CVS Business Head

JOB PURPOSE :
Ensures the development and implementation of a long-term medico-marketing &
sales strategy which focuses resources on maximizing market share, sales
target achievement and controlling OPEX of the assigned business in order to
maintain profitability objectives within the framework of SANOFI global
business strategy and policies . implementing Play To Win strategy
KEY RESPONSIBILITIES AND DUTIES:

**Achievement of the Annual Sales Plan & implementation of the Company's

Strategy
* Lead the group of DSMs and sales team
* Monitoring total sales turn over to ensure that sales is in line with the preset target determined in the Annual Sales Business Plan
* Analyze sales for each product in every region through sales report provided by Sales Admin including each region achievements from hospitals, pharmacies and distributors and each product sales achievements.
* Regular follow up with the credit to identify special credit conditions in case of changes in products prices, new products added, etc., to increase the credit limit.
* Acting as an internal communication link between subordinates & other depts. to facilitate work flow (e.g. follow the processing of sales orders, check availability of products with production, follow the invoicing with the credit to solve any problems, etc.)
* Monitoring IMS analysis report highlighting assigned products and competitors' sales growth and market share development
* Apply SANOFI internal business and financial processes in the management and reporting of performance in alignment with SANOFI compliance guidelines, in addition to Sales budget control
Forecasting of National/Regional sales
* Participate in the monthly breakdown of the annual regional forecast in coordination with Head of operations
* Identifying sales targets for each region per month / quarter according to the potentiality of each region.
* Propose and manage potential growth of Key Accounts in full coordination with T&R department
* Discuss and analyze the regional forecast with the DSMs
* Monthly forecast update, reviewing sales achievements by the end of each month to identify variances and set the plan to make up for these variances in the following month.
*Establishing strong relationships with KOLs (Key Opinion Leaders) & Key
Accounts to better enhance the promotion of our products
* Enhance strong relations with KOLs & decision makers at KAs through regular field visits.
* Coordinating with marketing and Medical team in organizing scientific conferences and symposia, while ensuring effective and ethical level of CRM activities
* Quick response to key customers' requests to establish good relations for long-term benefits in return
Development & promotion of subordinates
* Reviewing subordinates day to day activities through activities report to ensure the proper execution of the FF & DSMs KPIs
* Setting parameters for evaluation based on their sales achievements monitored through daily & monthly meetings and determining areas of improvement and strengths of subordinates
* Detecting and identifying required training - whether it is related to either product or medical knowledge, selling skills, etc. - through feedback from DSMs, weekly reports of subordinates' achievements, and through personal observations in double visits and role playing.
* Set PIP for subordinates with performance issues to improve their capabilities
Team building & motivation to ensure better performance of subordinates
* Clearly identifying & communicating the region objectives to the subordinates and the role of each and every member of the team, and that each role is supplementary to the other and serving one goal.
* Ensure proper transversal cooperation between regions/lines/BUs to share best practices and to properly optimize resources and execute different brand initiatives (e.g. co-promotion, sampling…etc.) whenever needed
* Motivate subordinates through different means of recognition
Managing, monitoring, and directing subordinates activities
* Regular field visits to monitor activities of subordinates
* Daily discussion and approval of group meetings & special services and events and ensure the implementation according to SANOFI code of ethics
* Monthly follow up of financial budget for each product
* Weekly follow up of Return on Investment
* Competitors feedback from subordinates: their activities, sales achievements, etc. and determine an action plan accordingly on weekly basis
* Regular update of Doctors list and expanding customers data base
Participate in the recruitment process
* Identify recruitment needs
* Interview candidates and select best candidates to go through the interviewing cycle established in the company's recruitment policy
* Assign candidates to different areas according to geographical considerations
Managing Marketing Plan:
* Lead Marketing team to develops strategy and oversees implementation of marketing plan across multiple products
* Responsible for market share of the franchise/ product group
* Prioritizes project or brand through managing the efforts of resources through assigned Marketing team
* Guide the dynamic process of Improving product contribution to optimize return on investment
* Report to the senior management with product information and competitor's feedback
* Ensure high Coordination with the medical department to provide the required level of competitive medic-marketing activities and ensure Sanofi leadership position
* Managing KOLs related activities
* Others:
* Ensure that all sales and marketing activities and all processes in the BU comply with corporate guidelines.
* Apply SANOFI internal business and financial processes in the management and reporting of BU performance in alignment with SANOFI compliance guidelines
* Respect of company's values, code of ethics and social charter.
* Respect of personal data protection charter.
* Responsible for applying the HSE related requirements for the company in all related working procedures.
JOB-HOLDER 's ENTRY REQUIREMENTS :
Education:
* Bachelor's Degree in Pharmacy / Medicine or equivalent, and MBA is a Preferable.
Job requirements
* ‎6 to ‎10 years commercial / sales / and / or brand management experience in pharma business
* Must have ‎2-‎3 years of experience in a Franchise level.
* Direct Practice of Digital Marketing and / or Customer engagement management experience is a plus
* Preferable previous management experience in Cardio-Vascular field
* Involvement in management of matrix organization is a plus.
* Leadership & People management experience is a must.
Special Knowledge/Skills*
* Proven track record in sales excellence; entrepreneurial attitude
* Ability to effectively engage with key internal and external stakeholders and build long-term relationships with payers and HCPs
* Successful development and implementation of strategic and tactical business plans
* Excellence in communication, presentation and project management skills
* Oral and written fluency in English
* Result Orientated
* High level of agility
* Highly influential and public relations skills
* Emotional Intelligence and Empathy
* Entrepreneurial Skills
* Accountable, Analytical and high Decision-Making skills
* Business and Financial Acumen, &Customer orientation
* Cross functional working and Collaborative
* Generics Commercial Skills
* Business Development Skills
* Financial Steering & Resource Allocation Skills
* Good experience in market segmentation principles and techniques, forecasting and planning skills.
Cultural traits / Play to Win Behaviors
* Push to go beyond the level we have operated until now :
constantly challenge the status quo focusing on the priorities that will
deliver the best outcomes and letting go what won't: be intolerant to
mediocracy, believe we can and must do better and aim at higher but never at
the expenses of our values and judgment
* Put the interest of the organization ahead of own of those of his/her team:
consider both short and long term impact of decisions ; puts collective and
global goals above individual or local goals; share resources and capabilities
with those with the greatest need and impact; enable decision making at
appropriate level
* Act in the interest of our patients and customers:
actively engage with customers to know their current and future needs; brings
an external perspective into decisions
* Take action and don't wait to be told what to do:
take smart and informed best bets with the information at hand and anticipate
the consequences of her/his actions; use personal judgement and others' advice
to make bold and impactful decisions which move us forward
* Role model our ‎4 values: teamwork, integrity, respect, courage
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.