Team Lead - Trade & Revenue Management

• Job title: Team Lead - Trade & Revenue Management

• Location: Hyderabad

• % of travel expected: Travel required as per business need, if any

• Job type: Permanent and Full time

About the job

Strategic context:

As part of GTMC, the Trade & Revenue function delivers best-in-class and transformative commercial analytics, revenue intelligence, and data management capabilities that actionably fuel Sanofi's strategic trade decisions and revenue optimization. Our Hubs are a crucial part of how we innovate, improving performance across every Sanofi department and providing a springboard for the amazing work we do. Build a career and you can be part of transforming our business while helping to change millions of lives. Ready?

Overall Purpose

At Sanofi, we leverage analytics and technology to benefit patients worldwide. We seek individuals passionate who will oversee multiple analytics and operational teams responsible for commercial reporting, revenue analytics, data governance, and market operations support. The role focuses on ensuring operational excellence, stakeholder management, process improvement, and team development while delivering actionable insights that support strategic decision-making.

The position also involves managing day-to-day operations, driving continuous improvements, ensuring data quality, and enabling effective collaboration across cross-functional and global teams.

Key Responsibilities

Team Lead – Trade & Revenue Management drives operational impact by effectively leading four specialized teams within the Trade & Revenue function. Through hands-on leadership and deep domain expertise, this role optimizes data processes, analytical workflows, and reporting capabilities across TRI & Commercial Conditions, Partner Markets and Tender Data Management. The Team Lead manages a dedicated team, providing direct supervision, mentoring, and technical guidance while ensuring alignment with global trade and revenue objectives.

Key responsibilities include coordinating daily operations across all four workstreams, implementing process improvements, and maintaining quality standards. They collaborate with global stakeholders to understand requirements, allocate team resources effectively, and ensure timely delivery of trade and revenue management solutions. The Team Lead also supports team development, provides technical mentorship, and ensures adherence to data governance practices while reporting progress to senior management.

People

• Supports trade and revenue analytical operations within the GTMC Hub, providing data insights that inform commercial decisions and contribute to global team objectives.

• Stays current on data governance practices, GtN frameworks, and tender management best practices, sharing relevant updates with team members to support project planning and data management activities.

• Ensures team delivers quality analytical deliverables on schedule, maintaining stakeholder confidence through consistent performance and reliable execution across all four workstreams.

• Identifies process improvement opportunities across Trade and revenue initiatives & Commercial Conditions, Partner Markets and Tender Data Management, collaborating with internal teams to implement solutions that enhance efficiency and data quality.

• Manages and develops team members across four specialized areas, fostering a collaborative learning environment that supports individual growth and team performance. Balances project priorities with operational needs, ensuring practical implementation while supporting broader departmental goals across the global trade and revenue function.

• Mentors junior team members and coordinates with peer leads to strengthen team capabilities and knowledge sharing across the Hub.

• Maintains working relationships with internal stakeholders including Global Trade & Revenue Leadership, Finance, Market Access, and country teams, ensuring data solutions meet current business requirements.

Performance

·       Drive continuous improvement of commercial conditions tracking, GtN analytics, and revenue initiative monitoring while analyzing data quality deviations to develop mitigation plans that address root causes and enhance overall efficiency.

·       Oversee end-to-end commercial policy setup dashboards capturing on-invoice and off-invoice deductions, enabling transparent tracking of how Gross Sales convert to Net Sales across retail, institutional, and export channels.

• Lead country-level revenue initiative tracking for commercial activation and GtN optimization projects from baseline through quarterly execution, with probability-weighted impact assessment.

• Oversee the Tender Management Ecosystem (TME), ensuring tender outcomes are updated, data quality reports are clean of errors, and upcoming tender pipelines are validated and maintained.

• Coordinates a team of analytics specialists to address business challenges, ensuring team members are effectively assigned to meet project requirements across all workstreams.

• Reviews analytics processes within the team, tracking progress and sharing results with immediate stakeholders including Global Trade & Revenue Leadership and regional teams.

• Implement analytics best practices within the team, encouraging data-driven approaches in daily work across all trade and revenue domains.

• Develop stakeholder relationships through reliable delivery of quality data products including Power BI dashboards, KPI reports, GtN analytics, and tender management reports.

Process

·       Coordinate with data owners across departments to ensure data accessibility, integration, and quality across the trade and revenue ecosystem

·       Evaluate and recommend emerging technologies for trade data management, analytics, and reporting while translating business requirements into data solutions that ensure compliance with applicable quality, regulatory (Data Privacy, GxP, SOX), and cybersecurity requirements.

·       Lead the design, development, and maintenance of complex data systems and dashboards including Partner Market Power BI Dashboard, One Trade GtN platform, Tender Cockpit Report, and Commercial Conditions tracking tools.

·       Establish data quality metrics and oversee end-to-end data lifecycle management activities across tender management, partner market reporting, and GtN analytics.

·       Ensure the team delivers projects effectively, focusing on resourcing, quality, timeliness, efficiency, and maintaining high standards across all four workstreams.

·       Manage process or team expansion initiatives, including hiring and people management responsibilities as the function scales.

·       Ensure adherence to compliance procedures and internal/operational risk controls in accordance with all applicable regulatory standards.

·       Implement resource and back-up planning for trade and revenue analytics teams to ensure business continuity and consistent delivery of insights to stakeholders.

·       Identify synergies and redundancies across workstreams and global business units for common customers and business models, prioritizing information gaps and business challenges from global teams.

Stakeholder

·       Develop working relationships with immediate business partners including Global Trade & Revenue Leadership, Finance, Market Access, and country tender managers to understand their data requirements and ensure team deliverables support departmental goals.

·       Present analytical findings — including GtN trends, tender pipeline performance, partner market KPIs, and One Trade insights — to stakeholders in clear, understandable formats that support decision-making.

·       Work with internal teams (Brand Teams, Customer Facing Teams, Finance, Market Access) to ensure analytics outputs meet their project needs and provide practical value.

·       Coordinate project timelines by setting realistic expectations for deliverables and communicating resource needs to immediate supervisors.

·       Share knowledge between team members and business partners to improve understanding of trade and revenue data insights and encourage their practical application.

·       Participate in departmental meetings to provide updates on analytics work and communicate team needs for project success.

·       Address day-to-day concerns related to data quality, methods, or implementation of trade and revenue analytics solutions.

·       Maintain regular communication with key stakeholders including Global Tender & Trade Managers, Head of Digital Trade & Market Access, and regional partner contacts.

About you

Experience:

• 10+ years of experience in pharmaceutical or healthcare industry with commercial analytics experience, including understanding of key processes such as Trade & Revenue Management, Gross-to-Net Analytics, Tender Management, Partner Market Operations, and Data Governance.

• Extensive understanding of commercial operations, trade operations, and operating models in a global pharmaceutical context.

• People Management experience for managing a team or function, ideally across multiple workstreams.

• Familiarity with major business KPIs and processes related to trade, revenue, and commercial conditions.

• Understanding of GtN analytics, commercial conditions management, tender lifecycle management, partner market reporting, and pricing intelligence in the pharma industry.

Soft Skills:

• Strong learning agility and ability to manage ambiguous environments.

• Ability to mentor and guide the team

• Excellent interpersonal and communication skills with strong presentation skills.

• Team player who is curious, dynamic, result-oriented, and collaborative.

• Strategic thinking in an ambiguous environment.

• Ability to operate effectively in an international matrix environment and work across time zones.

Technical Skills:

• Strong qualitative and quantitative commercial analytics and data analytics capabilities.

• Experience using analytical tools like SQL, Power BI, Qlik Sense, Tableau, Informatica, Dataiku, Smartsheet, and Alteryx.

• Expert knowledge of Excel and proficiency in VBA.

• Knowledge of statistical and programming tools (SPSS, Python, or similar) a plus.

• Advanced MS Office skills (Excel and PowerPoint) a must.

• Slide creation skills to develop creative and impactful presentations for senior leadership.

• Experience in developing and managing dashboards including GtN dashboards, KPI dashboards, and tender management reporting tools.

• Project management abilities to prioritize and handle multiple projects simultaneously across four distinct workstreams.

• Aptitude for problem-solving and strategic thinking in a data-intensive commercial environment.

• Ability to synthesize complex trade and revenue data into clear and actionable insights.

• Proven ability to work effectively across all levels of stakeholders and diverse global functions.

• Solid understanding of pharmaceutical commercial operations, trade channels, pricing, and market access functions.

Education:

• Advanced degree in Management, Statistics, Decision Sciences, Engineering, Life Sciences, Business Analytics, or related fields (PhD, MBA, or master's preferred).

Languages:

• Excellent knowledge of English with strong written and spoken communication skills.

• Why choose us?

  Better is out there. Better medications, better outcomes, better science. But progress doesn’t 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, let’s 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 videoand check out our Diversity Equity and Inclusion actions at sanofi.com!

• Experience working with global partner networks and cross-regional data operations across markets in Africa, Europe, Eurasia, and beyond.

• Familiarity with tender management platforms, CRM tools (e.g., Salesforce), and commercial analytics ecosystems.