Customer Development Director, Vet

BASIC OBJECTIVE: (Summary of why job exists)

Set the goal/strategy for long/short-term for both Science Diet and Prescription Diet sales and profit growth in vet channel.  Drive sales growth in the vet channel by developing sales plan and strategy and by leading the vet channel sales organization.

Lead Dainippon Sumitomo PharmacuticalK.K. (Distributer) in consistent with company vision and key equities so that Hill’s Japan can drive Prescription/ScienceDiet short and long-term volume, share, and operating profit .

ESSENTIAL JOB FUNCTIONS (What actions must be taken to accomplish the basic objective stated above)

• Develop strategic plans and programs which both jointly and individually drive vet clinics - volume/share/profit performance that secure long-term market leadership.

• Execute the sales plan and strategy to achieve the goal and to prepare the long term stable sales trend by leading the channel team members and by directing Dainippon Sumitomo Pharmacheutical(Distributer).

• Lead  both customer development team and professional development consultants team to achive the team target and develop them to improve selling skills and customer communication skills.

• Show the example of developing customers and motivate, coach and mentor the existing sales forces as well as harmonize sales team with DSP and other subwholesalers.

• Continually review and evaluate effectiveness of brands special to the Vet Channel and effectively introduce new products with the exellent preparation of the launch.

• Lead the customer marketing team to develop the annual plan for the Japan vet retail segment. Lead the channel commercial planning processes including monthly reviews to ensure achievement of monthly, quarterly, and annual targets. Partner with Marketing team to make effective marketing support and strategies. and to make the plans including new products, re-launches, selling price increase, promotions, media and copy, etc to address all Science/Priscription Diet equities including VetEX, SD PRO.

• Work with Dainippon Sumitomo Pharmacheutical(Distributer) to establish the products strategy, brand positioning in veterinary channel to increase sales and profits.

• Understand and act upon marketplace/key competitive developments and utilize consumer/veterinarian insights to drive annual business plan. Monitor and recommend programming to respond to and leverage competition..

• Manage promotion budgets and NVO expenses to deliver against company commitments.

• Manage promotion program with the close coordination with Pet Channel Sales Department to maximize the effectiveness and efficiency.

OTHER FUNCTIONS

• Lead customer marketing – vet  to build Hill’s scientific credentials among veterinarians and pet owners.

• Establishment of good communication/relationship with the U.S. center.

• Training subordinates and form a good working team. 

PROFIT & COST IMPACT (Give some statement which indicates the scope and impact of the job. Consider dollar impact, policy making responsibility, degree of discretion.)

• Manage JPY57,592MM Sales, JPY2.357MM P.B.T. and 19,780.0MM Volume budget in 2010.

WORKING RELATIONSHIPS (List important working relationships, both internal and external which exist in the normal work environment. Describe the nature of the contact.  Do not include Supervisor/Subordinate relationship.)

• In Hill’s Japan: GM, Sales, Customer Marketing, Finance/Accounting, Logistics, PR, Legal, Technical and Q.A.

• Outside: Advertising/promotion agencies, and printing firms, retailers/vet clinics, distributor/wholesalers, Dainippon-Sumitomo Pharmaceutical (distributor). subwholesalers, vet schools, vet specialist.

• The U.S.: GlobalMarketing, Global New Products, Global intelligence, S&T, TIS, Legal and Logistics & Deployment.

• Europe: Marketing, S&T.

SUPERVISORY RESPONSIBILITIES

Number of people NORMALLY supervised, both directly and through subordinates (Show full-time equivalents.)

DIRECT _____5_____ THROUGH SUBORDINATES ___14_______

Nature of Supervision (Check all applicable boxes.)  (Copy and paste to change boxes )

Directs and Schedules work Terminations Recommends Makes final decision

Interviews applicants Hiring Recommends Makes final decision

Conducts training Salary Increase Recommends Makes final decision

Conducts performance appraisal

Level of Subordinates Managed (Check MOST appropriate category considering the NORMAL operating environment of the position.)

Never or only on rare occasions supervises employees

Supervises non-exempt / non-supervisory personnel

Manages entry level exempt professionals or first line supervisors

Manages mid level supervisors or professionals or managers of functions in departments

Manages Department Managers

Manages employees at a level above Department Managers

OTHER REQUIREMENTS (Describe briefly the general background typically required for successful entry into this position – consider education, experience, special skills, physical requirements and attendance standard, qualitative quantitative productivity standards.)

• 7 to 10 years of experience in consumer packaged goods marketing. Demonstrated project management skills.

• Action orientation, able to clearly identify task and resources required to allocate channel resources to move project ahead.

• Strong strategic skills and excellent interpersonal skills.

• Strong communication skills both verbal and written as well as good listening skills to gain input from other cross-functional team leaders.

• Leadership, creativity, negotiation, presentation and English skills.