KAM Trade and ecommerce

Job title: KAM Trade and ecommerce
Location – Chennai 

About the job

Our Team:

Trade distributer contribution to Sanofi business in terms of reach and penetration is significant.Building long term and sustainable partnership model with trade distributers for delivering volume growth for Sanofi brands is critical moving forward.

About Sanofi:

Sanofi is an R&D-driven, AI-powered biopharma company committed to improving people’s lives and delivering compelling growth. Now, with its Take the Lead Strategy the objective is to make a greater impact on patients, healthcare systems, and society at large scale. This means (i)  pioneering an innovative pipeline and executing transformative launches at scale to bring life-changing new medicines and vaccines to more people, more quickly (ii) modernizing and deploying resources with agility (iii) building a sustainable business that tackles the most urgent healthcare, environmental, and societal challenges of our time 

Sanofi India  is implementing an ambitious transformation plan  aligned with our Take the Lead Strategy and Values,  with 3 main objectives (i) achieve our target growth for the Diabetes portfolio in Public and Private market (ii) Foster empowerment and autonomy at customer level to create a customer centricity approach (iii) Implement  contemporary ways of working for better efficiency

Main responsibilities:

Build long lasting relationships with top 650 key trade distributers (70% business contribution approx. 1800 Cr) and include them as partners in growth journey.
Deliver growth with focussed approach.
Improve efficiency.

1.Trade Strategy Implementation and Coordination

Drive & ensure sales delivery by trade distributers for Sanofi Rx brands.
Execute the value-added activation plans for enhancing reach and penetration through trade distributers of Sanofi Rx brands.
Scaleup retail coverage through digital connect and drive incremental opportunities to accelerate sales growth for targeted Rx brands.
Identify opportunities to innovate and drive first competitive advantage for Sanofi and the customers.
Define ways of working, engaging cross functionally, to achieve agility in trade practices and Sanofi processes.

2.Customer Insights & Planning

Monitoring Top distributers Secondary sales data before month closing to develop actionable insights & build accountability for secondary sales demand generation.
Engage with new retail/ wholesale and adopt new practices future ready.
Contribute to detect emerging opportunities and needs in the market.
Develop Trade Distributer account management Capability (Insights, Digital and Content, Data Analytics, etc.…), Embed new practices in ways of working.
Maintaining optimal SIT days >=24 days  
Work effectively with Trade marketing and Channel management to accelerate growth and profitability.

3.Impact & Influence Trade Channels

Improve efficiency in terms of
Service – Ontime delivery, settlement of claims, payment realization
Stock availability – All SKU’s availability and optimal SIT days
New product launches – Acceleration of distribution curve and geographical reach
Reducing breakage & expiry – Maintaining desired ratio of <0.5% vs sales volumes
Develop powerful content and experiences that will generate value for our customers by using retail platforms like Retail IO and Pharmarack.
Sales Marketing Experience of 8+ years with exposure to different geographies and Experience of distributer / wholesale management, digital marketing would be preferred. Worked in leadership roles with an experience of analytics for 2-3 years will be an added advantage.

Competencies 

Business Acumen: 

Being keen and quick in understanding and dealing with a "business situation" (risks and opportunities) in a manner that is likely to lead to a good outcome. • Requires Analytical and financial skills in order to prepare business scenarios. • GBU Strategy understanding is equally important as strategic thinking coupled with its execution.

Strategic and Innovative Commercial thinking:

Demonstrates superior understanding on industry trends, emerging technology, market opportunities, stakeholder focus. Focuses organization activities and resources on key objectives

Define and prioritize the insights needed to achieve business and marketing goals basis the customer data points. The ability to formulate new ideas or to adapt or use existing ideas in a new or unexpected way to solve problems. Looking at current Trade and Commercial approaches and analyse them with a new angle.

Customer insights & planning

Ability to View things from the customer’s perspective. • Has ability to understand the customer's performance & is able to segment and target accordingly from a large customer base

Has ability to Segmentation and Go-to-Market Strategy understanding

Customer performance management is to improve top line forecast accuracy while optimizing expenses to achieve top line growth and increase operating margins. So understanding the financials behind a customer (Performance, Profitability, ROI, etc) is key

About You:

Analytical Ability: Ability to analyses huge data and able to drive meaningful insights . Gathering, interpretation, and communication of meaningful patterns of data, applying data patterns towards effective decision making.

Data Management 

Ability to visualize abstract concepts, see relations between them, and
draw constructive conclusions.

Achievement oriented: Drive and passion to accomplish goals, and always striving to improve processes and be more efficient.

Teamwork & Collaboration: Collaborate internally to build strong internal and external customer relationships. Good collaborator and can effectively work across Business units and KAM teams easily work cross-functionally

Influencing & execution: Influence digital strategy within the organization in terms of its impact on structure, culture, and strategic plans. The ability to actively promote ideas and initiatives both internally and externally.

Monitoring & evaluation: Recognize the need for change and support the

implementation of change through positive behaviour.