Responsable de Secteur Oral Care Sud-Est (07 26 38P 84P) - CDD - H/F

Job description

Who we are ?

Pierre Fabre is the 2nd largest dermo-cosmetics laboratory in the world, the 2nd largest private French pharmaceutical group and the market leader in France for products sold over the counter in pharmacies.

Its portfolio includes several medical franchises and international brands including Pierre Fabre Oncologie, Pierre Fabre Dermatologie, Eau Thermale Avène, Klorane, Ducray, René Furterer, A-Derma, Naturactive, Pierre Fabre Oral Care. 

Established in the Occitanie region since its creation, and manufacturing over 95% of its products in France, the Group employs some 10,000 people worldwide. Its products are distributed in about 130 countries. 86% of the Pierre Fabre Group is held by the Pierre Fabre Foundation, a government-recognized public-interest foundation, while a smaller share is owned by its employees via an employee stock ownership plan. 

In 2019, Ecocert Environment assessed the Group’s corporate social and environmental responsibility approach in accordance with the ISO 26000 sustainable development standard and awarded it the “Excellence” level.

Pierre Fabre is recognized as one of the "World's Best Employers 2021" by Forbes. Our group is ranked in the Top 3 in the cosmetics industry and in the Top 10 in the pharmaceutical industry worldwide. 

Your mission

Contribute to the growth of the ranges of the brand(s) entrusted to him for their promotion and development among pharmacy teams.
The activity integrates 4 main missions:
- 1/ order taking (Sell in)
- 2/ securing and implementing actions aimed at consumers in the pharmacy (Sell Out)
- 3/ training, advice and involvement of pharmacy teams
- 4/ management of BtoB influencers in the sector

DETAILED RESPONSIBILITIES

• Field activity:
- Visit the defined sector and all people targeted by the company useful for developing sales of the brand's products.
- The target customers today include pharmacies and parapharmacies. This target could change over time
- Ensure optimal customer follow-up according to guidelines determined by the company:
- Average number of daily visits to be carried out
- Systematic and complete planning of appointments 4 weeks in advance
- Visit frequency according to customer targeting and target coverage over the different cycles
- Each visit must be subject to:
- Synthetic, specific and factual report on the elements of growth levers of the next visit
- Preparation of a summary visit, based on the report (the elements of growth) in order to define specific actions and objectives.
- Establish reports according to the directives given and administrative procedures: activity summary; monitoring tables, expense reports, leave, etc.
- Systematically use the supports offered by the marketing department to ensure the sales visit.

• Sell In
- Ensure negotiation and order taking by using all the tools and services made available by the company, according to the defined conditions of sale.
- Open all identified markets offered by the brand
- Optimize restocking orders by encouraging the pharmacist to use pharmaML or EspacePro or any form of EDI.
- Monitor and take control if necessary of EDI orders to ensure potential sales.
- Use all the tools made available to anticipate and limit disruptions. And be proactive in managing shortages in the sales area.

• Sell out
1/ Motor means
- Promote and resell commercial operations aimed at patients/consumers (BRI, RSO)
Secure the proper promotion within the planned time and under the right conditions of these actions
- Obtain the best visibility for these operations
- Promote and resell merchandising recommendations
- Implement merchandising if it is not in line with agreements / recommendations
- Otherwise in the best interests of the brand
- Manage the coop budget in order to obtain the best ROI by setting up specific operations with pharmacists (to be validated with the DR)
- Management and support of animated points of sale
- Organize and lead practical workshops and training evenings, multi-dispensaries…

2/ Training our clients and their teams
- Carry out “flash” training during pharmacy visits to the pharmacists/collaborators present in the pharmacy team during the visit
- Training on the current launch(s)
- Training on the promotion(s) of the month
- Sell and encourage pharmacy employees to participate in the distance learning courses that are offered
- Promote to pharmacy teams the support offers offered by the Brand (webinar, expert courses, etc.)
- Develop arguments allowing cross-selling in order to increase the volume of our products.
- Organization of staff

• Influence
- Develop collaboration with partner networks (groups, CAPs, wholesalers, and opinion leaders, etc.) in support of KAMs.
- Contribute regularly to feedback from the field and the sharing of best practices.
- Provide training (one-off interventions, days, evenings, etc.) in the faculties of pharmacy, CFA or any other targets determined by Management.
- Provide information on our products during conferences

Who you are ?

De formation commerciale Bac+2 à Bac+5, vous justifiez d'une première expérience commerciale réussie (stage, alternance…), idéalement en pharmacie ou parapharmacie.

La connaissance du circuit de distribution pharmaceutique est un véritable plus.

La connaissance de la clientèle du secteur est un atout.

Vous avez une bonne maitrise des techniques de vente et de négociation.

Vous maitrisez les outils bureautiques.

Au-delà de vos compétences techniques, vous êtes reconnu pour :

- Votre force de persuasion,

- Votre sens du service client et votre sens du résultat,

- Vos qualités relationnelles et de communication.

Le permis B est indispensable.

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.