CHC Performance Analytics Head

Opella, the Consumer Healthcare business unit of Sanofi, is the purest and third-largest player globally in the Over-The-Counter (OTC) & Vitamins, Minerals & Supplements (VMS) market.  

We have an unshakable belief in the power of self-care and the role it can play in creating a healthier society and a healthier planet.

That’s why we want to make self-care as simple as it should be by being consumer-led always, with science at our core. 

Through our unique and balanced portfolio of more than 100 loved brands, including 15 global and local high-growth challengers such as Allegra, Dulcolax and Buscopan, we deliver our mission: helping more than half a billion consumers worldwide take their health in their hands.  

This mission is brought to life by an 11,000-strong team, 13 best-in-class manufacturing sites, and 4 specialized science and innovation development centers. 

We are also proud to be the first major fast-moving consumer healthcare company to achieve B Corp certification. 

Join us on our mission. Health. In your hands.

Job title: CHC Performance Analytics Head

• Location: Milan, Italy
• 40% Remote working and 5% of travel expected

• Job type: Permanent, Full Time

About the job

At Sanofi Consumer Healthcare, we have one shared mission – we work passionately, every day, to ‘serve healthier, fuller lives’ now and for the generations to come.

In order to do so, we strive to act as a force for good by integrating sustainability along our business and employees’ mission and operate responsibly from both a social and environmental point of view.

Everything we do is centered around people’s interests – our consumers, our customers, healthcare professionals, and our employees – across the world.

We are building loved brands that serve 1bn consumers worldwide, through our key platforms: Allergy, Physical & Mental Wellness, Pain, Digestive Wellness and Cough, Cold & Flu.

We aspire to become the best Fast Moving Consumer Health (FMCH) company In & For the world and we aim to build a work environment where people can thrive, grow, enjoy and be at their best.

Job purpose

Drive excellence of CHC operations by leading the performance management, fostering a continuous improvement culture and being expert partner to the Brand Managers’ activation strategies and to customer team for excelling in execution

• Be responsible for the performance management, being the closest advisor of the GM to define “facts driven” plans of action to improve the business model, with holistic perfective (consumer, shopper, customer operations)
• Challenge the organization to excel / outperform, fostering obsession for growth and continuous improvement culture
• Lead the business agenda of CHC Italy by consulting / advising on some ad hoc challenges and driving business process and target definition & tracking
• Build business analytic capabilities to support decision making and resources allocation, mastering data sources to generate ROI insights and feedback to brands / customer teams
• Drive sales force & commercial excellence to constantly improve the field force efficiency

Key results/accountabilities:

1. Performance management. Master all data sources to provide acute, comprehensive and actionable performance analysis and transform strategic insights into actionable plans, ensuring senior leadership to get acceptance / “buy-in” from the team

Be responsible to

• Lead the business routines/meetings to analyze the Company performance, detecting “data driven” operational issues and gaps, challenging the organization to follow-up and provide fast reaction, harmonizing the identified solutions into a consolidated plan of action
• Support the change management by fostering the growth performance culture, seeking continuous improvement, developing the capabilities to implement agile ways of working
• Provide clear, comprehensive and unbiased assessment on performance, provide recommendation to management (for Sanofi & competitors), supporting the day by day implementation of identified quick wins and long term solutions
• Develop tools & reports to track execution of KPI and monitor CHC performance, ensuring simplicity / consistency / accessibility of data
• Track performance in all dimensions: market, financial, execution & key operational priorities
• Predict external dynamics on the business and evolution, support long term strategic initiatives

2. Business Agenda. Lead transversal/transformation activities for the leadership team and provide expert / Consulting support

• Be transformation agent for CHC Italy by proposing / executing transformation program and drive the business agenda
• Detect training gaps and define development plans accordingly
• Lead relevant strategic assessment / exercise to identify / unlock Commercial business opportunities
• Lead relevant performance meeting / assessment
• Act as GM “eyes” and provide meaningful strategic recos to the leadership team

3. Business analytics. Act as expert function in the CHC team by providing expert support on data management and provide advice on adhoc strategic & operational questions / challenges

• Develop capability to provide in depth analysis / calculation support for the CHC team, transforming KPIs into actionable recommendations
• Improve forecasting accuracy by developing tools to support the sales targets achievement
• Bring forward analytical & Strategic insights to country GM, customer & growth heads
  • Sales force excellence
  • Marketing mix optimization
  • ROI
• Oversee data management and processing

4. Commercial & Sales force excellence. Drive sales force excellence agenda to constantly improve the efficiency of field force in Italy.

• Be responsible for SF sizing, Segmentation, Targeting, Territory Design & Resource Deployment and optimization. Provide expert advice and guidance to ensure appropriate coverage of high value customers and management of field sales return on investment
• Be responsible for defining and tracking the field force KPI. Ensure their consistency with overall business objectives and proactively propose opportunities
• Be responsible for defining Bonus tools and process for the field force and be responsible for the implementation / tracking of execution
• Be responsible for Sales Excellence program including new sales force automation tools (CRM), develop new capability / Training / tool / programs enable to continuous improve Field force efficiency

Skills, experience & knowledge requirements:

Education – MBA or Master degree in Business or science

Required knowledge and/or experience

• More 10y of experiences in FMCG / CHC Company
• Commercial ops/Financial background in controlling or similar business analytic position
• Project management or experience in corporate / cross-functional leadership position

Language skills

English is a must