Commercial Excellence Manager at Sanofi

Ref Id: R2513357
Location: Lagos
Reports to: Head, Trade and Revenue Manager
Job Type: Full time
Function: Sales

Job Summary/Purpose

• The Commercial Excellence Manager would ensure implementation of affiliate commercial strategy through analysis of investments & performance in order to identify opportunity for growth and optimization.
• In addition to Managing commercial relations with a portfolio of retail/wholesale key accounts (pharmacies, chains, supermarkets…), with the aim to develop partnership with the customer, and achieve sales & profitability targets.

Main Duties and Responsibilities
Achieve sales target as per Sanofi Trade (Wholesale/Retail) channels Plan:

• Achieve sales target for Trade channel.
• Ensure Proper Coverage for the trade accounts per planned frequency per class of wholesale.
• Continuously assess the market in order to identify new customers and add to the existing customer base to ensure a strong distribution network across the country.
• Leading trade team interactions to leverage building blocks and identify opportunities

Management of Trade Accounts and Network:

• Build and maintain database and mapping of key wholesalers and their key customers
• Understanding and influencing the customer strategy, team, its shopper and Sanofi's performance in the account.
• Embed a financial mind-set & understanding, constantly manage the customer’s profitability, and understand the financial consequences of actions (e.g. ROI tracking).Organize promotional activities specifically targeted to wholesale accounts and their network of customers
• Jointly manage with Supply chain department to ensure exceptional customer experience for SANOFI trade partners
• Successfully implements plans and generates the expected results, constantly monitors the quality and results of execution and makes corrections where needed

Commercial strategy planning & Execution:

• Coordinate the preparation of the Commercial Policy including proposing general standard trading terms (payment; credit, stock) /SIT/DSO.
• Translate trade priorities and BU strategies into operational activities and make sure they are implemented in the customer.
• Support common concept to the Trade Organization in order to have the right systems, the proper processes and well qualified people to achieve business objectives.
• Drive innovative commercial approach on GTN, RTM and Communication. Experiment new ways to solve work problems and seize opportunities.

Revenue Management:

• Enable market to deliver sustainable growth in Sales and Gross Margin by:
  • Establishing capabilities
  • Monitoring and delivering actionable recommendations in respect of Trade Investment
  • Pricing strategies
  • Leveraging “One Sanofi” synergies when possible.

Respect of company’s values, code of ethics and social charter:

• Responsible for applying the HSE related requirements for the company in all related working procedures.
• Abide by driving and Safety rules

Requirements
Educational Background:

• B.Sc Degree/ HND in Sciences, Economics, Finance, Pharmacy with Sales/Marketing background

Major Skills and Competencies:

• Minimum 5 years’ experience in cognate field
• Analytical skills and Result oriented
• Planning & organization skill.
• Accountability, reliability and ability to work in transparency
• Ability to challenge, to be open minded and to listen actively.
• Project management mindset
• Finance/Commercial Acumen
• Sales/Marketing Operations management
• Team lead & People capabilities development
• Ability to perform independently while being a good team player and in a collaborative environment.

Other Enablers:

• Demonstrable experience in delivering commercial results through business to business partnerships and negotiation
• Proven commercial and business acumen as demonstrated, by the ability to accurately assess and convey factual market intelligence to shape plans and targets.
• Demonstrated ability to influence relationships and leverage knowledge at all levels across a matrix structure, in line with the agreed contract / joint business plan.
• Detailed knowledge of market, product supply routes and the associated financial structures and reimbursement
• Ability to rapidly and accurately assess and communicate business opportunities and capitalize upon them.
• Ability to accurately forecast sales results based on a robust environmental understanding and positive attitude to the achievement of business goals.

Main interfaces/Relationship:

• Internal: Pharmacy & Medical Reps, Trade Specialists, Sales Admin, Finance, Supply Chain, PM/Marketing, KAMs, Business Units
• External: Wholesalers, Sanofi Distributors, Retail Pharmacies, Hospitals & Clinics