SFE Lead South Cone
Sanofi
Buenos Aires, Calle Cuyo
hace 12 días

KEY OBJECTIVES

  • 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

    Minimum Education

  • 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
  • Related Experience

  • 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.

    Sanofi, Empowering Life

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