Route to Market – Work with Trade Marketing to conduct full Outlet Mapping (Customer Value Management) across all Channels. You will design right sized sales organization based on above Mapping. You also need to develop Route Plan that delivers coverage against above Mapping Steps of a Call – Define clearly the steps of a call to ensure consistency of call discipline 3D Execution - Work with Trade Marketing to develop clear 3D plans (Account Standards) for Key Accounts, Wholesalers and Independent General Traders.
The Head of Sales is responsible for the overall management of sales operations of Consumer Healthcare business of Sanofi. This role will drive business strategies to achieve sales and revenue objective while effectively managing financial expenses. Moreover, this role will work efficiently with different stakeholders and channels to optimize sales performance.
Business and Customer Planning
Financial Planning Set Sales targets by Sales Rep based on Channel Target, 3D Gaps within the Sales Rep territory. Work with Trade Marketing to develop clear Investment plans to deliver Account Standards in Target Outlets: Contract Design for Top Independent Pharmacies & Top Independent General Trade stores, Performance Based contracts for Wholesalers.
Internal Alignment Work with Trade Marketing to define clear Channel & Customer Strategy for Independent Pharmacies / General Trade & Wholesalers based on Sanofi Consumer Healthcare Channel & Brand Strategy (Account Standards) and Customers’ own strategy, policies & practices. Engage all internal stakeholders to ensure that there is a full understanding of the Channel & Customer & what is required for Sanofi Consumer Healthcare to win. Work with Trade Marketing in design & communication of Cycle Plans
Field Sales Management Independent Pharmacy Channel – Ensure call compliance vs route plan for Sales Reps & Supervisors. You will perform coaching to deliver quality of sales call in line with ‘steps of a call’. You will guarantee Customer Contract execution (sign up & compliance) in line with target, work with Sales Reps on 3D execution plan based on TRAX reporting and lastly, own Sales & Profit results for the Channel - conduct regular gap analysis and build and deliver gap closure programs. Wholesalers - Ensure Price discipline to avoid cross channel pollution and compliance to Performance Based contracts Retail Chains – Make sure that there is correct merchandiser coverage vs outlet mapping and 3D/4P compliance vs what is agreed with Buyer. Also, your will conduct regular 3D/4P Gap Analysis and design & deliver gap closure plans.
Leadership Champion the Field Sales execution within Consumer Healthcare Live Sanofi Consumer Healthcare values in day to day business
People Development Build a ‘high performance team’ with a high level of engagement with all stakeholders Ownership of recovery of poor/under performers via individual coaching plans Ownership of career growth & development of team members
QUALIFICATIONS : Must have at least 6 years Sales experience in the same capacity, preferably from the FMCG or OTC Healthcare industries Strong financial acumen Ability to translate numeric analysis into sales strategies that can be implemented Adaptable to a fast-paced, high-growth, changing environment Excellent interpersonal and communication skills; team player Strong ethics and decision-making
So, do you have think you have all the qualities above to be a successful Head of Sales here in Sanofi? Let’s start your recruitment journey by clicking the Apply button!
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