Head of Trade and Revenue Management at Sanofi Nigeria

Sanofi is a global healthcare leader focused on patients' needs, engaged in the research, development, manufacturing and marketing of therapeutic solutions focused on patients’ needs. Sanofi has core strengths in diabetes solutions, human vaccines, innovative drugs, consumer healthcare, emerging markets and Sanofi Genzyme.

We are recruiting to fill the position below:

Job Title: Head of Trade and Revenue Management

Location: Lagos, Nigeria
Job Grade: L3:1
Function: Trade & Revenue Management
Reports to: General Manager RX & Country Chair - Nigeria-Ghana
Direct Reports: Trade Team   – 1 + 4 (Nigeria); Key Accounts Managers – 5 ((4- Nigeria), (1- Ghana))

Purpose

• Ensure achievement of sales objectives and development of the company’s market potential through the wholesale trade and channel business within Nigeria, through implementing the company’s strategy and policies
• Deliver sustainable growth in Gross Margin by establishing capabilities, embedding best practices and delivering actionable recommendations in respect of Trade Investment and Pricing strategies.
• Implement Revenue Management initiatives by integrating all aspects such as: customers, portfolio, channels, seasonality and segments

Scope

• Sales- Marketing- CHC- Market Access – Trade- KAM-

Context

• As a result of market deregulation and emerging payer strategies to cope with increasing healthcare costs, Sanofi and its competitors are facing a fast-evolving trade landscape characterized by market fragmentation and the emergence of diversified players
• In line with the reality in the market, one of which we operate in, there are substantial opportunities which we can seize in order to create a sustainable competitive advantage
• The Trade Management function will have a transversal responsibility across Business Units and supported by regional teams to develop a platform that brings Sanofi closer to its trade actors.

Key Accountabilities

• Develop and implement channel and trade strategies for the entire sanofi portfolio
• Profile, Identify and segment key institutions within territory bearing in mind the Financial parameters of Sanofi products (Price, Margin, COGS), Location of institution, entry, maintenance and business growth parameters within the institution
• Coordinate the Affiliate’s sell-in activities (discount and services negotiations) and all other point-of-sale activities across Business Units.
• Segments and prioritizes customers and delivers sustainable customer partnership by putting together customer development plans
• Proposes the necessary resources deployment customers at key account and PoS (point of Sales level) in close collaboration with the BU’s and in line with the BU’s strategies
• Agrees negotiation strategy for key accounts with Business Units and owns the negotiation process (with KAMs as appropriate), coordinates the activation plan.
• Ensures commercial excellence (capabilities, systems and processes) in the Trade channel via implementation of the Trade management cycle, owns customer strategies for the entire sanofi portfolio
• Consolidate the commercial plans at customer and channel level and assess fit with commercial framework and the customer and channel strategies (to be agreed with global Trade function for global key accounts)
• Ensuring that terms are harmonized to the benefit of Sanofi and all BUs
• Be the driver of Trade investment and Pricing processes from end-to-end, fully engaging and providing benchmark, guidance and specific recommendations to all relevant Business Units and functions (including Finance, Business excellence Supply chain, IS)  and leveraging synergies across BU’s
• Establish a clear governance model to RM at a country level via the Pricing and Trade Committee
• Perform robust analysis that provide greater visibility of the value chain economics (pricing, commercial conditions, trade margins) and bring insights to actionable commercial strategies that deliver absolute Gross Margin growth.

Knowledge, Skills & Experience
Education:

• B.Sc. in Business Administration, Marketing, Finance, Economics or Engineering

Experience & Knowledge:

• Solid analytical know-how, financial maths
• Thorough understanding of pricing (including elasticity modelling, pricing architecture, breakeven analysis)
• Thorough understanding of contract management and trade terms optimisation
• Practical experience of commercial negotiation with key customers
• Good understanding of statistical analysis tools.
• Good understanding of Shopper/Consumer insights tools.
• 5 years experience in commercial intelligence/finance functions in FMCG or cognate companies including minimum of 2 years in a Pricing/Revenue management role and or sound experience as Business Unit Head or equivalent.

Core Competencies/Skills:

• This position requires a proactive, mature and self-reliant person who can always take the initiative and influence within a broad team environment. Skills include:
• Strong leadership skills and change management capabilities
• Ability to network/influence in a matrix organisation
• Strong analytical skills
• Superior written and verbal communication skills.
• Must be able to handle numerous projects at one time and meet fast turnaround deadlines
• Good balance of speed and accuracy.
• Good presentation and persuasive skills
• Project Management Mindset.
• Highly developed business acumen.
• Highly developed interpersonal skills required to foster value-adding relationships with key.

Working Relationships
Internal:

• This is a role which requires significant transversal interactions including working closely with:
• The rest of the Trade function, BU Heads, & Controlling to ensure alignment on pricing and trade terms approach
• Business Support & Excellence enforcing decision making process based on market/consumer/shopper insights
• Finance & Supply to ensure costs accounting / reporting processes are properly deployed to support granular analysis per product and customer/segment
• With Global and Regional Revenue Management to implement tools, capture best practice and avoid duplication of activities
• Compliance and regulatory departments.

External:

• Trade actors, Key Institutions, Point of Sales Outlets, Distributors, Wholesalers, Hospitals, Medical stores.

Application Closing Date
Not Specified.

How to Apply
Interested and qualified candidates should:
Click here to apply online