Alex Randall

Responsible for and overseeing activities, terms and operations within the Pharmacy, Grocery, Outdoor, Beauty, and E-comm channels.

Direct involvement and management of key stakeholders: Chemist Warehouse Group, Priceline, Woollworths, Coles, Amazon, and Pharmaceutical wholesalers (API, Symbion, Sigma).

Continuous Improvement - regular Business and Range Reviews with Key Stakeholders.

Analysing promotional activities and re-distributing future promotional funds as necessary to achieve best return.

NPD - research, development and launches.

Responsible for commercial P&L, margins, revenue, OPEX, managing designated cost centres.

Full responsibility for the sales function within the Pharmacy Channel. Identifying strategic growth opportunities and new products launches. Building and maintaining strong business and personal relationships with key industry stakeholders, including wholesalers and key national groups / banners at executive level. Full responsibility for commercial P&L, margins, revenue, OPEX, managing designated cost centers. Setting ambitious budgets and building business plans to achieve them. Leading the sales team, developing team members into high performers.

Achievements

Budget FY22 with 39% growth, on track YTD

Pharmacy Channel strategy to achieve budgeted growth Distribution growth 20%

Team recruitment, training, SFE KPIs implementation

Responsible for the sales function and key strategic relationships within 3 channels: Pharmacy, Grocery, Export. Full responsibility for P&L, margins, revenue, OPEX. Leading sales (4 people), customer service (3 people), and overseas business development teams (Hong Kong and China). Setting annual targets, KPIs and objectives. Building and executing sales strategies to grow revenue through development of existing and new customers. Coaching and developing capabilities of the sales team. Developing effective personal and professional relationships with key stakeholders. Managing Distributors, as well as an outsourced sale team (Pharmabroker), fostering effective relationships with key customer groups at executive level.

Hands on involvement in all aspects of the business, i.e. marketing, operations, finance, etc.

Achievements

New Product Launch into Pharmacy channel in 2020 – Manuka Honey Drops (OTC) Successful launch of Blossom Health Manuka Honey range into the Pharmacy Channel. Successful launch of Blossom Health Skin Care range into the Pharmacy Channel.

200% growth within Export Channel.

Management of state sales team including 7 territory managers with a budget of $80 million. Reporting to the National Sales Manager, responsibilities include leading, developing and training sales team. Implementation of sales and marketing strategies and delivery on KPI’s and targets. Quarterly reviews of all territories business plans to identify new opportunities within generisied and OTC portfolios. Liaise with appropriate personnel, including peers; marketing, commercial and other business units to ensure representatives have adequate support materials and information. Organisation of state sales and cycle meetings with the objective of achieving cycle priorities and sales targets. Work in conjunction with the state and national key account managers to achieve key measurable in all state and national key accounts. Responsible for managing activities within the smaller state based key accounts plus a short-line wholesaler.

Achievements

Supplier of the Year Award from DDS Pharmacy Group in May 2017. Consistent yearly budget overachievement by KAM team with 108% for 2016. Successful new OTC product launches with min 90% distribution.

All promotional spent within approved budget, strong promotional plans are locked with all customers to over deliver budget for 2017.

Over $2m in new generics business in 2016 due to successful tenders with national accounts. Trading terms with average agreed growth of 15% for promoted brands in 2017.

Management of state sales team including 7 territory managers with a budget of $80 million. Reporting to the National Sales Manager, responsibilities include leading, developing and training sales team. Implementation of sales and marketing strategies and delivery on KPI’s and targets. Quarterly reviews of all territories business plans to identify new opportunities within generisied and OTC portfolios. Liaise with appropriate personnel, including peers; marketing, commercial and other business units to ensure representatives have adequate support materials and information. Organisation of state sales and cycle meetings with the objective of achieving cycle priorities and sales targets. Work in conjunction with the state and national key account managers to achieve key measurable in all state and national key accounts. Responsible for managing activities within the smaller state based key accounts plus a short-line wholesaler.

Achievements

Sales Manager of the Year 2013 across all Sanofi business units. Acting as a National Sales Manager in 2013.

Commercial project within Sanofi Russian affiliate in Moscow in second half 2012.

Initiated, planned, and led national execution of the October OTC drive, which contributed to outstanding performance on Betadine and Telfast: Betadine + 31% for October +21% for Quarter, Telfast in October +30% on LY, 6% on Quarter and 2% MAT

2011 team achievements: Rep of the Year, Rep of the Year nomination and the State of the Year awards.

Each direct report had a formal career development plan, 3 team members are contributing to the various Product Champion teams, 4 team members have additional responsibilities.

Contributed to various cross-functional teams and projects during 2013 – Heritage Brands, Zentiva, Brand strategy, PharmaFuture.

Recognized for contribution to the Actonel Defense Strategy 2011.

Maintained cohesive, motivated and highly effective sales team during times of restructure speculation and unease, by maintaining regular and impactful communication and recognising and rewarding team on achieving milestones.

Increasing effectiveness of the national pharmacy team by developing the organizational, planning, business and selling skills of 42 pharmacy representatives through providing variety of customized face to face and group trainings and infield coaching.

Identifying training needs of the sales force through effectively dealing with the key stakeholders, and conducting appropriate training and gap needs analysis.

Designing training programs and session plans based on the national and Sanofi training competencies. Facilitating training programs and adapting to different learners’ styles for the best results. Evaluating the effectiveness of training programs.

A particular focus to infield coaching.

Designing and facilitating the induction training for new pharmacy sales representatives. Roll out of all pharmacy national sales initiatives and strategies. Preparations for and facilitating sessions during the national conferences and sales and marketing management meetings.

Management of designated territory with a focus on establishing B2B relationships with pharmacies including some NSW key accounts

Increasing the brand shares of ethical, OTC and analgesic portfolios by using the PharmaFuture model to identify opportunities and monitoring brand substitution in pharmacy to achieve targets

Working with territory counterparts to leverage business opportunities on territory

Achievements

Assisted the Pharmacy L&D Manager and State Sales Manager with the field training and development of the team

Received “NSW People’s Choice Award” in 2007.