Zonal sales manager - Trade Channel team

About the job

This role will lead the zonal sales strategy for CHC OTC brands and distribution strategy for all Sanofi CHC brands in the zone. The primary objective of this role is to develop a significant market presence in CHC category for Sanofi by driving depth and reach for our brands for achieving the brand sales and market share objectives set for the portfolio. 

Main responsibilities:

People

• People Processes - Drive key processes like recruitment, training and development, manpower deployment and the sales force incentive structure with a view to motivating the field force and creating an open and transparent work culture. Identify training needs and ensure capability development within the team for all levels. Have high frequency and impactful coaching sessions with the CSM team.

• Team Building - Constantly motivate all Zonal CSMs and CSE/DSR/SE through regular communication, objective reviews, best practice sharing, setting clear goals and monitoring through performance appraisals build a competent, high performing workforce.

• Talent Retention - Develop and retain key talent and manage succession planning to maintain continuity, enhance performance and motivate them. Participate in the performance and reward planning sessions to align performance and incentives.

Financial

• Business Performance - Achievement of territorial sales targets and plan resource allocation for the same within the zone. Conduct weekly/ monthly regional review meetings with the teams. Evaluate progress and prepare subsequent action plan to achieve planned sales growth. Submit reports and data with insights and align team to zonal action plans.
• Operational efficiency - Monitor CSM/ FF productivity to drive operational efficiency with optimal resource allocation and deployment strategy.

Process

• Brand Strategy Execution – Ensure successful implementation of ATL and BTL brand strategies in conjunction with the Marketing and Trade Marketing team to support all brands. Utilize Primary and Secondary inputs for business maximization. Enhance POS visibility and activation in line with brand strategies. Drive GTN budget utilization and create customized market strategies based on potential and competitive intensity at local level. Drive high sales out/in ratios and anticipate seasonal and market trends in their geography to leverage growth potential.
• Sales Planning - To provide support to NSM for sales forecasts, sales mix, monthly phasing etc. Drive alignment and dissemination, implement resource deployment and track and monitor progress periodically.
• Demand Generation and sales realization – Identifying and mapping new / existing retailers/wholesalers and distributors to enhance sales and productivity, monitor sales calls on monthly targets and ensure delivery of brand communication to different customer segments.
• Market Intelligence – Provide market feedback and monitor competitors activity, and create customized and agile action plans.
• Process Adherence - Ensure that the Work ethos is effectively preserved by regularly communicating with the field force on the need to be aligned with the Group’s Code of Ethics and Audit findings if any.

Customer

• Customer Relationship Management – Build strong equity with channel partners in Urban and rural markets by leveraging ShubhLabh/Beat the Base /Taxi tours and retail engagement activities through their teams.
• Liaison - Develop and maintain good relationships with trade associations in different states, monitor and support the appointment of distributors, resolve issues with distributors regarding appointment, smooth functioning etc. Develop good relationships with local drug regulatory authorities so that in case of a product complaint, it gets addressed amicably

About you

• Experience: More than10 years of sales experience in CHC/FMCH with experience in managing Direct and indirect distribution channels for this category.

• Skills Required:

Achievement oriented: Drive and passion to accomplish goals, and always striving to improve processes and outcomes.

Influencing & execution: Influence trade partners and associations by communicating benefits of the relationship to grow our business. Help their team realize their full potential in sales growth by providing a motivating and leaning environment.

Monitoring & evaluation: Recognize the need for change and support the implementation of change through positive behavior.

• Technical skills: Proficient in tools used in support of department (e.g., MS Office, Outlook.

• Education: Graduate degree. Master’s degree in business administration with Marketing Specialization(preferable).

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, disability, or gender identity.  

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

Pursue Progress. Discover Extraordinary.

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!