Revenue Manager at Sanofi

JOB PURPOSE:

The key purpose of this position is to enable countries to deliver sustainable growth in Gross Margin by establishing capabilities, embedding best practices and delivering actionable recommendations in respect of Trade Investment* and Pricing** strategies to GBUs, also leveraging “One Sanofi” synergies when possible.
In order to achieve this, the Revenue Manager is responsible for the following:

• Contributing to the Country Trade Strategy in terms of Channel and portfolio mix, Commercial policy and Pricing for free-price products (Pricing strategies/structure/management and Pack Price Architecture)
• Identifying and making recommendations to improve and maximise the effectiveness of Trade investments* in conjunction with Business Units and Functions (Finance, Supply Chain etc.)
• Monitoring the return on trade investments (via the Revenue Management tool/Customer Account profitability (CAP)

This role will be expected to::

• demonstrate net revenue and gross margin growth by applying Trade Investment and Pricing methodologies and tools
• to build and embed sustainable strategic Revenue Management (RM) capabilities within the country
• to become a respected internal source of knowledge on best practice

• Trade Investments include Customer policy, Customer advantages, Financial discounts, Sales returns and Services booked in Opex AND Customer margin (‘fixed margin’) above Sanofi Gross sales
• Pricing for free-price products

KEY ACCOUNTABILITIES:

Be the driver of Trade investment and Pricing processes from end-to-end, fully engaging and providing benchmark, guidance and specific recommendations to all relevant Business Units and functions ( including Finance, Business excellence Supply chain, IS) and leveraging synergies across BU’s Establish a clear governance model to RM at a country level via the Pricing and Trade Committee Perform robust analysis that provide greater visibility of the value chain economics (pricing, commercial conditions, trade margins) and bring insights to actionable commercial strategies that deliver absolute Gross Margin growth Ensure commercial conditions are managed, embedded in contracts/Joint Business Plans with customers and delivering portfolio and customer segmentation strategies Capture maximum value from customized prices to geographies, channels and customer segments, while ensuring different conditions don’t create price arbitration opportunities Develop and roll-out guidance on price monitoring on free price products from final payer/consumer price to Sanofi gross price to support RM insights Deploy and customize global and regional best practices to business environment and market reality at country level Roll out and embed Trade investment and Pricing tools, models and KPI’s (including the Revenue Management tool and Customer Account profitability) Establish RM capability in the affiliate so it becomes a way of working and thinking across the teams – including delivering training sessions, running and facilitating Trade Investment and Pricing related workshops Demonstrate the added-value RM brings to the Sanofi’s growth agenda

JOB-HOLDER REQUIREMENTS:

• Education: Business Administration, Marketing, Finance, Economics or Engineering
• Experience & knowledge: Solid analytical know-how, financial maths and:

Core competencies /skills:

• This position requires a proactive, mature and self-reliant person who can always take the initiative and influence within a broad team environment. Skills include:

Language: English

INTERNAL/EXTERNAL INTERACTIONS
This is a role which requires significant transversal interactions including working closely with:
It is expected that the Revenue Manager is supported by the following areas:

• Thorough understanding of pricing (including elasticity modelling, pricing architecture, breakeven analysis)
• Thorough understanding of contract management and trade terms optimisation
• Practical experience of commercial negotiation with key customers
• Good understanding of statistical analysis tools.
• Good understanding of Shopper/Consumer insights tools.
• 5 years’ experience in commercial intelligence/finance functions in FMCG including min 2 years in a Pricing/Revenue management role
• Strong leadership skills and change management capabilities
• Ability to network/influence in a matrix organisation
• Strong analytical skills, with a good balance between using empirical data and common sense and “gut feel”.
• Confidence to work with and challenge Senior Managers
• Superior written and verbal communication skills. A lucid and structured communicator, who makes their point clearly and persuasively
• Must be able to handle numerous projects at one time and meet fast turnaround deadlines
• Balancing the ability to deliver with urgency with the ability of keeping momentum due to the reality that building capabilities is more of a marathon than a sprint
• Take, understand and establish project briefs, communicating and presenting to all parties to ensure the approach is supported, project managed and excellence is achieved
• The rest of the Trade function and GBUs in terms of recommendations on pricing and trade terms approach
• IS to develop and deploy tools and management systems best practices
• Finance & Supply to ensure costs accounting / reporting processes are properly deployed to support granular analysis per product and customer/segment
• With Global and Regional Revenue Management to implement tools, capture best practice and avoid duplication of activities
• Human Resources & Sales force Training teams to make sure Revenue Management fundamentals are part of the people development programs
• Supply Chain and Finance with processes capable of identifying trade spend and cost-to-serve by customer or segment through direct or smart allocations.
• IS commercial business partners to ensure Revenue Management business requirements are met.