Job Information
Sanofi Group Head of Sales Vaccines - South Africa in South Africa
Sanofi is implementing an ambitious plan called “DRIVE” complementing our Play to Win Strategy with 3 main objectives (I) keep fueling our pipeline (ii) make Sanofi a modern science-driven healthcare company (iii) serving our patients.
In this context, Sanofi made the decision to evolve its commercial model from GBU-specific country organizations to a more standardized and consistent approach, boosting efficiency.
The focus will be on (I) Key Markets and most innovative products as major drivers for growth and (ii) a cross-GBUs efficiency model with optimized country set-up.
ABOUT THE JOB:
KEY DIMENSIONS: SCOPE & SCALE
Manage a team of 11 Vaccines Activation Managers to promote and advocate Sanofi portfolio in PU and PR in a given territory.
The role entails interaction with DOH officials at national, provincial and district level, as well as key officials and KOLs part of the South African Vaccines ecosystem,
RSA Vaccines sales >90 M€ driven by public sector with upcoming launches to support growth in the future.
The Head of Vaccines is a member of the Country Vaccines Leadership team.
ROLE RESPONSIBILITIES
Lead and Manage Sales Teams: a team of 11 individuals in both private and public sales sectors in COUNTRY. Ensure adherence to local laws, regulations, and Sanofi policies while executing provincial plans in collaboration with the Country Lead.
Go-to-Market Strategy Execution: Execute the go-to-market strategy, aligning with the channel strategy to maximize market penetration and profitability.
Sales Strategy Development: Develop and execute field sales strategies tailored to meet local market demands and achieve sales objectives effectively in the GBU
Stakeholder Relationship Management: Cultivate and nurture strong professional relationships with key stakeholders in the local market, encompassing both public and private sectors.
Immunization Program Expansion: Collaborate with key stakeholders to explore and secure new immunization programs aligned with organizational objectives and business strategy.
Contract Negotiation and Management: Negotiate and manage Federal and provincial contracts to ensure successful execution, mitigate penalties, and achieve sales targets.
Support Planning Activities : Assist in the planning of brand strategies, pricing strategies, and financial initiatives. Ensure seamless execution of planned activities.
Engagement with HCPs and Government Customers: Directly engage with Healthcare Professionals (HCPs) and government customers to drive program success and achieve set goals.
Innovation Management: Implement corporate policies and processes to enhance P&L performance and drive innovation within the organization.
Competitive Analysis: Identify competitors' strategies and develop tactics to capitalize on commercial opportunities in the market.
Cross-Functional Collaboration: Foster collaboration and integration with other functions and external stakeholders to enhance the efficiency of cross-functional processes and projects.
Promotion of Ethical Culture: Uphold and promote a culture of Ethics and Business Integrity within the team. Lead by example by ensuring compliance with Sanofi's policies, codes of conduct, and ethical principles governing the pharmaceutical market.
STRATEGIC CONTEXT
Leverage the market share in the Private/Public channel aligned with the local growth ambition
Ensure the growth per Franchise according to the segmentation strategy (Private connection)
Influence the extension of vaccination access through new protocols and/or Cohorts in partnership with Market Access and Government Affairs
Develop awareness and sensitize Stakeholders, Engage with Municipal, federal states
The Head of Sales faces the challenge of enhancing the sales team's competencies and fostering a culture of ongoing development and collaboration."
Successfully implement transformations (including cultural / ways of working evolution) with a robust change management plan while delivering business results / avoiding business disruption.
ABOUT YOU:
Education: Scientific or medical or business background preferred (Bachelor or Master degree)
Proven leadership skills with a track record of driving sales teams to exceed targets.
Strong execution of the national sales plans.
Successfully implement transformations (including cultural / ways of working evolution) with a robust change management plan while delivering business results / avoiding business disruption.
Ensure full alignment with MCO strategies, pricing and foster seamless collaboration with MCO franchise teams (via prior business case alignment).
Ensure seamless roll-out and implementation of new Sanofi initiatives (Ie: Leveraging data and AI) to accelerate & scale -up new operating models (digital 1st, digital pure play, etc.)
Champion transversal ways of working by fully leveraging centralized and standardized Sanofi frameworks (e.g., GTMC, MCO teams.)
CRITICAL EXPERIENCES REQUIRED TO BE SUCCESSFUL IN THE ROLE (detailed)
Good understanding of Public Affairs, Market access and commercial
Capacity to challenge the status quo to enhance business efficiency with an entrepreneurial mindset respecting centralized and global approaches.
Understanding of local market needs and dynamics to ensure an effective local adaptation of customer journeys, preferred
Negotiation skills notably with existing external partnerships/ Alliances.
Fluent in English and local language
PROFESSIONAL SKILLS THAT MAKE THE DIFFERENCE
Strong business acumen with speed and flawless execution
Transformative leader, value creator & people developer,
Ability and mindset to adapt to new ways of working such as Agile
Builder of trusting relationships across ecosystem with high level of business partnering and influencing / stakeholder management skills
Role model for PTW behaviors
Leading through strong empowerment and accountability
Effective communication skills
Proven leadership skills with a track record of driving sales teams to exceed targets.
Strong execution of the national sales plans.
PLAY TO WIN BEHAVIORS
Push to go beyond the level we have operated until now: constantly challenge the status quo focusing on the priorities that will deliver the best outcomes and letting go what won’t: be intolerant to mediocracy, believe we can and must do better and aim at higher but never at the expenses of our values and judgment
Put the interest of the organization ahead of own of those of his her team: consider both short- and long-term impact of decisions; puts collective and global goals above individual or local goals; share resources and capabilities with those with the greatest need and impact; enable decision making at appropriate level
Act in the interest of our patients and customers :actively engage with customers to know their current and future needs; brings an external perspective into decisions
Take action and don’t wait to be told what to do :take smart and informed best bets with the information at hand and anticipate the consequences of her/his actions; use personal judgement and others’ advice to make bold and impactful decisions which move us forward
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, disability, or gender identity.
Watch our ALL IN video (https://www.youtube.com/watch?v=SkpDBZ-CJKw&t=67s) and check out our Diversity Equity and Inclusion actions at sanofi.com (https://www.sanofi.com/en/our-responsibility/equality-and-inclusiveness) !
Sanofi IS AN EQUAL OPPORTUNITY EMPLOYER If you are interested in applying for this vacancy and you are confident that you meet the criteria set out in the advertisement kindly click on the link below
https://sanofi.wd3.myworkdayjobs.com/SanofiCareers
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