Channel Manager Modern Markets

Job description

JOB TITLE

  WHY JOINING CONSUMER HEALTHCARE ? At Sanofi Consumer Healthcare, we have one shared mission – we're building a healthier future by helping people, help themselves. We empower people to champion better self-care for themselves, their communities, and our planet, through our consumer-inspired, science-based products and solutions. 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 – our consumers, our customers, healthcare professionals, and our employees – across the world. We are on an exciting journey as we have created a fully standalone CHC Business Unit (separating the Business Unit from our Pharma company heritage, processes etc), to create an agile, consumer-centric and responsive organization to deliver our ambition: to become the best Fast Moving Consumer Health (FMCH) company In & For the world. Sanofi’s Consumer Healthcare company is a standalone company as a separate legal entity but remains part of the Sanofi organisation.

CONSUMER HEALTHCARE AT A GLANCE  • Join the #3 globally in Consumer Healthcare • We operate through our key platforms: Allergy, Physical & Mental Wellness, Pain, Digestive Wellness and Cough, Cold & Flu. • We provide over the counter healthcare solutions in over 150 countries • We have 12 major CHC manufacturing sites globally. • Our people work in more than 40 countries around the world. • We have nearly 10 000 employees globally who work together to serve healthier, fuller lives.

WHAT IS UNIQUE ABOUT CONSUMER HEALTHCARE ? The Standalone strategy is an exciting and unique time to be involved in shaping the future of CHC organisation as it will unlock the value of our business and allow : • The integration of our business end-to-end from R&D to production and commercial, all dedicated to CHC in order to deliver bigger innovation, reduced time to market and exceed consumer and customer expectations • Improve our agility and way to operate to overtake local players and market growth momentum • Compete at par with CHC players, with processes & tools designed for CHC, gaining autonomy from our Pharma legacy • The acceleration of our digital journey transformation in order to build the true digital and data edge vs competition ranging from data driven decisions making to accelerating e-commerce and developing digital health opportunities to better engage with our consumers. We are building loved brands that serve 1bn consumers worldwide, and that have the opportunity to positively change lives, support healthcare systems and impact on the communities and society that we serve. As part of the CHC team, you will have the opportunity to work in an environment where people can thrive, grow, enjoy and be at their best. Our aim is to create an inclusive and exciting workplace for FMCH talents where we value authenticity, passion, speed and strong sense of purpose to work together as one CHC team.

LOOKING FOR A CHALLENGE?

Within Consumer Healthcare, we have the ambition to Grow and Perform even stronger and faster, ahead of the Market. That’s why we are looking for talents that will help us shape the future of CHC with skills and behaviours specific to the FMCH market. People who: • Like agility and new ways of working • Value operational autonomy and speed decision-making • Are passionate about data and digital transformation • Are consumer-obsessed and want to make a difference • Have an entrepreneurial spirit.

Your Purpose

Be part of a team who works every day to deliver the best healthcare solutions in the hands of Portuguese citizens.

Are you ready to chase the miracles of science to improve people’s health?

✏️  What you'll do

Master the knowledge of his/her sales channels and customers 

Deliver financial objectives and brand results linked to the relevant customers/accounts through profitable business plan negotiation. Drive effective customer relationship, actively solve customers’ issues, be the connection between customers and Sanofi’s internal functions. Find solutions to build sustainable partnership and customer growth. Ensure a high level of customer satisfaction using a collaborative approach whilst striving towards mutually beneficial results. Ensure a high level of collaboration, through a strong multifunctional internal & external network. Shape the long-term customer relationship with comprehensive vertical business management approach owning the process from top to bottom. 

Bring knowledge and innovation into the offline & online space to serve end consumers even better.

The channel manager position is a role that will set up the channel/customer strategy, channel and customer segmentation and new channel exploration to realize our growth ambitions. 

Scope: OoP MM Retailers & e-Commerce

Go to Market and Customer Strategy

·  Develop annual account plans/JBP for all customers working with Brand and Shopper Marketing team and execute brand plans in these strategic customers.
·  Tactically implement account plans, delivery, and monitoring targets
·  Work in collaboration with Shopper Marketing and digital Marketing and utilize category insights to develop compelling selling stories grounded in strong commercial rational.
·  Develop, help coordinate and contribute to, together with the Digital Marketing team when it is the case, the on-site activation campaigns, by liaising with distributors and customers, and facilitating meetings and communication with internal stakeholders.
·  Develop and lead the marketplace strategy, and growth plans for E-Commerce channel.
·  Presents the business strategy, ambitions, clear targets & priorities of each marketplace (Pharmacy online, mass market platform or fully dedicated e-commerce platform)
·  Arrange and lead regular business reviews and manage the relevant commercial relationships.
·  Liaise with internal functions to actively solve issues and improve processes/operations with customers/distributors.
·  Challenge E-Commerce partners to continuously improve/upgrade their websites to meet ACES requisites and keep growing online sales.

Negotiation and targets follow up 

·  Negotiating annual contracts and new product listings/ product distribution increases 
·  Monitor the main competitors identifying trend and strategy, seek opportunities to anticipate actions.
·  Manage the portfolio in an efficient way by key customer (deliver the targets by category)
·  Managing promotional spend and activity in line with annual budgets. 
·  Effective customer guidance and efficient budget allocation under the principle of ROI, ROI analysis of the actions negotiated. 
·  Ensure efficient split of sales targets between the key customers.
·  Provide accurate volume and value forecasts 3 months out to +/-10% 
·  Monitor compliance of counterparts negotiated in terms of execution, re-open discussion with customers/distributors when necessary.
·  Lead/collaborate in special projects, such as innovation in eCommerce, product launches, and other white spaces opportunities that could bring additional revenue and increase our market share.
·  Responsible, together with Digital Marketing, when it is the case, for ACES planning, tracking and execution.
·  Responsible with the Shopper Marketing for PERFECT STORE implementation on offline key customers
·  Meet the company ambition of E-Commerce Market Share growth and Net Sales. 

Stakeholder management 

·  Input to project work where appropriate KPIS
·  Gain and share competitive, shopper, cooperation insights to build value added concepts on all levels of the economic value chain.
·  Manage internal and external stakeholder management.
·  Consistently share best practice and evangelize/advocate about the importance of eCommerce, and coach/train internal and external stakeholders on eCommerce knowledge.
·  Work close to customers to drive recommendation conduction trainings and ensuring detailing on TOP STORES
·  Work close to the REVENUE to ensure efficiency on the execution of PFP (accruals & credit notes)
·  Timely review with REVENUE controlling for P&L and adjust business accordingly.
·  Comply with all company policies, instructions, and directions for the fulfillment of company objection and to maximize profits from sales.
·  Work in a cross-functional way with other functions (Supply Chain, Digital Marketing, Marketing, Trade & Shopper Marketing…)

Sanofi CHC B2B Platform Management

·  Work close with the global project Team of eHub (Sanofi CHC B2B platform) to deliver the right implementation of the project in Portugal.
·  Definition of the best go-to-market strategy and implement it accordingly.
·  Collect business needs and inputs from customers to improve our platform and deliver the best solution possible for them.
·  Using the platform to promote simplification of process (impact on field team activities, customer service, Ci2c)

KPIs

FINANCIAL KPI's

EXECUTIONAL KPI's

OTHER KPI's

KPI Priority

1

NS GTN & Customer P&L

Distribution & MSL

Channel forecast accuracy

2

Market Share & Sell Out

ACES (assortment, content, ratings and reviews, organic search)

Accruals & Credit notes

3

Pay for Performance + ROI

Perfect Store (offline stores)

Customer survey (improve customer satisfaction)

 What we offer

·  Immersion in the CHC environment and opportunity to work with a great team with diverse and highly advanced skill sets.
·  A real & concrete career path at Local, WEU or Global level with P&L management & People management role opportunities
·  Empowerment to do the right thing for the business.
·  Flexible working culture.

Key working relationships 

·  Shopper Leads
·  Digital & e-commerce lead
·  Brand Leads
·  Channel Managers
·  Innovation
·  Country Head
·  Sales Force / KAMs
·  Growth performance team
·  Finance, ITS, Legal, Scientific affairs, Supply, Procurement

 Your profile

Education

·  Business or scientific background, bachelor’s degree

Required knowledge and/or experience.

·  At least 5 years of customer facing experience (as a rep, category management, retail buying, etc.)
·  FMCG customer experience is an advantage.
·  At least 3 years of experience as an eCommerce manager/eCommerce category manager

·  Quick learner, flexible and able to adapt to an ever-evolving working environment and competitive market dynamics.
·  Entrepreneurial spirit, hands on, with a bias to action 
·  Ability to use market and shopper data sets to build commercial arguments/propositions.
·  Exposure with trade marketing & category management (growth hub) projects will be highly appreciated. 

·  Business related financial knowledge, understands how to optimize P&L, and can produce business plans.

Other skills

·  Excellent verbal & written presentation, communication, selling and negotiation skills.
·  Excellent relationship building skills. 
·  Mandatory country language fluent speaking, English is an advantage.
·  Project management skill
·  Detail oriented and organized.
·  Goal oriented
·  Hands-on approach, high motivation, curiosity, enthusiasm and “going extra mile” mindset. 
·  Excellent time management and prioritization skills
·  Analytical skills in understanding customers trends and define main areas of intervention and/or opportunities.
·  Inclination towards innovation, challenge the status quo and think out of the box.

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.