To apply: https://career2.successfactors.eu/sfcareer/jobreqcareer?jobId=43843&company=DANONE&username=

1.Role Profile 
PURPOSE OF THE ROLE (how does this role contribute to our strategy and business goals) 
To deliver territory sales targets and to build mutually beneficial relationships and achieve a ‘preferred partner status’ with our key customers to ensure sustainable growth. 

BUSINESS CONTEXT & KEY CHALLENGES (that the role holder will face in the coming 2 years) 
1. Influencing HCP attitude and behaviour 
2. Area Management 
3. Team Input 
4. Intelligence and Insights Gathering 

KEY ACCOUNTABILITIES 
Implementing the Medical Sales operation plan and conduct market and store visits to ensure availability and visibility of our products. 

KEY PERFORMANCE INDICATORS 
Plan & develop the business in the territory 
•Identify opportunities to develop the business in your territory 
•Implement strategy/sales cycle focus & achieve against set KPI’s 
•Develop annual business plan for territory (with support of RSM) 
•Prepare quarterly plans 
•Deliver call plan 
•Frequently review & analyze sales results/KPI’s 
•Propose & analyze customer investment plans and the respective ROI (if applicable/possible) 

Manage customers 
•Visit customers (One-on-One and group meetings; according to SUCCEED) 
•Set business objective per key customer/account 
•Handle customer requirements 
•Provide and/or facilitate customer education (share scientific & product information, give presentations & workshops, organize conferences with guest speakers, …) 
•Prepare, analyze and report on calls 
•Follow up on agreements (orders, prescriptions, actions. etc) 
•Collaborate with Key Account Managers & other colleagues 

Contribute to Business Intelligence 
•Provide information for forecasting 
•Analyze, report on & respond to competitor behavior 
•Collect information & evaluate profiling/targeting 

Develop self & others 
•Review activities to continuously improve own performance 
•Share experience & own good practices with the team 

JOB DIMENSIONS 
Team management: 1 Commercial Director 
Main internal relations: Sales Manager, Marketing team in Dubai office 
Main external relations: customers (doctors, nurses…) from institutions or private sector, pharmacies. 

2. Candidate Profile 
CODE (Danone leadership attitudes): 
•Committed to create breakthrough results. Making a difference. 
•Open and transparent in actions and communication. Teamwork. 
•A doer who acts with speed and agility. Fast & focused. 
•Empowering people and taking empowerment. Trust. 

FUNCTIONAL COMPETENCIES: 
•Consumer Orientation: enabling the business to serve the consumer 
•Entrepreneurial: recognizes and seizes business opportunities 
•Rigour: thinks systematically, plans effectively 

SOFT SKILLS: 
•Transparency: acts in an open and respectful manner 
•Decision Making: combines decisiveness with sound judgment 
•Team Player: connects effectively with others 
•Getting Things Done: delivers results and measures performance according to plan 

ADDITIONAL CANDIDATE REQUIREMENTS: 
Education 
BSc. in Medical, Nutrition, Health Care or Pharmacist 

Experience / knowledge required 
Strong academic or healthcare background, 2+ years of successful external sales experience in international company is strongly preferred 

Mobility 
Candidates should be open to move within the region or outside the region with Danone in 0-3 years if such opportunity will arise which will contribute to his/her career growth 

Danone Values 
Candidates are expected to adhere to Danone’s core values: Humanism, Openness, Proximity & Enthusiasm