Head of Dupixent - Sanofi

• Job Purpose:

  Achieving the Sanofi Genzyme – Immunology annual sales & marketing targets and implementing the business strategies.

  KEY RESPONSIBILITIES AND DUTIES:

  Business Management:

  • Monitoring total sales turn over to ensure that sales is in line with the preset target determined in the Annual Sales Business Plan
  • Analyze sales for each product in every region through sales report provided by Sales Admin including each region achievements from hospitals, pharmacies and distributors and each product sales achievements.
  • Matching achievements against target weekly and monthly as well as previous consumption of Key Accounts to identify problems, if any, and try to solve them.
  • Managing and controlling products nearly to be expired through feedback from DSMs and FF and set short term plan to ensure liquidation and minimize final returns
  • Regular follow up with the credit to identify special credit conditions in case of changes in products prices, new products added, etc., to increase the credit limit.
  • Acting as an internal communication link between subordinates & other depts. to facilitate workflow (e.g. follow the processing of sales orders, check availability of products with production, follow the invoicing with the credit to solve any problems, etc.)
  • Monitoring the effective implementation of the company’s products strategy and the delivery of key product messages through feedback from subordinates and KOLs
  • Monitoring IMS analysis report highlighting assigned products and competitors’ sales growth and market share development
  • Sales budget control

  Budget & Planning:

  • Participate in the monthly breakdown of the annual regional forecast in coordination with BU Head, identifying sales targets for each region per month and sales targets for each product per month according to the potentiality of each region.
  • Identify potential growth of Key Accounts.
  • Discuss and analyze the regional forecast with the DSMs
  • Monthly forecast update, reviewing sales achievements by the end of each month to identify variances and set the plan to make up for these variances in the following month.

  People Management:

  • Reviewing subordinate’s day to day activities through activities report to ensure the proper execution of the FF & DSMs KPIs 
  • Setting parameters for evaluation based on their sales achievements monitored through daily & monthly meetings and determining areas of improvement and strengths of subordinates
  • Detecting and identifying required training - whether it is related to either product or medical knowledge, selling skills, etc. - through feedback from DSMs, weekly reports of subordinates’ achievements, and through personal observations in double visits and role playing.
  • Coordinate and plan with Training, Medical, or Marketing Dept. for training schedule and content according to the identified training needs.
  • Identifying and reporting potential subordinates for higher managerial level for recognition and promotion in case of vacancy.
  • Developing action plan for potential subordinates to better improve their capabilities

  • Set PIP for subordinates with performance issues to improve their capabilities

  • Clearly identifying & communicating the region objectives to the subordinates and the role of each and every member of the team, and that each role is supplementary to the other and serving one goal.

  • Ensure proper transversal cooperation between regions/lines/BUs to share best practices  and to properly optimize resources and execute different brand initiatives (e.g. co-promotion, sampling…etc.) whenever needed
  • Motivate subordinates through different means of recognition

  Stakeholder Engagement:

  • Enhance strong relations with KOLs & decision makers at KAs through regular field visits.
  • Coordinating with marketing and Medical team in organizing scientific conferences and symposia, while ensuring effective and ethical level of CRM activities
  • Quick response to key customers’ requests to establish good relations for long-term benefits in return.

  Quantitative KPIs:

  • Sales Target Achievement / Brand
  • Market Share / Brand: (Units, Value, or Both)
  • Delta Growth versus relevant market / Brand
  • Brand Rank (Optional dependent to brand)
  • Spending efficiency (A&P according to budget)
  • KOL/Key Customer Management (minimum number of field visits)

  Qualitative KPIs:

  • Planning:
    • Overall quality of brand plan, (feedback from stake holders)
    • Marketing Campaign: Efficiency (impact on business)
    • Efficient execution of Launch Plan (if any)
    • Level of focus on customer centric approach (collect customers insights and KOLs feedback)
    • Field Force Inspiration, motivation, engagement, development (empowered brand team)
    • Number of meetings, participation
    • Creative project/activity/initiative of the year
  • Execution:
    • Developing the tactical plan based on brand plan outcomes (really tackle the unmet needs of the customers and support the main brand strategy)
    • Level of integration between different activities (90% of the activities objective and content should be unified behind the main brand strategy)
    • Change and improve the quality of main activities versus previous year (internal and external customers feedback)
    • Overall adherence to the tactical plan with timely execution (90% of the tactical plan implemented on time and in proper way)
  • Marketing input in BD Plans

  Sales KPIs

  As per Business Support Guidelines

  Others:

  • Perform other duties as assigned.
  • Respect of company’s values, code of ethics and social charter.
  • Respect of personal data protection charter.
  • Responsible for applying the HSE related requirements for the company in all related working procedures.

  JOB-HOLDER’s ENTRY REQUIREMENTS:

  Education:

  • Bachelor’s degree in a Medical field (Medicine, Pharmacy)

  Related Experience:

  • Entrepreneurial mindset
  • Ability to have a prospective strategic vision
  • Ability to build business from the start
  • Ability to shape environment, is a change agent
  • Minimum 7 years of pharmaceutical sales experience
  • New Launching experience is must
  • Decision making & Problem solving skills
  • Proven track record of sales achievement
  • Key Account management experience is a plus.
  • Minimum 3 years of experience in People Management
  • Priority to experienced in Biotech or specialized therapeutic areas (metabolic, immunology, organ transplant, HIV, special formulas)

  Special Knowledge/Skills:

  • Communication skills
  • Negotiation skills
  • Analytical skills
  • Business acumen
  • Scientific acumen
  • Interpersonal skills
  • Teamwork
  • Self-Motivated
  • English – full professional proficiency

  LEAD competencies:

  • Act for Change, strive for results, Cooperate Transversally, Commit to Customer
  • Think Strategically, Lead Teams, Develop People, Make Decisions

  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.

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