Title: Director/Sr. Director of Channel Strategy & Loyalty

Location: Remote with travel

The Director/Sr. Director of Channel Strategy & Loyalty plays a critical role in defining the blueprint for growth and structuring commercial efforts to achieve ALASTIN's revenue and profitability targets. Reporting to the Head of ALASTIN, U.S., the role is responsible for driving critical strategic efforts around loyalty, contracting, pricing, channel optimization and Corporate Accounts. Central to this is the ability to incorporate inputs and buy-in from the commercial leadership team, to conduct in-depth analysis around current state, to assess the financial impact (revenue & profitability) of proposed changes, and the ability to provide direction to operational functions including Sales, Marketing, Commercial Operations to implement the strategies. This cross-functional role will work directly with Galderma Aesthetics (Ax) and ALASTIN leadership teams, including sales, marketing, operations, finance, and legal, to ensure alignment of strategy, goals and objectives to achieve mutually successful outcomes.

Responsibilities:

• Define and drive ALASTIN's HCP & consumer Loyalty strategy from a pricing and profitability standpoint.
• Collaborate with heads of marketing and sales to develop and implement a compelling loyalty offering that meets financial constraints while ensuring distribution of rewards to most loyal accounts and consumers
• Research and assess industry HCP and consumer loyalty programs to ensure a balance between competitiveness of offerings
• Seek out ways to leverage synergies of Galderma programs (Aspire HCP and patient) and ensure alignment
• Use financial analysis to assess impact of current vs. proposed programmatic changes.
• Work closely with Marketing, Corporate & Strategic Accounts program administration to ensure tactical programs and offerings align with strategy and financial requirements.
• Lead ALASTIN's Pricing, Proposals & Promotions Committee.
• Lead periodic (no less than annually) competitive pricing assessment using all available research means (internal, market, etc.)
• Drive contracting strategy, pricing and promotions activities and support of Corporate and Strategic Accounts and across customer loyalty tiers.
• Analyze and optimize current pricing using advanced methods (elasticity, PVM) with the intent of balancing premiumization and incremental opportunity.
• Disseminate/publish revised pricing to commercial organization in line with Global Product Strategy and global pricing bands.
• Ensure comprehensive revenue/profitability analysis is conducted on all proposed promotions (B2B/B2C) and ensure follow-up analysis is conducted to assess promotional performance for repeatability.
• Develop methodology and structured approach for reviewing (legal, finance), approving and ensuring on-going compliance with proposed and existing Corporate Accounts to maximize growth opportunity and accountability.
• Lead pricing, contracting and partnership strategy and implementation of authorized 3rd party resellers and distributors to recover lost revenue opportunity while ensuring brand protection/premiumization and balance with ALASTIN core channels (B2B and B2C).
• Produce periodic (quarterly/annually) analysis of share data to expose growth opportunities by channel, geography, and/or by product category.
• Serve on ALASTIN's Leadership team (ALT) and provide commercial and operational guidance/assistance as required to ensure achievement of ALASTIN annual goals and objectives.
• Requirements:

• BA/BS degree in Business, Marketing or related field required.
• 15 years of business experience primarily in marketing, sales, commercial operations/analytics, finance, or a combination of these disciplines.
• Cross-functional project leadership experience required.
• Cash pay, physician-dispensed sales model experience highly desirable (aesthetics, cosmeceuticals, pharma, eyecare, supplementation, etc.).
• Expertise in developing loyalty, or incentive programs to drive deeper loyalty, product utilization and growth in specific customer segments (e.g. HCP and Consumer)
• Expertise and hands on knowledge of various key customer segments requiring distinct strategic negotiations such as Corporate, strategic accounts, buying groups, GPOs, PE owned clinics or large chains.
• Contracting and pricing experience with a focus on ASP, profitability, growth levers and exposure/risk mitigation
• Solid financial and analytical/data driven approach to all aspects of business growth drivers.
• Exposure to concurrent, multi-channel sales environments including: B2B, B2C/DTC, distribution, 3P marketplaces.
• Strong technical knowledge of Microsoft Office tools. Advanced Excel skills required.
• Proficiency with sales enablement/CRM (Veeva, SFDC) and data visualization tools (Tableau) strongly preferred.
• Excellent verbal and written communication skills. Must be able to concisely and confidently deconstruct and articulate complex analytical findings using simple concepts/comparisons.
• Proven ability to analyze commercial issues/problems, develop solutions, and make sound recommendations.
• Field visits and customer engagement expected.
• 30% travel expected.

What we offer in returnYou will be working for an organization that embraces diversity & inclusion and believe we will deliver better outcomes by reflecting the perspectives of our diverse customer base. You will also have access to a range of company benefits, including a competitive wage with shift differential, annual bonus opportunities and career advancement and cross-training.

Next Steps

• If your profile is a match, we will invite you for a first virtual conversation with the recruiter.
• The next step is a virtual conversation with the hiring manager
• The final step is a panel conversation with the extended team

Our people make a differenceAt Galderma, you'll work with people who are like you. And people that are different. We value what every member of our team brings. Professionalism, collaboration, and a friendly, supportive ethos is the perfect environment for people to thrive and excel in what they do.

Employer's Rights:This job description does not list all the duties of the job. You may be asked by your supervisors or managers to perform other duties. You will be evaluated in part based on your performance of the tasks listed in this job description. The employer has the right to revise this job description at any time. This job description is not an employment contract, and either you or the employer may terminate employment at any time, for any reason. In addition, reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of this position.