Trade and Pricing, Senior Specialist or Manager

At Allergan Aesthetics, an AbbVie company, we develop, manufacture, and market a portfolio of leading aesthetics brands and products. Our aesthetics portfolio includes facial injectables, body contouring, plastics, skin care, and more. Our goal is to consistently provide our customers with innovation, education, exceptional service, and a commitment to excellence, all with a personal touch. For more information, visit https://global.allerganaesthetics.com/. Follow Allergan Aesthetics on LinkedIn.

KEY DUTIES AND RESPONSIBILITIES:

1. Lead price setting and management

• • Centralize pricing data and create prices of each customer based on the commercial policy
  • Evaluate pricing approval request
  • Submit new price data to BPO
  • Implement monthly/quarterly pricing reviews across the portfolio, taking appropriate actions where required
  • Ensure customers are classified appropriately, consistent with the role played in the supply chain with the pricing terms created appropriately e.g. Key account, Clinic, Wholesaler

1. Create route to market strategy/commercial deal

• • Evaluate and centralize business case analysis for commercial offers.
  • Create the route to market strategy for all products, working with Marketing Leads and Sales Leads to identify opportunities to increase domestic revenue and market share.
  • Design the end-to-end processes, from planning to execution, including customer engagement and negotiation, selection and contacting.
  • Oversee the project development and implementation of high customer impact initiatives.
  • Oversee all internal and external customer communications, especially relating to changes in pricing terms, product launches and withdrawals.

1. Oversight of commercial policy leadership

• • Define relevant commercial policies to maximize domestic revenue across all franchises, working with Marketing Leads, Sales Leads and Finance Leads to create best practice. Review these policies on at least an annual basis ensuring they continue to achieve stated aims.
  • Ensure that commercial policy develops in line with the changing competitor environment and customer requirements. Working with Sales Leads takes the lead in driving customer development opportunities to include the wider Allergan portfolio.
  • Work with Sales Leads to ensure the commercial policies are implemented effectively. Define and deliver training requirements, develop KPIs and tracking mechanisms to ensure the sales teams and commercial management have visibility of current performance.
  • Identify and execute commercial initiatives to optimize the ‘Established Brands’ portfolio.
  • Govern commercial policy processes and ensure relevant finance and compliance controls are implemented in all processes.

1. Development and implementation of trade processes

• • Lead the development of trade and supply excellence through identification and implementation of improved ways of working and the adoption of new technology and the tracking of KPIs.
  • Proactive engage and take part in parallel import trade discussions

1. Wholesaler Management (optional)

• • Manage relationship with wholesalers creating business development opportunities and negotiating the placement of Allergan products to support commercial strategies agreed with the Sales Lead.
  • Tracks performance and ensure adherence to any commercial agreements with these key parties. Responsible for renegotiation and termination (in agreement with Sales Leads) of any agreements not achieving its commercial objectives.

Main Contacts

• External: Key accounts and independent clinics, wholesales
• Internal: Marketing Director, Brand Manager, Sales Director, Sales Manager, International Business Excellence functions, Supply Chain / Customer Service, Finance

JOB QUALIFICATIONS :

Essential Skills, Experience and Competencies

• Experience in similar role at Consumer Healthcare, OTC, Medical Device industries (not reimbursement business)
• Experience in commercial policy development
• Building Trusting Relationships: Has a consultative approach, strong customer orientation and engagement; implements services to meet customers’ and organizations’ needs
• Sustaining Customer Satisfaction: Seeks and acts on customer feedback resolving difficult issues in a timely manner
• Broadening Business Value: / High Impact Communication: Quickly understands business operations, able to identify key opportunities and levers to develop business plans; excellent interpersonal skills, able to influence and negotiate effectively; focused on execution and delivery of results; uses initiative
• Building Strategic Work Relationships: Able to build cross functional relationships, demonstrates high interrelation and social skills, interacting externally and internally; able to lead and influence; has a teamwork / knowledge sharing attitude
• Technical / Professional Knowledge and Skills: Demonstrates a high level of analytical skill; leverages financial knowledge; keeps up to date with market trends and professional expertise; exercises sound judgement and decision making
• Continuous Improvement: Identifies opportunities; problem solving; seeks process improvement; flexible and adaptable; has self-motivation and demonstrates creativity; able to challenge the status quo
• Focusing on performance – ensuring accountabilities and driving results
• Building collaborative relationships
• Acting as an Owner – using resources and making decisions in the best interests of the company
• Excellence Focused – demonstrating passion and commitment to turning strategy into reality; driving results by focusing on prioritization, continuous improvement and innovation
• Influencing – persuading others to follow a path; can negotiate to win
• Inquisitive – showing curiosity; asking questions, and challenging the status quo to make strong decisions
• Open and Authentic – self-aware of impact on others, presents genuine self to form relationships, and magnifies diversity of markets, people and perspectives to drive business outcomes in an inclusive manner
• Optimistic – has a positive outlook; aligns with business needs and has a can-do attitude
• Native Japanese language skills, at least reading and writing English language skills is required

AbbVieは、誠実な事業運営、イノベーション推進、人々の生活の変革、地域社会への貢献、そしてダイバーシティ＆インクルージョンの促進などに尽力しています。AbbVieの採用方針は、人種や肌の色、宗教、国籍、年齢、性別（妊娠を含む）、身体的・精神的障がい、病気、遺伝情報、性同一性または表現、性的指向、婚姻状況、退役軍人やその他法的に保護されたグループに属するかどうか等に関わらず、高い能力を持つ優秀人財を従業員や候補者として差別することなく雇用することです。