Group Lead - Customer Facing Effectiveness

Job title: Group Lead Customer Facing Effectiveness

• Hiring Manager: Head hub Customer Facing Effectiveness
• Grade: TBD
• Location: Hyderabad

About the job

Strategic context:

Sanofi's R&D pipeline and upcoming launches are the most robust in its history. To realize this potential, Sanofi is modernizing by organizing the global Go-to-Market Capabilities (GTMC) team. This will enhance commercial operations, streamline processes, and eliminate silos. As part of GTMC, the vision for the Customer Facing Capabilities pillar is to define Sanofi-wide best-in-class strategies for learning and development, segmentation, performance management, resource allocation, and more, while collaborating with Digital, Procurement and other Pillars to ensure global consistency, in order to enable impeccable execution and reach high performance.

Customer Facing Effectiveness Hub Lead aims for:

• Centralizing Go-to-Market (GTM) excellence and operational tasks across GBUs,
• Standardizing best-in-class capabilities with strengthened global support while verticalization of reporting within GTMC from local to global,
• Defining clear ways of working and bringing clarity on interfaces with GBUs, Digital, and executional support on commercial operations from Sanofi hubs to optimize process excellence and efficiency.

Main responsibilities:

• Lead the sales force effectiveness team: Provide coaching and direction to team members. Foster a culture of collaboration, innovation, and continuous improvement within the team.
• Transition from local process to global: Collaborate on the creation for transition plan to standardize processes across regions. Ensure alignment with Global leaders. Enable key process with consistency and efficiency considering both technical and change management elements.
• Maintain constant communication and collaboration with local and global support functions: Ensure sustainable collaborative working relationship with support functions as other GTMC areas, Digital, Finance, Ethics and Business Integrity, People Business Partner, fostering effective external relationship and influencing strategic direction as needed.
• Supports SFE operational framework and drive excellence in execution: Oversee the day-to-day operations, ensuring all activities are conducted efficiently and in accordance with company policies and procedures. Identify and implement process improvements to optimize hub performance. Acts as Subject-matter expert in sales force effectiveness, to provide consulting service to foster sales force efficiency and effectiveness. Challenge and provide recommendations for sales operations support processes and ensure alignment within the organization priorities encouraging continuous improvement. Examples of processes considered but not exhaustive are:

• Support and facilitate resource allocation decisions: Considering sizing, deployment evolution of sales force productivity, promotional channels and investments.
• Customer profiling segmentation targeting: Maintain customer profiling segmentation and targeting considering customer profile definition. Conduct systematic validation to ensure quality and alignment with business objectives. Define targeting criteria considering customer engagement plans.
• Sales target setting: Evaluate and improve TS methodologies. Seek and ensure the establishment of ambitious but realistic goals, use a consistent approach, assign goals fairly, and ensure alignment with organizational goals.
• Incentive plan design, management and analysis: Ensure alignment of incentive plan design with affiliation strategy and global, incentive committee organization ensuring commitment objectives are met, the results of the standard deviation are within guidelines and there are no irregularities / critical findings.
• Performance tracking: Develop key insights based on key performance indicators (KPIs) to support sales force effectiveness for both, executional, and transformative activities.

About you

Education Background:

Bachelor’s degree in Business Administration, Industrial Engineering or any related field.

Pharmaceutical Industry Understanding:

12+ years of experience in Commercial Operations environment, especially in supporting field force operations:

• Project management: ensure the correct pace of the acceleration.
• Financial skills to lead the performance of responsibility perimeter.
• Field force support background: robust knowledge with tools and platforms of customer facing operations, good experience with SFE subjects, target, segmentation, profiling and training..

Competencies:

• Business: Numerate and analytical skills; Ability to prioritize; Robust knowledge in Digital, IT and CRM; Financial acumen; Over achievement against set objectives; Ability to work on their own initiative and make quality decisions; Excellent interpersonal skills to communicate, present, persuade and argument among all GBUs teams and partners.
• Leadership: Leads by example and walks the talk; Role models Play-To-Win principles and behaviors: Engages others through active and impactful communication; Demonstrates a high level drive, passion and ambition for high performance; Challenges continuously the status quo; Develops fresh approaches in order to deliver results; Has well-developed time management skills, mastering in prioritizing tasks and planning own workloads to ensure deadlines and desired results are met.
• Networking: Is a strong relationship builder; Seeks out new opportunities; Demonstrates teamworking and shares best practices always; Has experience of successfully leading projects in multicultural environments and in a matrix organization.
• Strategic analysis and planning, project management, excellent English language knowledge and skills (written and oral), IT knowledge and skills, proven impactful communication, presentation, persuasion, skills ability to work cross-functionally.
• Experience in having deployed transformational GTM solutions and new customer facing tools implementation
• Proven delivery of outstanding results.
• Other skills: Hands-on, accountability, creativity, initiative, high persitance and resilience, stress management, learning agility, result orientation, ability to work on one’s own, continuous improvement, listening skills, empathy to understand the needs of the different businesses within distinct geographies.

Language Proficiency:

excellent English language knowledge and skills (written and oral)

Critical Experiences required to be successful in the Role:

• Field force support background: robust knowledge with tools and platforms of Customer Facing Capabilities, good experience with SFE subjects, target, segmentation, profiling and training.
• Strategic analysis and planning, project management, IT knowledge and skills, proven impactful communication, presentation, persuasion, skills ability to work cross-functionally.
• Experience in having deployed transformational GTM solutions and new customer facing tools implementation.
• Ability to leverage networks, to develop people, coach and give feedback, empower people.
• Ability to lead change while achieving business goals and objectives, act for change, challenging continuously the status quo.
• High persistency and resilience.

Why chose us?

• Bring the miracles of science to life alongside a supportive, future-focused team.
• Discover endless opportunities to grow your talent and drive your career, whether it’s through a promotion or lateral move, at home or internationally.
• Enjoy a thoughtful, well-crafted rewards package that recognizes your contribution and amplifies your impact.
• Take good care of yourself and your family, with a wide range of health and wellbeing benefits including high-quality healthcare, prevention and wellness programs and at least 14 weeks’ gender-neutral parental leave.
• Play an instrumental part in creating best practice within our Go-to-Market Capabilities.

Pursue progress, discover extraordinary

Progress doesn’t happen without people – people from different backgrounds, in different locations, doing different roles, all united by one thing: a desire to make miracles happen. You can be one of those people. Chasing change, embracing new ideas and exploring all the opportunities we have to offer. Let’s pursue progress. And let’s discover extraordinary together.

At Sanofi, we provide equal opportunities to all regardless of race, colour, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, or gender identity.

Watch our ALL IN video and check out our Diversity Equity and Inclusion actions at sanofi.com!

Better is out there. Better medications, better outcomes, better science. But progress doesn’t happen without people – people from different backgrounds, in different locations, doing different roles, all united by one thing: a desire to make miracles happen. So, let’s be those people.

At Sanofi, we provide equal opportunities to all regardless of race, colour, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, ability or gender identity.

Watch our ALL IN video and check out our Diversity Equity and Inclusion actions at sanofi.com!