Sales Team Lead

POSITION SUMMARY

The D&P Team Lead is responsible for leading the commercial strategy, execution, and performance of the drugstore and pharmacy channel in Chile, covering national and regional chains, independent pharmacies, and relevant wholesalers or distributors, while also directly managing some of main customers.

This role drives sustainable sales growth, expands profitable distribution, strengthens strategic customer relationships, and ensures best-in-class execution across the channel, aligning priorities with company objectives and delivering results across sales, distribution, market share, availability, and profitability.

Additionally, the role ensures the effective implementation of pricing, assortment, trade investments, promotional plans, and commercial initiatives in close coordination with Customer Marketing and other cross-functional partners.

ACCOUNTABILITIES

1. Channel Strategy & Business Planning

· Lead the development and execution of the drugstore and pharmacy channel strategy in Chile, aligned with company priorities.

· Build and deliver the Annual Business Plan (ABP) for national and regional pharmacy chains, independent pharmacies, and relevant wholesalers or distributors.

· Identify growth opportunities across categories, customers, formats, geographic coverage, assortment, and points of sale.

· Monitor market trends, competitor activity, customer dynamics, and changes in the Chilean drugstore and pharmacy channel.

2. Sales Performance & Execution

· Ensure achievement of sales, distribution, market share, availability, and profitability targets across the channel.

· Drive excellence in point-of-sale execution, including assortment, on-shelf availability, visibility, merchandising, pricing, and promotional compliance.

· Monitor and analyze sell-in, sell-out, inventory, and customer performance to identify risks and growth opportunities.

· Lead action plans to close performance gaps, improve execution, and accelerate sustainable channel growth.

3. Customer, Distributor & Wholesaler Management

· Develop and manage strategic relationships with national and regional pharmacy chains, independent pharmacy groups, wholesalers, and distributors.

· Build joint business plans with priority customers and ensure alignment between customer execution, distributor capabilities, and company strategy.

· Lead commercial negotiations, including pricing, assortment, rebates, promotional plans, service levels, and other trade conditions.

· Ensure the timely and accurate implementation of commercial agreements, launches, promotional activities, and customer-specific initiatives.

4. Commercial Governance & Financial Management

· Ensure compliance with company commercial policies, governance standards, and applicable local requirements.

· Manage trade investments, rebates, discounts, promotional budgets, and customer agreements with a focus on return on investment.

· Monitor channel and customer profitability, inventory levels, portfolio days, returns, deductions, and working capital indicators.

· Oversee Order-to-Cash performance and coordinate the resolution of service, credit, claims, and collection issues affecting the channel.

5. Team Leadership & Cross-Functional Collaboration

· Lead, coach, and develop the commercial team responsible for drugstores and pharmacies, setting clear priorities and performance expectations.

· Build a high-performance culture focused on customer centricity, collaboration, accountability, and execution excellence.

· Monitor team performance and provide continuous feedback, coaching, and development plans.

· Partner with Customer Marketing, Supply, Finance, Customer Service, and other functions to deliver integrated plans and resolve execution barriers.

KEY PERFORMANCE INDICATORS (KPIs)

· Sell-in, sell-out, and market share growth (vs ABP)

· Numeric and weighted distribution by customer and format

· On-shelf availability, assortment, and execution excellence

· Trade investment efficiency and customer profitability

· Inventory levels, portfolio days, returns, deductions, and overdue receivables

· Customer service levels and execution of joint business plans

REQUIRED SKILLS AND EXPERIENCE

· Bachelor's degree in Business Administration, Commercial Engineering, Industrial Engineering, Marketing, or a related field.

· 5+ years of commercial or sales experience within FMCG, consumer health, pharmaceutical, retail, or related industries.

· 3+ years of experience working with drugstores, pharmacy chains, wholesalers, distributors, or comparable retail channels in Chile.

· Proven experience managing strategic customers, commercial negotiations, and sales teams.

· Strong knowledge of sell-in, sell-out, assortment, pricing, trade terms, promotions, and point-of-sale execution.

· Strong commercial, analytical, financial, and negotiation capabilities.

· High execution focus, customer orientation, and results-driven mindset.

· Advanced Excel and proficiency with commercial reporting or BI tools (desirable).

· English: intermediate to advanced.

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