commercial team, in part through transformative trade management strategies and bringing the voice of the customer upstream to influence fit for channel and customer innovations.
  • Disruptively leads the channel pivot to grow in Sales and Margin and extends gravitas and presence broadly across the Perrigo Leadership team (Local and Global), and the broader CS&I Community.
  • Develops team skills to focus on driving profit and ROI from all the Shopper & Customer activities implemented.  
  • Positively influences, collaborates with and communicates to the stakeholders in the corporate headquarters, operating regions and operating countries to achieve the successful execution of the CS&I strategies   
  • Develops and implements CS&I commercial & shopper tools and processes enabling consistent implementation and tracking throughout categories and regions
  • Omnichannel expansion & Category Management at point of purchase 
  • Distribution management & Promotion
  • Consumer Pricing* (*at the sole discretion of the retailers) 
  • Supports the adaption of Perrigo’s central international sales strategies, systems and plans to meet Perrigo’s local market needs
  • Work with consumer marketing teams to provide sales input to new product development and new business initiatives, managing trade launches to a level of excellence.
  • Develops category strategies at point of purchase and ensure incorporation into implementable plans
  • Develop content on the relevant scope of categories-brands to train and develop teams at local level in customers and shopper principles and tactics

Experience Required

  • Command Skills:  Relishes leading; takes unpopular stands if necessary; is looked to for direction in crisis; faces adversity head-on; energized by tough challenges.
  • Strategic Agility:  Sees ahead clearly; is future oriented; paints credible pictures and visions of possibilities and likelihoods; creates competitive and breakthrough strategies and plans.
  • Learns on the Fly:  Learns quickly and relentlessly when facing new problems; open to change; experiments and will try anything to find solutions; enjoys the challenge of the unfamiliar.
  • Organizational Agility & Political Savvy: Knows how the organization works; gets things done through formal channels and informal networks; manoeuvres through political situations by anticipating land mines and planning approach accordingly.
  • "Omni-Channel" Business Acumen:  Understands the complex external environment and internal workings and constantly adapts framework for solving business challenges with the evolution of the landscape.
  • Minimum 5+ years of increasing responsibility within CPG or the Consumer Health industry.  Minimum five years of experience in sales, business planning, customer marketing or relevant roles leading teams.
  • Experience within Shopper & Trade Marketing and Sales Teams
  • Experience managing analytically rigorous corporate programs
  • Experience with's, omni channel integration
  • Experience with international scope
  • Experience within Shopper & Trade Marketing and Sales 
  • Ability to create strategies, processes and controls to ensure top-notch execution of various programs including trade funds management.  Also has an understanding of S&OP, Stage Gate and other planning processes.
  • Proven ability to translate sales data and business intelligence into insights informing the development of sales strategies.
  • Experience in continuous improvement of forecast models, segmentation frameworks, sales incentives, pricing strategies, and capabilities/reporting tools that enable development and execution of channel strategies.