Develop functional capabilities of SFE and SF professionals in South Cone countries : Assess L&D needs and create development plans, tools and materials tailored to each Key Stakeholder segmentHold training, coaching and on-boarding sessions
Establish and facilitate implementation of standards and best-practice methodologies in SFE core areas : Sales Force Incentive compensationSales force Target settingCustomer profiling, segmentation and targetingSales force performance managementSales force activity management
Support simplification and streamlining of tools and processes, establish environment of knowledge sharing and effective scaling of best-practices
Develop frameworks, facilitate and hold resource allocation projects : Sales Force Sizing and StructureSales Force geographical allocationSales Force Productivity evolutionChannel and promotional investmentsChallenge the commercial organization to close the loop between Productivity analysis across different channels of promotion, sizing and SF design and setup
Drive roll-out of innovative sales force related operational models which improve productivity
ROLE HOLDER ENTRY REQUIREMENTS
Graduate in Science / Pharmacy / other appropriate discipline.
Graduate in Business Administration
MBA / Master / Postgraduate degree in related fields is a plus
Technical Qualifications and Knowledge
Communication and presentation skills.
Interpersonal relations and skills to manage customer relations.
Leadership and teamwork skills.
Knowledge of computer applications (MS office)
Ability to work with database and data warehousing programs
Operational knowledge of code of ethics & compliance
7+ years of experience in Pharmaceutical MNCs
Consulting experience is a plus
ROLE HOLDER COMPETENCIES REQUIRED
Leading change management and productivity improvements
Challenge status-quo, drive change management initiatives, engage people
Applying analytical skills
Enable quick insights identification, prioritization of efforts, looking for root causes.
Applying business acumen
To build credibility, provide with more impactful findings and challenge status quo there is a need to understand how pharma and different channels are operating
Specific technical knowledge
Function assumes strong dive into analytics, coordination of different functions and systems, often facilitation or development of reporting, CRM, planning systems
Incentive Management and Design
Understands IC Design principles, ensuring proper approval and change management of the IC process
Ensures impactful communication linking pay-out and design of the IC with business objectives
Uses wide variety of structured methodologies do design elements of the IC
Establishes regular review and analysis of the IC healthiness to adjust and improve
Managing sales targets
Understanding principles and elements of a comprehensive Sales Target setting framework
Ensures impactful communication of the sales targets, linking them with business objectives, resources and tactics
Uses wide variety of structured methodologies to design all elements and steps in target setting
Establishes regular review and analysis of the STS healthiness to adjust and improve accuracy, relevance and impact
Managing Resource Optimization
Understands and applies relevant approaches to define sales force structure maximizing business impact
Develops framework for defining optimal sales force size in different environmental scenarios
Builds models and approach to design and govern optimal sales force allocation by geographies and channels.
Challenges the organization to close the loop in tactical resource optimization (by channel, event, promotional tactics)
Managing Customer PST (Profiling, Segmentation & Targeting)
Knows fundamentals and designs customer PST framework aligned with business objective
Ensures efficient field work, communication, training and actual roll-out of the PST
Runs thorough analysis of the figures on each step of the process to ensure quality
Maximizes impact of the PST by aligning it with territory design, resource allocation, promotional tactics allocation
Managing Activity Planning
Ensures optimal customer interactions planning (contacts per day, per channel, frequency of interaction, coverage)
Ensures optima field and out of field plan for customer facing role (trainings, meetings, events, travel, etc.)
Incorporates non-detailing activities into the overall activity plan of the customer facing role
Enabling Performance Management
Builds efficient performance management framework governance and process
Ensures analytical support of performance management and insights generation
Contributes to the actions generation and implementation follow-up
Sanofi is dedicated to supporting people through their health challenges. We are a global biopharmaceutical company focused on human health.
We prevent illness with vaccines, provide innovative treatments to fight pain and ease suffering. We stand by the few who suffer from rare diseases and the millions with long-
term chronic conditions.
With more than 100,000 people in 100 countries, Sanofi is transforming scientific innovation into healthcare solutions around the globe.
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