KAM CHC - eCommerce & Mass Market

Job description

KEY ACCOUT MANAGER CHC – eCOMMERCE & MASS MARKET

About the Opportunity

An interesting role has become vacant at Sanofi for a Key Account Manager CHC – eCommerce & Mass Market. In this position, you will be responsible for developing the Mass Market, eCommerce (Amazon and eRetailers), Regional Distribution and Pharmacy Groups, and also for exploring new channel opportunities that may fit into the CHC Strategy.

You will also be primarily responsible for overseeing the overall profitability of key accounts for Sanofi while developing strong relationship with key decision-makers, managing overall procurement (tender/listing/contracting/stocking) processes and developing services for the account that meet both Sanofi and account objectives.

The main functional activities led by KAMs are account insights and needs assessment, stakeholder management, account planning, negotiating contracts and commercial conditions and collaborating with Sanofi teams to develop solutions that meet both Sanofi CHC and account objectives.

Key responsibilities

Knowledge and deep understanding of the commercial environment and account status:

·  To be an expert on the commercial environment and account status by constantly keeping a breadth of the changing commercial environment and the changing influences on their trading model
·  In-depth knowledge of account financial situation, financial payment terms, penalties, commercial conditions and credit situation
·  Understand the logistics and distribution status for the account - distributors, wholesalers they work with, typical supply conditions and terms requested
·  Assess competitive situation in each account (including strengths, opportunities, weaknesses, and threats). Assess and mitigate risks on business in terms of price cuts, competitors’ threat and alternative source of supply

Build and maintain strong business partnerships with key stakeholders in all accounts especially with purchasing members and finance department, supply department, in order to position Sanofi as a strategic partner:

·  Identify decision-making process within the account and develop a detailed understanding of key stakeholders and their profile and needs
·  Coordinate action plans to engage with account stakeholders across Sanofi teams

Develop and agree implementation of Sanofi account plan with key customers:

·  Demonstrates a strategic long term view and coordinates the development and implementation of account plan with Sanofi teams
·  Segmentation of account based on potential, performance and profitability – providing insights and recommendations for resource allocation and focus based on type of account
·  Assessing and identifying critical success factors to win in account (from price to value…)
·  Liaise with Sanofi teams to develop and implement appropriate portfolio and services to meet account objectives as well as Sanofi business needs
·  Account plan to detail objectives, critical success factors, financial objectives and forecast including proposed profit margin and BOI, actions, investments and timings
·  Accountable for designing, developing and integrating the account plan with the local BU plans
·  Undertakes regular analysis and reviews with key stakeholders, making required alterations to the plan given changes in the environment
·  Achieves overall account sales targets and deliverables in line with the agreed plan

Manage commercial policy, contracts, supply and procurement process with customers: 

·  Responsible for the implementation of all approved commercial programms, deals, rebates and investments as part of managing the profitability of the portfolio responsibility
·  Managing and coordinating all the key procurement processes for the account
·  Managing, implementing and tracking revenue management levers and commercial conditions for account
·  Maximising the effectiveness of Trade investments in conjunction with Business Units and Functions
·  Demonstrate net revenue and gross margin growth by applying Trade Investment and Pricing and rationales and tools
·  Ensure commercial conditions are performance-driven, embedded in contracts/Joint Business Plans with customers and delivering portfolio and customer segmentation strategies
·  Leading negotiation and execution of procurement process and coordinating timely completion of contracts with account
·  Liaising with BU and supply chain teams to forecast, track and manage supply (delivery, stock, coverage etc) as per contract terms

About you

To excel in this role you will need to have:

·  A master’s degree in a relevant discipline is a plus
·  2-4 years’ of experience in a similar position
·  Solid analytical skills and ability to use IT tools (Office, web portals, other software); ease in learning new platforms
·  Previous experience with business development is a plus
·  Entrepreneurial mindset
·  Fluent Spanish and English communication and presentation skills, structured and clear
·  Strong interpersonal skills
·  Pro-active mindset and a self-starter

What Sanofi can offer you

·  a generous package including flexible benefits
·  a healthy work-life balance throughout your career with us

About Sanofi

Empower Life Everyday

At Sanofi we work across human health from vaccines to rare diseases, and consumer healthcare. This creates opportunities to work across different areas to build a diverse and exciting career. Sanofi has the capabilities and resources to support your aspirations to fulfill your ambitions and be the best you can be.

Our purpose at Sanofi is to work passionately every day to understand and solve healthcare needs of people across the world. Our ambition is by 2025, to be a top 3 innovative, global and diversified human healthcare company. One that embraces transformative technologies and is focused on its area of excellence, which means we’re not there to try to solve everybody’s problems. We want to focus on those areas where we know we are making a difference. 

The values we live by are teamwork, courage, respect and integrity.

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.