Revenue Manager - Midrand at Sanofi

ABOUT THE JOB:

Manage the Present

Deliver the financial and Market Share KPI’s

• Responsible for the delivery of profitable market share growth of the country
• Responsible for the delivery of the Volume Sales, Gross & net Sales KPI’s
• Responsible for delivering the Gross Margin and BOI targets of the country
• Management of the Gross to Net Line of the P&L including ROI of all promotional activity

Gross to Net Management and visibility

• Drive visibility of Gross to Net investment choices throughout the organisation including activation choices and channel investment strategies
• Drive visibility of internal and external (retailer) profitability for the organisation
• Review all investment choices made through Gross to Net and ensure positive ROI and purpose to all of our investments including Promotional Activity, Instore activation, HCP engagements, financial payment terms, returns and customer rebates
• Provide guidance to key commercial leaders on investment choices and how we can improve our Gross to Net performance
• Drive the roll out of the POT tool in the country to drive visibility of promotional ROI
• Support the Customer Lead with the definition of the channel strategy through profitability analysis to determine which channels to invest in
• Support with the design of the country commercial policy, linking investments to brand activation strategies and growth lever work as well as defining key KPI’s such as SIT KPI’s
• Manage Tender pricing opportunities to ensure Tender bids are inline with brand and profitability strategy
• Manage, review and report on channel investment. The execution of contracts & agreements and the ROI by channel, by customer (customer account profitability – CAP)

Build awareness of pricing and gross to net opportunities as well as building capability throughout the commercial organisation to identify and execute.

• Drive awareness of pricing as a key building block and risk factor as part of the annual brand plan including the identification of risks and opportunities on freely priced and price controlled products.
• Bring focus and transparency to our pricing strategy at a country level with a clear list of opportunities and risks highlighted on a monthly basis for all key commercial roles taking into account inflation, category inflation, competition, discount ladders and brand positioning
• Work with the regional revenue lead to execute the identified pricing opportunities
• Drive the conversation at a local, regional and global level around relevant reference pricing for price controlled products, highlighting and eliminating risks through cross country negotiation
• Build capability throughout the organisation on the methodology behind looking at pricing opportunitie

Create the Environment

Build a culture and environment that is transparent on investment and focuses on driving ROI

• Drive visibility of country/ channel/ account Investments to ensure a focus on ROI and profitability from the whole organisation
• Raise awareness of our Gross to Investment amounts to continually drive review and improvements
• Ensure an ROI mindset is embedded throughout the whole organisation including cross functional roles such as the brand team.
• Build capability throughout the organisation on the methodology behind looking at pricing opportunities and reviewing gross to net
• Ensure all of the above is done in line with Sanofi CHC Commercial Policy and Compliance guidelines
• Support the design of the local commercial policy
• Develop/ activate the tools to visualize commercial net revenue opportunities such as the POT tool/ TPM.

Create the Future  

Ensure our pricing strategy is shopper and consumer focused whilst our GTN strategy takes into account changes in retail landscapes.

• Ensure we take a future focused view to our pricing strategy that is externally, and shopper focused forecasting possible changes to category and country inflation rates and taking into account brand price positioning and price elasticity.
• Review our channel investment strategy to ensure we are investing in the right channels for the future e.g., do we have the right level of investment in E-Commerce and white space.
• Ensure we have a fit for future tool set available at the country level to drive visibility of trade spend.

ABOUT YOU:

• Related Degree, with at least 8 years Business experience in commercial roles
• Prior working experience in MNC or Local Firm for FMCG/OTC Healthcare industry
• Multi country experience preferred.
• Strong Financial Analysis skills required.
• Dynamic, results-oriented individual with a "hands on" style
• Shopper Focused
• Excellent interpersonal and communication skills; team player

Key Relationships:

• Country: Customer Leads, GM, Country & Regional Finance, Regional Revenue Managers, Country Trade & Shopper Marketing, Key Account Managers, Regional Sales Managers
• External: Retailers, Wholesalers & Distributor Partners