Revenue Manager

ABOUT THE JOB:

Manage the Present

Deliver the financial and Market Share KPIs

• Responsible for the delivery of profitable market share growth of the country
• Responsible for the delivery of the Volume Sales, Gross & net Sales KPIs
• Responsible for delivering the Gross Margin and BOI targets of the country
• Management of the Gross to Net Line of the P&L including ROI of all promotional activity

Gross to Net Management and visibility

• Drive visibility of Gross to Net investment choices throughout the organisation including activation choices and channel investment strategies
• Drive visibility of internal and external (retailer) profitability for the organisation
• Review all investment choices made through Gross to Net and ensure positive ROI and purpose to all of our investments including Promotional Activity, Instore activation, HCP engagements, financial payment terms, returns and customer rebates
• Provide guidance to key commercial leaders on investment choices and how we can improve our Gross to Net performance
• Drive the roll out of the POT tool in the country to drive visibility of promotional ROI
• Support the Customer Lead with the definition of the channel strategy through profitability analysis to determine which channels to invest in
• Support with the design of the country commercial policy, linking investments to brand activation strategies and growth lever work as well as defining key KPIs such as SIT KPIs
• Manage Tender pricing opportunities to ensure Tender bids are inline with brand and profitability strategy
• Manage, review and report on channel investment. The execution of contracts & agreements and the ROI by channel, by customer (customer account profitability CAP)

Build awareness of pricing and gross to net opportunities as well as building capability throughout the commercial organisation to identify and execute.

• Drive awareness of pricing as a key building block and risk factor as part of the annual brand plan including the identification of risks and opportunities on freely priced and price controlled products.
• Bring focus and transparency to our pricing strategy at a country level with a clear list of opportunities and risks highlighted on a monthly basis for all key commercial roles taking into account inflation, category inflation, competition, discount ladders and brand positioning
• Work with the regional revenue lead to execute the identified pricing opportunities
• Drive the conversation at a local, regional and global level around relevant reference pricing for price controlled products, highlighting and eliminating risks through cross country negotiation
• Build capability throughout the organisation on the methodology behind looking at pricing opportunities

Create the Environment

Build a culture and environment that is transparent on investment and focuses on driving ROI

• Drive visibility of country/ channel/ account Investments to ensure a focus on ROI and profitability from the whole organisation
• Raise awareness of our Gross to Investment amounts to continually drive review and improvements
• Ensure an ROI mindset is embedded throughout the whole organisation including cross functional roles such as the brand team.
• Build capability throughout the organisation on the methodology behind looking at pricing opportunities and reviewing gross to net
• Ensure all of the above is done in line with Sanofi CHC Commercial Policy and Compliance guidelines
• Support the design of the local commercial policy
• Develop/ activate the tools to visualize commercial net revenue opportunities such as the POT tool/ TPM.

Create the Future

Ensure our pricing strategy is shopper and consumer focused whilst our GTN strategy takes into account changes in retail landscapes.

• Ensure we take a future focused view to our pricing strategy that is externally, and shopper focused forecasting possible changes to category and country inflation rates and taking into account brand price positioning and price elasticity.
• Review our channel investment strategy to ensure we are investing in the right channels for the future e.g., do we have the right level of investment in E-Commerce and white space.
• Ensure we have a fit for future tool set available at the country level to drive visibility of trade spend.

ABOUT YOU:

• Related Degree, with at least 8 years Business experience in commercial roles
• Prior working experience in MNC or Local Firm for FMCG/OTC Healthcare industry
• Multi country experience preferred.
• Strong Financial Analysis skills required.
• Dynamic, results-oriented individual with a "hands on" style
• Shopper Focused
• Excellent interpersonal and communication skills; team player

Key Relationships:

• Country: Customer Leads, GM, Country & Regional Finance, Regional Revenue Managers, Country Trade & Shopper Marketing, Key Account Managers, Regional Sales Managers
• External: Retailers, Wholesalers & Distributor Partners

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 wont: 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 dont 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.

Pursue Progress, Discover Extraordinary

Better is out there. Better medications, better outcomes, better science. But progress doesnt happen without people people from different backgrounds, in different locations, doing different roles, all united by one thing: a desire to make miracles happen. So, lets be those people.

At Sanofi, we provide equal opportunities to all regardless of race, colour, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, or gender identity.

Watch our ALL IN video and check out our Diversity Equity and Inclusion actions at sanofi.com!

Sanofi IS AN EQUAL OPPORTUNITY EMPLOYER If you are interested in applying for this vacancy and you are confident that you meet the criteria set out in the advertisement kindly click on the link below

https://sanofi.wd3.myworkdayjobs.com/SanofiCareers

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.