Relationship Management :
Manage customer relationships by being primary contact for all requests (Commercial, supply, QA, RA, others).
Manage and coordinate efficiently interfaces between BU and Industrial sites through Demand Management organization, by collecting reliable forecasts from customers, purchase orders in due time and with the objective of providing first class service through appropriate communication toward customer.
Manage and coordinate efficiently interfaces with SAIS QA / RA organization of providing the business background and appropriate level of priority with the objective of providing fast and appropriate answer to the customers.
Plan, implement and follow thanks to KPI, Commercial Call Plan in line with BU strategy, travel expenses and in relation with appropriate segmentation.
Perform systematically customer qualification to get full knowledge of their business / market, and to share it using dedicated Customer Relationship Management tool (LEAP).
Manage the commercial network (agents and distributors) in the Territory in relation with SAIS and BU strategy and favour initiatives which should consolidate direct link between SAIS and customers.
Define BU products positioning in the Territory and customize product value propositions.
Implement this commercial strategy and pricing policy defined by Business Unit Head.
Negotiate appropriate commercial conditions.
Supply agreements : Build negotiation Scenario & Strategy.Lead some negotiations, influence, overcome obstacles and ensure good outcomes.
After signature, manage the contracts making sure it is respected by both parties.Anticipate renewal when contract is upon to expired.
Set annual sales budget and a 3 to 5-year plan.
Monitor sales & margin performance by doing monthly GAP analysis between Actual and Budget, full year trend analysis, and implement corrective actions if needed.
Monitor customer sales performance (Drug Products Sales) and follow customers’ market to anticipate changes and implement appropriate actions.
Reach objectives fixed by The BU head (budget / turnover / margin, targeted projects).
Comply strictly with Sanofi guidelines and SOA requirements (Sarbanes Oxley Act).
2. MARKET KNOWLEDGE - MARKETING / INTERFACE
Collect understand and analyse market information (competitors, market price, quality, QA & RA as well as Health care system evolution in the Territory) with support of Marketing.
Monitor and analyse these data and communicate to management.
Contribute to the establishment of a full market data base to ensure accurate follow up of competition in terms of market shares, prices, quality, impurity profile, manufacturing process, regulatory aspects.
Contribute to market anticipation.
3. COMMERCIAL BUSINESS DEVELOPMENT / PROSPECTION
Collaborate with Marketing, to identify and target leads and schedule appointments employing cold calls and networking techniques.
Identify new opportunities for existing products, as well as for new products.
Coordinate customer projects from sampling to approval and commercialization.
Experience & Knowledge :
English fluency is mandatory.
German knowledge would be a plus.
Outstanding communication and interpersonal skills.
Customer oriented and excellent customer service experience.
Strong negotiation skills.
Able to work independently.
Excellent organizational and time management skills.
Ability to multi-task and work in a fast-paced environment.
High achieving, ambitious, and results-oriented.
Business oriented education and / or diploma into pharmacy or chemistry, biochemistry, Health.
Minimum 5 years of experience in the pharmaceutical industry.
Sanofi is committed to welcoming and integrating people with disabilities.
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.
As part of its diversity commitment, Sanofi is welcoming and integrating people with disabilities.