Within the framework of Sanofi’s overall business strategy, the Head of Trade and Revenue Management will create, develop and implement the affiliate’s commercial strategy and policy, with the aim of maximizing overall sales and market share across channels (Retail and Institutional) and optimizing Gross to Net profitability across the entire product portfolio.
Specific accountabilities are to :
Develop and strengthen collaborative partnership with distributors on Gulf markets, and increase their loyalty (where relevant, through joint business plans with key accounts)
Drive commercial policy process across all Business Units from end-to-end, fully engaging all internal stakeholders (finance, the supply chain, the legal and the general management).
Ensure that the commercial policy is adapted to the specificity of business to ensure the growth and the right level of stock at distributors’ level.
Ensure compliance of commercial policy and practices in compliance with local legislation and Sanofi standards.
Reach turnover and Gross to Net targets in line with budget through efficient and effective cooperation with external and internal key stakeholders
Track and monitor commercial / Gross to Net performance, and drive projects related to commercial investment optimisation, with the support of Revenue Manager if present.
In frame of commercial excellence develop and implement trade- and revenue management-related capabilities, systems and processes, with the support of region and zone
Share responsibility for Days of Sales Outstanding, credit limit management and Stock in Trade monitoring with Finance and Supply Chain.
Follow-up all corresponding due diligence procedures, agreements and contracts with distributors, pharmacy chains and any other customers upon direct cooperation.
Through the tender manager, support,coach and animate a team of Institutional Key Account Managers
Further strengthen Sanofi’s position in the institutional segment (state and regional programs), monitoring market changes and providing adequate commercial and pricing policy in accordance with general strategy of the company.
Coordinate the tenders’ activity with the distributors. Ensure the right level of exchanges between the marketing, the SF and the tender team to coordinate actions for optimal efficacy.
Education : Higher education is mandatory business / economic education is desirable
Experience & knowledge :
Minimum five years of commercial / sales experience within the pharmaceutical or FMCG industry, potentially in addition exposure to the areas of finance, supply chain and / or business excellence
Core competencies / skills :
Team player, with willingness and capability to work transversally
Commercial and business acumen
Analytical mind set with eye for details
Creative and flexible, solution-driven mentality
Strong communication skills
Proven leadership, presentation, persuasion, project management, planning and organizational skills
Flexibility, adaptability, pro-activity and emotional intelligence
Advanced computer skills enabling freely navigate and use basic office applications : MS Word, MS PowerPoint, MS Excel, MS Outlook and Internet Explorer
Fluency in English
Valid drivers’ license and experience
Sanofi is dedicated to supporting people through their health challenges. We are a global biopharmaceutical company focused on human health.
We prevent illness with vaccines, provide innovative treatments to fight pain and ease suffering. We stand by the few who suffer from rare diseases and the millions with long-
term chronic conditions.
With more than 100,000 people in 100 countries, Sanofi is transforming scientific innovation into healthcare solutions around the globe.
Sanofi, Empowering Life