Business Operations North Africa

Job Purpose

The Business Operations manager’s mission is to plan the sales, to coordinate the good sales execution for the scope and to support sales activities, in particular in terms of tender management and end to end order management. This person is in charge of implementing the required interactions, processes, reports and KPIs at the local level.

Key Accountabilities

PLANNING

• Sales Forecasting
• Provide Sales forecasts and Demand assumptions for both public and private markets
• In collaboration with the Africa Planner, update rolling forecasts in relevant systems on a monthly basis,
• Prepare a monthly report with major demand variations
• Liaise with local Finance business Partner in order to assess and monitor Demand risks and opportunities versus financial forecasts
• Assess country Demand & Supply risks and opportunities and escalate sensitivities to  Head of Operations
• Reconciliation between Demand planning and Regulatory activities
• Review Demand assumptions with local Regulatory contact and ensure matching of respective assumptions
• Allocation
• In case of constraint supply, build the rationale for decision process, and propose different scenarios for the allocation intra Northern Africa to optimize sales and BOI, taking into account our commitments and image risks as public health partner
• Implement decisions on allocation
• Ensure with zone/regional functions, and supply chain the execution of the allocation as per the plan.

MONITORING

• Monitoring of sales and contract execution versus commitments
• Track specific agreements (tenders and major contracts) and monitor their execution versus commitments
• Track, follow up contracts & agreements with suppliers, distributors & wholesalers.
• Monitoring of Distributor Sales and Distribution performance
• Ensure that Distributor’s objectives and KPIs are defined, formalized and monitored
• Stock monitoring
• Monitor local level of stock for private markets (affiliate or distributor level).
• Report a stock monitoring KPI on a monthly basis (SISO)

SUPPORT COMMERCIAL ACTIVITIES

• Ensure local application of commercial policy
• Ensure a local process is defined to validate commercial conditions before implementation in the invoicing system
• For private market, review monthly sales report and review discount / commercial conditions
• Support tender management process
• Review tender specifications and analyze them
• Coordinate tender offer preparation in relation with relevant local and global functions (TMB , administrative preparation)
• Coordinate preparation of business cases for offers review and approval
• Update contract execution file and TME tool
• Communicate accordingly to ICS, Planning and Country

OPERATİONS EXECUTION

• Liaise with Customers to ensure sales execution
• Request orders where necessary
• Monitor credit management situation with the FBP
• Monitor and negotiate shelf life
• In case of allocation, discuss supply phasing, impacts and alternative options
• Coordinate with Customer Service (and Distributor if any) short term sales execution

OTHER

• Contribute to Planning & Operations projects
• Distribution costs improvements
• Packaging / Presentation
• Air to Road
• Future days

EDUCATION/ EXPERIENCE

• Bachelor  university degree
• 5 to 10 years’ experience
• Arabic/French/English language
• Experience in pharmaceutical industry & in Sales Operations / Supply Chain are strongly preferred

COMPETENCIES

• Business Analysis / Market assessment
• Analytical
• Planning
• Import / Export process
• Communication / Ability to work transversally
• Ability to deal with complex topics
• Listening

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