Regional Key Accounts Manager at Sanofi

Job Purpose

• Develop and implement strategies and tactics, aligned to the Sanofi strategy, that ensure the Public Sector has effective access to Sanofi products.
• Develop and maintain customer networks within the Public Sector in the Inland Region (Gauteng, Mpumalanga, North-West, Limpopo, Free State and Northern Cape). This includes the Public Sector facilities and the Provincial Pharmaceutical Depots.
• Manage a team of Key Account Associates in order to achieve the Sanofi business objectives including, among others, the following:
   
  • Sales to Budget
  • Achieving the Sales Force Key Performance Indicators (SFKPI)
  • Management of Operating Expenses to budget
  • Coaching and supporting the team to improve in-field performance

• Implementation, monitoring & management of the Public Sector Key Accounts Model driving visibility on the demand from key facilities within the Inland Region.
• Utilizing analytical tools to guide the purchasing behaviour of facilities and Provincial Pharmaceutical Depots.
• Co-ordination and liaison between Sanofi, patient associations (where applicable) and other provincial government departments in the Inland Region.
   

Job Dimensions
 

• Sales Budget: Responsible for the Sales vs. Target performance of the Inland Region across all promoted products within the Public Sector portfolio.
• Promotional Budget: Efficiently utilise the Public Sector A&P budget that is allocated by the respective Product Managers and Marketing Managers.
   

Key Accountabilities

• Achieve sales targets within assigned provinces across Provincial Depots & Ordering Facilities.
• Implement, drive and manage the Key Account Associates model.
• Utilise the related business tools to bring visibility on and drive predictability of orders within the Public Sector.
• Manage all SFKPI’s and provide support and guidance to the regional team of Key Account Associates.
• Utilizing available data sets to guide customers’ purchasing behaviour to ensure optimal stockholding and to accurately predict ordering patterns.
• Provide guidance to the sales team on facilities to target and to manage the Target Customer Lists dynamically.
• Serve as a vital link between Sanofi and the Public Sector Stakeholders thus shaping our offering to the needs of individual customers & implementing accordingly in order to deliver on our immediate sales numbers and long-term Public-Sector ambitions.
• Play an active role in identifying buyout opportunities and future tender opportunities to ensure an active approach to building a sustainable Sanofi Public Sector Portfolio.
• Take full accountability, and ownership, of the ordering and relationship management at the assigned Provincial Pharmaceutical Depots
• Key Account Management and integration within provinces at PTC & Depot Level.
• Define and implement an effective Provincial Relations strategy necessary to support the business in the medium to long-term objectives; ensuring that the functions interacting with provincial health authorities do so in a coordinated manner within an agreed strategic framework.
• Develop positive relationships with key influencers within relevant areas of the healthcare management community, including leaders of patient lobby groups, research foundations, universities and hospitals.
• Identify, develop, manage and maintain an efficient network to obtain all the necessary information at all levels (Government, professional associations, Corporate Government Relations) relative to any changes in law, regulations and policies that may modify the drug registration procedure and inclusion in tenders of our products.
• Provide operational support and expertise on all government liaison matters within the region, to ensure total compliance to local legislative requirements, ethical standards and best practices.
• Optimizes transversal support by liaising between external networks and internal departments by keeping Medical, Regulatory and Operations informed of any changes that may impact our markets, influence registration of our products or formulary inclusions and the marketing of our products.
• To develop, negotiate and co-ordinate a strategic plan for new business opportunities with particular focus on new product opportunities on tender.
• Set up appropriate monitoring and information management tools to monitor performance of the company’s external relations strategies and to ensure that risk assessment and risk minimization strategies are in place.
• Serve as the company’s direct link to the relevant provinces and provide relevant and immediate feedback on changes in the purchasing & clinical landscape to better determine risks and opportunities.
   

Education:

• Matric with Exemption or equivalent necessary is necessary.
• Business (commercial) tertiary education will be advantageous, ideally with scientific background OR
• Scientific tertiary education with a very strong commercial background.
   

Experience & Knowledge:

• Knowledge of medical terminology and the ability to converse on a high level with public healthcare officials
• Minimum of 5-years Public Sector sales experience with at least two years at a key account management level.
• Based in Gauteng with an established network, and relationships, with key stakeholders within the Public Sector environment.
• Comprehensive knowledge of the treatment areas of Mental Health, TB & Diabetes and their related policies within the Public Sector would be beneficial.
• Demonstrable ability to understand financial, regulatory, legal and human resource issues and their impact on the sales function.
• Ability to manage a team of dynamic Key Accounts Associates.
• Highly focused and driven to achieve ambitious sales targets within the ethical and business compliance processes of Sanofi.
• Capable of driving for results and helping others o set for themselves, ambitious objectives
• High level of computer literacy and the ability to analyse, monitor & draw conclusions from large data sets.
• Highly proficient in the use of Excel, PowerPoint and Word.
• Strong writing skills including report writing and proficient in the preparation of regional reviews.
   

Core Competencies:

• Knowledge of basic concepts, new development sand current issues in the Sanofi business & product portfolio
• Skills
   
  • Strong relationship builder
  • Computer knowledge
  • Project Management
  • Scenario Planning
  • Negotiation skills
  • Cross functional teamwork
  • Consultation and collaboration
  • Strong business acumen
  • Able to conduct competitor and market analyses for Sanofi advantage
• Able to manage the financial and human resources
   

Behaviours Summarised:

• Enthusiastic and willing to work long hours
• Adaptable
• Ability to grasp high level concepts quickly
• Team player
• Lives the Sanofi Core Values of Courage, Respect, Integrity and Teamwork
• Innovative
• Ability to manage upwards
• Tenacious and resolute in pursuing objective
• Excellent communication skills – verbal and written.
• Rises willingly to challenges
• Ensures effective performance through concise and clear communication, adapting priorities to the business’ requirements, harnessing all resources including time and human to ensure attainment of the business objectives.
• Expresses, through visible action, commitment to Sanofi’s objectives and values.
• Willingly accepts challenges.
• Uses personal values to guide own thinking and reactions.
• Convinces others of business priorities through personal commitment, energy and passion.
• Displays confidence in own and team’s capabilities during period of sustained pressure.
• Defines problems and key issues, develops alternative courses of action and makes decisions which reflect factual information, are based on logical assumptions and take organisational resources into consideration
• Strives to ensure short term performance is consistent with future directionWilling to challenge the status quo to achieve continuous improvement.
  other provincial government departments in the Inland Region.