This position has the responsibility to contribute and develop the channel and trade strategies, whilst ensuring that our commercial investments are optimised.
Management of sales-in annual / monthly according to the final target value communicated.
Consolidate the commercial plans at customer and channel level.
Maximize the customer-account-profitability by increasing the effectiveness of trade investments.
Responsible for all customer-facing sell-in activities : Trade manager will share orders with agents and review orders based on SIT targetTrade Manager will review orders with commercial expectations and validate / amend SI proposal based on SIT target (to validate in Babylon)At key account level, being the one face to the customer and being in charge of joint business planning and customer development planningAt point-
of-sale (PoS) level, being the one face to PoS for commercial negotiation
Responsible for the implementation of sell-out activitiesAt key account level, responsible for the negotiation and coordination of the activation plan for the BUsAt PoS level, responsible for coordination of PoS activities and of detailing and other services related to PoS
Co-responsible for operational KPI definition for : Sell-in activities, e.g. order taking, negotiation of servicesSell-
out activities, e.g. merchandizing, detailing etc.
Manage, improve and maximize the effectiveness of Commercial Policy
Monitor return-on-trade investments : Revenue management toolCustomer-Account Profitability (CAP)Retail price monitoring (for OTC products)
Distribution strategy and / or Go-To-Market model should be driven by the Trade Head and validated by the Trade & Revenue Management Organisation at the Region.
Liaison with Business Support & Market Research functions for customer and competitor data for analysis.
Responsible to coordinate the Pricing & Trade Committee to discuss, arbitrate and agree on the commercial strategy and customer / channel plans.
Business Administration, Marketing, Finance, Economics
Experience & knowledge :
Solid analytical know-how, financial maths
Thorough understanding of pricing (including elasticity modelling, pricing architecture, breakeven analysis)
Thorough understanding of contract management and trade terms optimisation
Practical experience of commercial negotiation with key customers
Good understanding of statistical analysis tools.
Good understanding of Shopper / Consumer insights tools.
5 years’ experience in commercial intelligence / finance functions
Customer Focus / strive for results unearths customer needs and creates value and solutions to BOTH parties in medium and long term
Strategic agility - ability to translate customer needs into a strategy which delivers long term benefits for Sanofi
Decision making the ability to make decisions in complex and ambiguous situations whilst calculating risk
Transversal cooperation influence, persuade, and drive internal alignment
Act for change creating a compelling vision to proactively shift from a product to customer mindset.
Leading teams lead, motivate and develop the commercial team
Ethical behaviour in line with internal and local requirements
INTERNAL / EXTERNAL INTERACTIONS
This is a role which requires significant transversal interactions including working closely with :
Regional Trade Heads
Enabling functions, including IT and Finance
Franchises and global Functions, notably within the GBU GEM (including EM 2.0, Gx Franchise )
At Sanofi diversity and inclusion is foundational to how we operate and embedded in our Core Values. We recognize to truly tap into the richness diversity brings we must lead with inclusion and have a workplace where those differences can thrive and be leveraged to empower the lives of our colleagues, patients and customers.
We respect and celebrate the diversity of our people, their backgrounds and experiences and provide equal opportunity for all.