Main Objective :
Within the framework of PAC strategy, is responsible for the development of the sell-in and sell-out within Retail (out of pocket market) in Panama and Retail & Non-
Retail channel in Bolivia c for CEM (Rx products as Cardio, Diabetes, Branded Generics, Established Products) and CHC (Consumer Health Care) Business Units.
Delivers targeted sales and gross margin levels, maximizing sales-in performance, market share, return on investments and cash collection and keeping inventory levels in the channel within targets.
This position reports to the One Sanofi Retail Head for Pacific, Central America and Caribbean.
Key Accountabilities :
Is the owner for Sales-In and Sales-Out for the mentioned businesses within Retail and Non-Retail channels for the Business Units.
In collaboration with the Marketing and Trade Marketing teams implements the marketing plans for Retail and Non-Retail.
Leads the commercial sales force (KAMs and KIMs) within the perimeter and the medical sales forces (medical reps)
Designs the commercial plans and ensures the execution through the KAMs and Sales Representatives.
In collaboration with the Trade Marketing teams implements the trade marketing plans for Retail for both BUs.
Designs the commercial plans and ensures the execution with customers in the Retail channel, as distributors, drug wholesalers, independent pharmacies, pharmacy chains and institutions according to the defined scope of resposibilities by country.
Develops Joint Business Plans with key customers, maximizing the opportunities for the BUs, covering all areas of business (sales, inventories, logistics, trade marketing, etc)
Fields the best team, through a process of continuous talent identification and retention. Recruit, develop and retain talents based on Sanofi People Principles and Human Capital Strategy pillars
In collaboration with Supply Chain, ensures strong participation in the S&OP process minimizing deviations between demand forecasting and sales
Ensures, in partnering with Finance, Internal Controls, Ethics and Business Integrity and Legal departments, full awareness and implementation of corporate governance, internal compliance standards and business ethic practices, in line with Sarbanes Oxley and internal Sanofi Group Business Control Guidelines
Ensures effective co-operation at all levels of the organization and with the other Business Units.
Education : Business education essential in recognized programs and universities.
Experience & knowledge : Management experience (10 to 12 years), prior experience in commercial roles within international environment is a must, preferably in Central America or Caribbean countries.
Experience of contract management is a plus. Good knowledge and practice of sales, trade marketing, logistical financial and people management.
Required prior experience with distributor in commercial operations, distributor operations and negotiation with pharmacy chains retailers.
Demonstrate business leadership and accountability for results, making things happen and being able to collaborate in the establishment of a compelling vision with clearly focused priorities to lead multifunctional efforts and customer agenda toward its implementation.
Demonstrated thinking and problem solving.
Strong business, commercial and financial acumen.
Demonstrate business leadership capability and analytical skills, being able to collaborate in the establishment of a compelling vision with clearly focused priorities and lead its implementation.
Able to simplify complexity. Lead commercial execution.
Demonstrate excellence, knowledge and practice in sales
Utilizes effective negotiation skills.
Demonstrate collaboration, patience, tenacity, resilience and adaptability in complex situations and often changing environment;
is able to handle pressure and commit to and respect deadlines. Utilize excellent communication skills and demonstrate intercultural adaptability and sensitivity
Language : Spanish a must; strong English language skills (oral & written) a must
The position covers Panamá and Bolivia