LATAM Revenue Management Head

Position Summary:

Enable countries to deliver sustainable growth in Sales and Gross Margin by establishing capabilities, monitoring and delivering actionable recommendations optimizing Gross-To-net, Payment Terms and Pricing strategies.

Leverage "One Sanofi" synergies while monitoring and influencing the effectiveness of Trade Commercial Policy and contracting in conjunction with Business Units and Functions through tools like PowerBI Revenue Management tool and retail price monitoring.

In the LATAM Trade perspective the focus will be on Harmonize the Back Office processes and ways of working while respecting the specific businesses needs in each Country ensuring business continuity at same time we are transforming.

Key responsibilities:

Strategic Leadership & Governance

• Drive Go-to-Market strategies and commercial policy development
• Establish and lead Revenue Management (RM) capability as a core business practice
• Contribute to Trade and Pricing Committee at Country/MCO level
• Support product launch initiatives through pricing and channel strategies
• Lead digital transformation initiatives in revenue management processes

Financial Optimization & Analysis

• Drive profitability management through optimization of Gross-to-Net (GtN), pricing strategies, payment terms, and commercial policy
• Conduct scenario planning for various market conditions
• Develop and implement revenue maximization strategies across channels
• Execute robust financial analysis of value chain economics

Commercial Strategy & Implementation

• Design and implement innovative pricing strategies
• Deploy commercial strategies aligned with market demands
• Establish performance-driven commercial conditions
• Lead stakeholder engagement across business units
• Support new product launches with pricing and channel strategies

Project & Capability Building

• Manage cross-functional revenue optimization projects
• Implement digital tools and analytics platforms
• Deliver training on revenue management principles
• Foster stakeholder relationship management

About you

Experience:

• Education:  Business Administration, Marketing, Finance, Economics or Engineering. 

• Experience: Minimum of 3-5 years of work experience in finance/accounting or Trade Roles. Experience in price increase processes. Proficiency in Plai management. Desirable familiarity with the financial context of Latin American countries.

• Technical skills:

• Plai tool expert.
• Knowledge of data analysis and forecasting models. 
• Thorough understanding of pricing (including elasticity modelling, pricing architecture, breakeven analysis).
• Thorough understanding of contract management and trade terms optimisation
• Good understanding / practical experience of commercial negotiation with key customers
• Ability to collaborate and communicate effectively with cross-functional teams.

Soft skills:

• Glocalmindset: able to understand and contribute to the global framework combined with local execution
• Capacity to challenge the status quo to enhance efficiency with an entrepreneurial mindset respecting global approaches. 
• Entrepreneurial and agile mindset, unconventional thinking, always looking for new ways to achieve business goals
• Empowerment & People leadership: create engaging environment, delegation, giving responsibility and lead trustfully, ability to coach, develop and manage feedback effectively.
• Communication, Stakeholder & Change Management Skills: effective communication skills to influence and move to action to very diverse stakeholders (global, peers, cross-functional teamsand external stakeholders)
• Customer orientation: Motivate teams to connect with patients/customers to understand their needs and provide value-added solutions
• Results Orientation
• Languages: Spanish and Fluent in English both orally and in written.