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Référence: VA315

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International Area Manager

Département: Emerging Markets Sales

Compagnie: Rest of World

Emplacement: UK - Nelsons House

Ville: London

Pays: United Kingdom

Référence: VA364


Nelsons House, 83 Wimbledon Parkside, London SW19 5LP


Responsible for the management of the distributors in designated regions with the primary objective to grow sustainable and profitable sales year on year by understanding market dynamics, aligning distributor strategy to Nelsons strategy, challenging, motivating and developing our distributors to Nelsons way of working. 

Key Responsibilities

  • Implement the commercial strategy for Nelsons RoW Region by working with the General Manager of RoW (GM)
  • Deliver joint business plans for designated major developed markets  built on substantiated assumptions
  • Deliver high performing marketing campaigns that will meet with brand objectives and return on investment target
  • Identify other key countries initiatives that will grow sales above and beyond budget committed
  • Recommend adaptation to the strategy to further grow Nelsons sales and profit in your territory
  • Expand into countries (registration permitting) so long as the country meets with business strategic directions and criteria for expansion in terms of sales potential, profit target and resource investment (Executive Leadership Team approved business case).
  • Formulation of strategy and budget, ensuring the strategy is pre-approved by the RoW GM.
  • Work closely with Group functions to secure effective and successful implementation of key fundamentals growth drivers.
  • Learn from successful initiatives in other business regions and rollout within your territory where relevant and possible.

Accurate forecast delivery and budget planning

  • Populate sales forecast ahead of the Integrated Business Planning (IBP) meeting and TXT upload
  • Ensure that the forecast phasing is accurate delivering an 80% accurate SKU by month budget for the full 12 months and 90% accurate by SKU and month for the next 90 days
  • Ensure that orders are received within lead-times
  • Communicate of any risks and opportunities immediately and channel the information through the relevant communication channel
  • Work with marketing manager and financial controller to secure that any investment is recorded accurately and approved by the GM
  • Conduct any reforecast as requested by the business
  • Work with the Financial Controller, Demand Planner and GM to deliver an accurate sales budget with corresponding marketing spends by country
  • Ensure the budget fully approved by the GM and ELT.
  • Work with marketing manager and financial controller to secure that any investment is recorded accurately.

Directly Manage selected countries, ensuring best practice is followed by all parties

  • Current countries will give a mix of “investment” markets, large and small regional distributors, with an opportunity for geographical expertise  
  • Develop the 3-4 year business plan per country with agreed price structure
  • Negotiate head of terms and put in place the distributor agreement using Nelsons contract template
  • Deliver the Nelsons P&L attached to the business plan over the duration of the contract
  • Recommend and work with the local country to meet/ outperform budgets and plans
  • Ensure sales and stock reports, purchase forecasts, exchange rate policies and marketing plans are updated on a regular basis either in line with RoW processes or contractual agreements
  • Recommend revisions to the strategy to outperform with full agreement from the GM

Ensure Nelsons best practice templates for distributor management are followed and properly updated and maintained

  • Ensure all best practice templates are used, these include:
  • Business planning
  • Price Structure
  • Purchase forecast
  • Distributor order form
  • Sales and stock reports
  • Check that the distributors are completing their reports in line with the agreed time frame
  • Recommend improvements to the best practice templates and implement after sign off by the GM

RoW Marketing involvement

  • Work with the RoW Marketing Manager to develop a set of marketing initiatives that deliver YoY sales growth, in line or above the EM strategic plan
  • Deliver marketing plans that grow user share through targeted initiatives
  • Ensure all marketing initiatives are post audited to measure performance and return of investment
  • Annually agree on a set of core initiatives with the EM Marketing Manager
  • Ensure these initiatives are planned, captured in the local marketing plans and implemented
  • Advise and recommend adhoc marketing initiatives to grow countries
  • Work with the RoW Marketing Manager on the marketing catalogue for distributors 

Product supply organisation, quality and regulatory

  • Work with Nelsons Product Supply to ensure each distributor completes the necessary documentation to be set up and have shipments made with no/ minimum disruption
  • Attend the monthly Supply Chain Organisation and RoW meeting to review all at risk orders and agree a mutual solution
  • Ensure change controls are routed through Quality
  • Work with the Regulatory Officer on any regulatory documentation for your countries
  • Keep up to date with the RoW Regulatory Team on all EM regulatory submissions and challenge distributors when their information is inaccurate
  • Immediately bring to the attention of the GM, Marketing Manager and Regulatory Team any regulatory issues that impact budget or serious regulatory concerns that could impact sales and profit


  • Distributor contracts – Review Nelsons distributor agreements regularly and manage renewals, extensions, or termination in a timely manner. 
  • Trademarks - Ensure the necessary Trade Marks are in place in each territory working with Nelsons RoW Marketing Manager, and legal.
  • Market Research – Work with the RoW Marketing Manager to conduct Market Research in a local territories in collaboration with distributors to ensure it meets local and global requirements/ standards 

People skills

  • Challenge and negotiate with distributors using either combative or collaboration techniques as necessary to make the point or achieve the preferred outcome
  • Challenge the Emerging markets team on strategy and key initiatives to deliver above budget
  • Actively grow the Nelsons people network to increase knowledge base of working practices and internal influence
  • Present to distributors and directly & indirectly assist in the development of commercial plans in a collaborative manner

Assist the Headof RoW and team with any ad hoc tasks they may request


Person Specification


  • Ideally educated to degree level

Skills & Experience

  • Experience working in a Sales role within either a FMCG company or medicinal category
  • Proven track record of delivering sales targets
  • Experience managing distributors including, developing, terminating, and transitioning difficult distributors
  • Experience developing strategies and initiatives designed to deliver sales growt
  • Strong negotiation skills
  • Deadline driven and thrives in high pressure environment
  • A foreign language fluency is preferable but not essential


  • Sales orientated
  • Strong negotiator
  • Deadline driven
  • Excellent communicator
  • Strategic thinker
  • Problem solver
  • Strong marketing knowledge both creative and execution-ally
  • Financially astute and fully P&L conversant
  • Highly organised
  • Attention for detail whilst maintaining sight of the big picture
  • Excellent presenter
  • Team player
  • Self motivator
  • Can do attitude
International Area Manager

Project Manager (12 Month Fixed Term Contract)

Département: Marketing

Compagnie: Global Marketing

Emplacement: UK - Nelsons House

Ville: London

Pays: United Kingdom

Référence: VA372

The Project Manager (PM) will manage the end to end launches of existing and/or line extension products into both existing and new markets globally to include artwork changes, component and regulatory changes to existing products.

The Project Manager may be asked occasionally to support the Global NPD project manager with the implementation of New Product Development projects.

They will work closely across all functions to ensure effective management, implementation and launch of all the projects that they either managing from the outset of the activity approval or form part of the wider cross functional project team and will be responsible for the coordinating all actions that are within the implementation & launch stage of a project.


Key Responsibilities

? Directly responsible for the effective project management, implementation and executional excellence for New Product Variant / New Product Commercialisations, Artwork Changes and Component Supplier Change projects at the outset of the activity approval.

? For all PMP projects that the Project Manager leads, at a top-line level, the PM will be responsible for the following actions:

- Raises the change control documentation for the projects that they are responsible for managing.

- Develops, with the input from the cross functional team the overall project timeline and manages the project timeline to achieve agreed launch timings

- Manages and ensures cross-functional co-ordination to deliver the project within the agreed timescales, budget, ensuring executional excellence

- Escalation of the project risks to the relevant stakeholder

- Co-ordinate and Liaise with all necessary teams to ensure that project objectives are met on time.


 Person Specification

Education / Qualifications

? Educated to degree level or higher


Skills & Experience


? Strong demonstrable Project Management skills and experience

? Experience in working in Marketing & Sales/ or SCO function as project manager responsible

? Effective stakeholder management including high level influencing skills

? Experience successfully managing multiple projects and achieving project launch targets

? Intermediate Microsoft Excel experience as a minimum

? Knowledge and experience working with SAP

? Excellent organisational skills

? Strong communication skills, both written and verbal

? Solution orientated problem solver


? Experience within the FMCG/OTC category


? Strong attention to detail

? Must be able to work in a methodical manner

? Self-starter and complete finisher

? Must be a natural project thinker and be skilled at quickly identifying the full set of tasks required for each project

? Highly proactive, somebody who thrives on making things happen and results driven

? Team player

? Collaborative and confident manner 

Project Manager

à propos de Nelsons

Inspirer des générations et profiter d'une vie plus saine et plus heureuse depuis 1860

Nous avons parcouru un long chemin depuis que cette pharmacie Victorienne a commencé à faire du commerce ouvert, et Nelsons est aujourd'hui l'un des plus importants fabricants de produits de santé naturels en Europe.

Nelsons est une entreprise dont nous sommes extrêmement fiers. Lorsque vous êtes fier de votre lieu de travail, le travail devient facile.

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