OTC Sales Specialist

The purpose of this job is to develop the channel to penetrate 3M Consumer Healthcare product portfolio in both OTC and new channels. In order to achieve the fast growth of this category in Vietnam market, the job holders need to deploy the marketing activities effectively to win over competitors and shape the category as a category leader.
Accountability:
1.Category and channel understanding :
•Understand wound care/ breath care/ skin care dynamics, competition, retailer insights to identify and propose growth opportunities in order to achieve annual sales plan
•Understand the value chain map to support channel penetration.
•Understand the metrics of identified channel segment – universe / numeric reach / weighted reach, competitive intensity, influencers and decision makers, identify their behavior and habits, including problems and key business drivers
•Identify key competitors and substitute products, proposition and predict likely future trend and user behaviors.
2.Responsible to develop Market Coverage Plan for OTC channel and new channel for Consumer Health Care Division:
•Pricing Strategy Development
Develop clear pricing structures for every segment with distributor
Understand full “pocket pricing” principles after rebate and promotional schemes
Understand distributor P&L and channel rebates scheme
•Distribution Strategy Development
Propose and align with Channel Strategy to implement for the targeted product groups from a mix of 1st Tier distributor, 2nd Tier Sub-Distributor, pharmacies and direct customers
Understand deeply value chain of relevant industries to ensure right product/service offers
•Sales Plan and Report
Develop annual sales plan including coverage/volume/value and NPIs penetration
If required, support Marketing team to conduct the channel research or develop channel incentives scheme
•Demand Forecast
Responsible for monthly sell out and sell in forecast for the assigned product groups – based on quarterly sales target
 Attend and contribute to the Monthly Forecasting Meetings and ensure full alignment with business forecasts