Công Ty TNHH Beiersdorf Việt Nam

JOB PURPOSES:
To act as a key business partner to Nivea Marketing & SCM team for all related commercial support like budgeting, innovation financial analysis, GM analysis, promotion evaluation, process control, other ad-hoc tasks to support decision making and business driving.
PRINCIPAL ACCOUNTABILITIES:
1. Business Accountability: Decision support and analysis
- Act as a challenging business partner to the MKT& SCM partner teams by anticipating business risks and providing sound value creating solution (financial consultant)
- Provide proactive commercial insights & transparency of SCM & Marketing operations decisions for effective resource allocation across the value chain.
- Drive transparency of compliance & advanced analysis on MB budget performance
- Analyze P&L Report by CAT, update monthly forecast P&L according to budget & sales from S&OP
- Monthly track innovation performance, and review assortment GM% with key drivers, proactively highlight to business team for necessary actions
- Prepare business case for new innovations
- Work with Reporting team for relevant required report submission to Region
- Other ad-hoc tasks or projects
2. Budget Controlling
- Monitor, tracking and follow up on trade, marketing expenditures for brand marketing activities & propose cost saving initiatives to budget holder.
- Follow up budget owner for budget phasing & make sure that it is in line with ABP or target commitment during the year based on SOI structure (Discount, rebate, VAS, A&P)
- Do monthly reconciliation & prepare monthly/quarterly report with commentaries as required
- Closely work with budget owners for monthly and yearly closing with accrual
- Coordinate with MKT and SCM to ensure realistic forecast
- Leading promotion pre & post evaluation for SCM activities

Mục đích công việc :
1. Hỗ trợ đội ngũ bán hàng trong việc quản lý các chính sách, thưởng liên quan đến NPP, khách hàng và nhân viên bán hàng
Support sales team in managing all the policies, incentive related to distributors, customers and sales team
2. Hỗ trợ Ban Giám Đốc trong việc ra quyết định dựa vào các dữ liệu cung cấp
Support BOD on making decision base on the data
3. Xây dựng dự báo bán hàng, đảm bảo cung cấp hàng hóa đầy đủ, kịp thời cho nhà phân phối và đội ngũ bán hàng
To ensure the products for distributors, sales team match with the demand and on time delivery
- Bên trong (Inside the company) : Sales team, Logistic, Finance, HR…
- Bên ngoài (Outside the company) : Distributor, third parties….
Mô tả công việc :
- Thiết lập và triển khai mục tiêu, chiến lược và bảng mô tả công việc cho các vị trí của phòng Hỗ trợ bán hàng.
Set up and deploy KPI/KPO, job description for all positions in Sales Operation Dept : KPI/KPO, JD approved
- Theo dõi và quản lý hợp đồng của nhà phân phối
Monitor and manage distributor’s contracts : Contracts are signed
- Quản lý việc tính thưởng, chiết khấu, các khoản hỗ trợ cho nhà phân phối
Monitor and check all incentives, discount for distributors : Incentive, discount approved
- Quản lý việc tính thưởng, chi phí cho nhân viên khối bán hàng, lương cho NVBH
Monitor and control all incentive, bonus, expenses for sales team and salary for salesman : Incentive, bonus, salary approved
- Thường xuyên viếng thăm nhà phân phối để động viên và khảo sát sự thỏa mãn của khách hàng về dịch vụ khách hàng, chính sách của công ty, các chương trình khuyến mãi, hoạt động của đối thủ cạnh tranh…
Regularly visiting distributors for motivating and survey customer’s satisfactions about company’s customer service, policy, promotion and competitor’s activities…. : Customer’s satisfaction survey’s result
- Phát triển các báo cáo trong qui trình bán hàng và tiêu chuẩn hóa báo cáo bán hàng ; Phát triển cac qui trinh trong phòng bán hàng, cộng tác với các phòng ban khác phát triển các qui trình có liên quan đến phòng ban hàng
Develops Sales reporting process, standardized sales reports; Develops SOP in internal Sales department and collaboration to develop SOP related sales department with other department : Daily/weekly/monthly reports
- Phân tích các báo cáo bán hàng hỗ trợ cho việc ra các quyết định liên quan đến chính sách bán hàng của Ban Giám Đốc và lực lượng bán hàng.
Analyze all sales reports for supporting BOM, sales team to make decisions : Daily/weekly/monthly reports
- Theo dõi và phân tích các thành tích bán hàng, các mục tiêu phát triển bán hàng: nguyên nhân, kết quả….và đề nghị giải pháp.
Tracking and analyze Sales Performance, objective: variances, root causes and suggest solution : Daily/weekly/monthly reports
- Đào tạo và dẫn dắt cấp dưới cải thiện kết quả công việc
Training, coaching subordinate to improve working efficiency Training courses
- Triển khai việc thực hiện AOP và target theo từng tháng theo từng vùng theo chính sách công ty
Implement the AOP, monthly target by region follow the company policies : AOP, target approved
- Phân Bổ & Quản lý ngân sách của phòng HTBH & Phong Sales
Allocation & Control the budget of Sales Operation Dept & Sales Dept : Budget report monthly
- Đảm bảo qui trình dự báo bán hàng được thực hiện và phối hợp giữa các phòng ban liên quan, xây dựng dự báo bán hàng theo các cấp độ sản phẩm cho tất cả các kênh bán hàng.
- Ensure Demand Planning process implementing and co operating among related function, build/Propose demand forecast at multi product levels for all channels and allocate target for regions : Monthly demand forecast
- Đánh giá, xem xét dữ liệu lịch sử bán hàng, khuynh hướng thị trường, xây dựng dự báo bán hàng.
Review historical sales data, sales trends, build the Forecast : Monthly sales demand forecast
- Làm việc tương tác các phòng ban liên quan để tổng hợp và phản ánh những hoạt động hổ trợ bán hàng, những giả định và dự báo sản lượng tăng thêm để phản ánh vào dự báo bán hàng, những tác động đến nhu cầu thị trường, đảm bảo dự báo bán hàng phản ánh thông tin đầy đủ, chính xác cho sản xuất và đội ngũ bán hàng thực hiện đạt chỉ tiêu công ty đề ra.
Interact with cross-functional for activities and incremental to reconcile demand forecast to reflect updated sales and marketing assumptions to ensure clear and effective information for production and Sales team to implement and achieve Company target : Monthly Sales demand forecast
- Phối hợp và trao đổi thông tin chặt chẽ những kế hoạch hành động với Phòng kế hoạch cung ứng để đảm bảo kế hoạch sản xuất đáp ứng nhu cầu dự báo bán hàng.
Closely communicated and work with SC/ Production to ensure production plan to response demand forecast : Monthly Sales demand forecast
- Phân tích, theo dõi và đánh giá độ chính xác của dự báo bán hàng, tìm giải pháp cải thiện đảm bảo độ chính xác cao nhất.
Analyze, monitor, evaluate Demand Forecast Accuracy, find out solution for improvement to ensure the best accuracy : Report
- Propose Monthly, quarterly target setting by region base on resource & support allocation : Monthly & quarterly

Main job objectives :
• Work closely with Marketing & Sales team to implement customer/channel plans based on strong shopper insights in order to achieve strategic objectives i.e. agreed level of volume, value, profitability and market share.
• Devise strategy and plan within the assigned segments and channel while ensuring excellent execution of all company activities at the store.
• Provide feedback to the business on channel marketing needs and to develop activities that satisfy these needs.
• Support sales team in the interface with key customers in assigned channels.
• To search and generate shopper/retailer’s insight and apply it to NIVEA visibility which can impact shopper purchase decision in favor of NIVEA brand.
Accountabilities :
• To align and integrate channel activities with marketing plans and category strategies.
• To ensure implementation of the channel strategy within agreed trade marketing spending budget.
( Each Channel Shopper Marketing budget & CAP 1 ( Discount/FOC) & CAP2 (Promotion COG)
• In charge for total visibility Strategy plan & POSM Development for Nivea.
Key tasks and responsibilities :
- WINNING VISION & STRATEGY :
• Business Strategy :
1. SCM Annual Company Activity Plan :
a) Contribute to BDF long-term category strategy planning: provide BDF management and Senior CCM Manager with information from channel, shopper, customer and joint-working category management with customer as well as competitor intelligence to conduct business analysis for future planning.
b) Contribute to the development of Channel strategy (3-5 years): provide channel development trends and customer marketing proposition & strategy to ensure that Channel strategy are developed based on strong and integrated shopper, channel and customer insight.
• Channel plans
- Total Category
- NIVEA Brand
2. Insight-based Category and National Channel Activity Plan Development
a) Assist in the development of integrated insights - channel, category, shopper - by providing appropriate information from channel analysis, joint-working Category Management projects and results from channel research.
b) Assist in the development and pro-actively update the national channel activity plans. Ensure alignment of the plans with category strategy and marketing plans as well as meet the requirements/limitations of each channel.
c) Assist in the development of tailor-made promotions and customer-specific activities to meet shopper/customer needs.
d) Follow the trade spend framework & channel investment plan when developing channel activity plans.
e) Initiate innovative in-store activities and activations in channel activity plans to successfully change shopper behavior and increase BDF brand sales.
• Category Management :
3. Be an expert in Category Management
a) Together with Sales Manager, identify the most appropriate category strategy and joint-working Category Management approach for each channel/customer.
b) Sell the concept, principle and chosen approach to selected customers for buy-in.
• Customer service strategy :
4. Business S&OP
a) Provide estimated volume of customer-specific and channel activities to be consolidated by SCM team.
b) Highlight gaps against customer/ channel targets for Senior CCM Manager so any forecast and supply issue to be resolved.
- EFFECTIVE COMMUNICATION :
a) Strictly follow the communication framework & standards for all CCM planning and deployment processes.
b) Ensure excellent and timely communication and co-ordination with relevant functional teams.
c) Communicate channel intelligence to BDF management & relevant team in timely, analytic & useful formats.
d) Manage and deliver all elements including selling kits of tailor-made promotion on-time.
- EFFECTIVE COMMUNICATION :
a) Strictly follow the communication framework & standards for all CCM planning and deployment processes.
b) Ensure excellent and timely communication and co-ordination with relevant functional teams.
c) Communicate channel intelligence to BDF management & relevant team in timely, analytic & useful formats.
d) Manage and deliver all elements including selling kits of tailor-made promotion on-time.
- CONSTANT MONITOR AND CONTROL :
Constant Monitor and Control :
a) Continuously monitor and evaluate the effectiveness of actual implementation as per agreed measures and process. Feedback to relevant functions for corrective actions and future planning..
b) Channel-specific & tailor made Promotion Effectiveness
c) In-store Blueprints
d) In-store excellence/In-store execution
Budget Monitoring and Control :
a) Recommend required budget & investment plan for the assigned channel.
b) Contribute to the management of Channel Profitability by managing a wise Trade Spend.
c) Evaluate actual spend Vs. Planned expenditure as well as the effectiveness of all channel promotions and POSM/sales support materials.

• Công tác báo cáo:
- Cập nhật chỉ tiêu và theo dõi tiến độ thực hiện Doanh số mua vào (Sell-in), Doanh số bán ra (Sell-out), sản phẩm tập trung (Cat Focus), chương trình Biệt Đội Tung Hàng (nếu có)
- Tổng hợp kết quả Doanh số mua vào (Sell-in), Doanh số bán ra (Sell-out) hằng ngày & cuối mỗi tháng
- Theo dõi tiến độ nhập hàng của từng khách hàng, mức đăng ký trưng bày, % Doanh số trưng bày và Doanh số tổng của Nhà Phân Phối
- Chạy báo cáo tồn kho cuối tháng nhằm mục đích chia chỉ tiêu Doanh số mua vào và Doanh số bán ra và theo dõi hàng tồn có hạn sử dụng còn lại dưới 15 tháng để bộ phận Hỗ Trợ Bán Hàng có kế hoạch lên chương trình khuyến mãi
- Cập nhật danh sách cách nhà phân phối đang hoạt động (stockiest list) và gửi cho bộ phận Hỗ Trợ Bán Hàng (SCM) và bộ phận Hậu Cần (Logisitcs) đầu mỗi tháng
• Hỗ trợ liên quan đến Nhà Phân Phối:
- Phân bổ và theo dõi đặt hàng của Nhà Phân Phối theo phân bổ
- Phụ trách hợp đồng Nhà Phân Phối (khi mở Nhà Phân Phối mới và khi tái ký hợp đồng mỗi năm)
- Hoàn tất thủ tục chuyển giao Nhà Phân Phối Cũ và Nhà Phân Phối mới (thỏa thuận chuyển giao hàng tồn kho, thanh toán các khoản hỗ trợ, hướng giải quyết các khoản chưa cấn trừ, công nợ tồn đọng)
- Làm những thủ tục cần thiết để Nhà Phân Phối trả hàng
- Chuyển hồ sơ yêu cầu thanh toán tiền trưng bày của Nhà Phân Phối đến bộ phận Kế Toán và phối hợp chặt chẽ với bộ phận Kế Toán để đảm bảo thanh toán đúng hạn
- Giải quyết khiếu nại Nhà Phân Phối liên quan đến trưng bày, khuyến mãi, nhập liệu, thưởng nhập hàng
- Gửi thông báo về chương trình khuyến mãi, hỗ trợ đến Nhà Phân Phối
- Gửi danh sách công nợ Nhà Phân Phối
• Thực hiện các chức năng trên Hệ thống:
- Tạo và lắp tuyến cho nhân viên bán hàng mới
- Hủy mã của nhân viên bán hàng đã nghỉ việc
- Tạo mã khách hàng mới, điều chỉnh thông tin khách hàng, tuyến khách hàng hiện có, xoá mã khách hang không còn hoạt động
• Hỗ trợ các yêu cầu thanh toán chi phí từ bộ phận bán hàng:
- Làm việc với bộ phận mua hàng để tạo mã khi có Trưởng Vùng/Trưởng Khu Vực mới
- Nhận, kiểm tra, đối chiếu hồ sơ yêu cầu thanh toán công tác phí, chi phí hội họp của Trưởng Vùng, Trưởng Khu Vực và Giám Sát Bán Hàng chuyển cho bộ phận Kế Toán, theo dõi việc thanh toán
- Tạo Purchase Request (PR) và Purchase Order (PO) trên hệ thống
• Những nhiệm vụ khác:
- Quản lý đồng phục: nhận đồng phục từ nhà cung cấp, chia đồng phục, gửi đồng phục cho bộ phận bán hàng
- Thực hiện các nhiệm vụ khác liên quan đến công việc theo sự phân công của cấp trên

JOB PURPOSES:
Medical representatives are the key point of contact between pharmaceutical and medical companies and healthcare professionals, promoting product awareness, answering queries, providing advice and introducing new products.
Direct report to : Medical Skincare Leaders
External customers : Doctors, nurses and administrative personnel in public and private hospitals
Internal customers : all internal departments
Roles & Responsibilities:
- To achieve sales objectives fixed for very territory
- Communicate and deliver key message of Eucerin products as well as influence Eucerin product adoption and recommendation by doctors, hospitals, Clinics and/or residents to patients
- Conduct analysis of market/competitors to identify and ensure the covering and right frequency of visit.
- Research and identify Key Opinion Leaders (KOLs) and/or key doctors who has the potentials to be key persons to increase Eucerin product usage and sales-in in the area responsible
- Build and maintain good relationship with KOLs or Key doctors by research and prepare detail analysis of identified KOLs and/or Key persons in order to make the right approaches
- Manage, prioritize, and follow-through day-to-day visit plans according to hospitals and key doctors for the hospitals in the responsible area
- Frequently monitor shelf visibility, POSM and product placement and give feedback and recommendations for improvement and other initiatives to SCM team where appropriate
- To communicate all useful information from the field (competitors activities, hospital events..) to management
- And all other tasks which may be requested from time to time by Management

JOB PURPOSES
• Has excellent communication and organizational skills and in charge of the day-to-day office admin tasks as well as supervising vendors to ensuring office providers in high customer service level.
• The goal is to ensure all support activities are carried on efficiently and effectively to allow the other operations to function properly.
RESPONSIBILITIES:
• Be responsible for all Admin-related matters of the office from Admin perspectives
• Develop/Create procedures and policies for office activities
• Manage office documents and licenses to prepare necessary supporting documentation upon staffs request
• Monitor office monthly expenses, ensure that expenses reports are timely submitted to Finance
• Search for goods/services suppliers with the best merchandise at the lowest possible cost
• Responsible work with person in charge for managing the whole process of the planning and submitting the budget for Office department
• Travel arrangement: Liaise with colleagues and external contacts to arrange travel including booking of hotels, flights, accommodation, visa, passport, etc.;
• Arrange visa, work permit for expats and visitors
• Supervise office Maintenance, Cleanness, Safety & Security
• Supervise receptionists, IT, driver and tea lady to ensure the office operation works well.
• Keep track/ monitor property insurance, fixed asset, automobile and vehicle liability insurance
• Annually update and review the Admin budget and Capital Expenditure budget in the format
• Coordinating company business activities: Organize logistics for the firms events such as Management meetings, Regional Visits and other events if any
• Lead the Employee Engagement activities
• Responsible for planning and purchasing equipment, goods and services & managing vendors.
• In charge of Staff purchase
• Other duties as assigned by the Country HR Manager
• PA to Country Manager: Work closely and provide administrative supports to Country Manager

Position: Medical Skincare Manager – South (HCMC, South East & Central)
Department: Eucerin – ETC Channel
Key Accountability:
1. Customers & Competitors Management
• To understanding well the procedure for products listing and make sure to list new/exist products to hospitals/new hospitals as assigned
• To establish effective relationship with Dermatology hospital (Directors, KOLs, Doctors, Head of hospital to increase their recommendation/ prescription for Eucerin brand
• Develop an control annual local professional conference, group presentation to ensure consistency with strategy
• Analyse competitor and propose action plan to secure sales in case competitor’s activities have negative impact to the business
2. Daily Operation Management
• To ensure the sales operations plan, its objectives, and administrative procedures are thoroughly understood by his sales force.
• To guide, correct, and control his sales force in the execution of sales operations plan to achieve company objectives.
• To Control the application of trade incentive promotions
3. Team Management
• To train, motivate, counsel, discipline and control his subordinates as well as to appraise their performance.
• To follow up the development of his area potential and recommend further actions.
• To execute ad-hoc operations as planned by the Company.

Job Summary:
Lead and execute sourcing strategy, analyze markets and identify cost saving opportunities and build strong working relationships with supplier and internal stake holders across South East Asia (SEA) markets in assigned categories to deliver best competitive cost to affiliate.
Core Responsibilities:
Accountable for the best competitive cost, value for money and fit for the purpose intended, in compliance with the company’s procurement standards and policy to deliver cost reduction target including following main accountabilities:
• Strategy Implementation:
- Execute global or regional sourcing strategy locally, including sharing local insights/markets to global/regional procurement for strategy review/renewal.
- Analyze market conditions/ spending to identify cost saving opportunities including leveraging across SEA markets.
- Work as part of the broader procurement network with regional/global to develop and roll-out procurement initiatives.
• Sourcing Competency:
- Lead sourcing including all phases of supply cycle: pre-planning/ supplier selection, execution of supply plans, negotiate local agreements/rate cards/commercial terms, evaluation of results and supplier performance across SEA markets.
- Manage effective supplier relationship with key suppliers to identify business improvement opportunities and cost savings.
- Perform cost, market analysis, benchmarking, and competitive study to identify best business solutions and continuous year on year savings.
• Excellent Execution:
- Achieve cost reduction and increase services and efficiency targets year on year.
- Operate with discipline, governance, implement both global/local procurement principles and apply standardized work process/ approaches/ systems and performance measurement.
If required, evaluate current work process/approaches and develop more efficient work process in assigned area including deploy to key stakeholders and suppliers.
- Collaborate with internal stakeholders to deliver better services and total costs to win in markets.
- Lead/influence/connect through procurement network to share, support, and advice other affiliates for reapplications.
- Continue to grow and develop own skills by way of training, information sharing, coaching and feedback, appraisals, delegation and implementing best practices.
Report to: Head of Supply Chain and dot line to Head of Procurement - SEA

1.1 Receptions:
- Greet and Welcome internal & external guests with smiles & hospitality
- Managing all incoming calls to Front desk
- Meeting room arrangement
- Make sure plants in office always fresh & green
- Ensure office always safe, clean & tiny
1.2 Manage Office admin tasks:
- Stationary & postage, taxi, phone management
- Supervise Tea Lady to deliver daily operations at office
- Ensure copiers, printers, postage and fax machines are well-stocked and in good working order
- Transportation & visa arrangement
- Send communications to office staff, as necessary, regarding office routines
- Raise Purchasing Request (PR), Good Receipt (GR) for payment process
1.3 Reports
In charge of some reports related to admin tasks.

Marketing Strategy
- Assisting Line manager for developing overall marketing strategy, annual business plan
Customer Understanding
- Generate insights
- Developing winning innovation, communication based on Consumers Insights to grow the product line
Work-stream
- Build & implement product launch plan, especially on digital platform,
- Executing the categorys plans, alignment with Trade Marketing and Sales
- Achieve brand images by controlling the brand communication
Market Research
- Implement and interpret market researches to withdraw business implications
- Competitors analysis and withdraw business implications
Brand Image & Brand standard
- Establish and control brand standards in the areas of product, packaging, price, consumer relationships and other communications
Promotion & Trade plane
- Devise and implement consumer promotion plans.
Cost management
- Improve brand profitability through identifying and implementing cost control opportunities
Team management
- Lead, train and develop, conduct performance review with subordinates to build up the efficiency of the team
- Update Direct Line Manager on the status of the principle accountabilities on bases of internal and external information: market research for brand image, usage, market share
Others
- Take other assignments from Brand Manager/Senior Brand Manager as requested