CHC KAM Independent Wholesale
Genzyme
Midrand
17d ago

Role Purpose

To develop the optimal key account strategy and winning structure within the specific customers working in close collaboration with Marketing, Trade Marketing, Finance, Procurement and Sales Departments within the Sanofi organization.

Driving accurate forecasting and ROI analysis to measure and improve account performance.

Ensuring implementation of the SANOFI strategy and delivering growth, profitability, customer contact strategy, optimized trade spend and category and market share growth initiatives in line with Company policies and values.

Scope :

  • Reporting Structure : This position will report directly into the T&R Commercial Manager : Private sector, with dotted reporting line into CHC National Sales Manager
  • Supervisory : This position will assist to manage the SANOFI District sales managers (DSM)’s and Sales Representatives as well as Sales & Merchandising agency nationally.
  • Essential Job Responsibilities :

  • Activity planning : Grow Sanofi volume and sales value by forecasting, budgeting and planning for their business and activities during the Sanofi planning process.
  • Business reviews : Engage the customers (and relevant suppliers) monthly with prepared reviews, plans and activities, complete all relevant deal sheets and contact reports.
  • Forecast and Financial planning : Manage the P & L through spend and ROI management while delivering the budget, as agreed to with the National Sales Manager.
  • Enable the Sanofi purpose and values : Where relevant, assist DSM’s to facilitate in leading and coaching all Sanofi sales & agency reps through identifying strengths and weaknesses of each of them.
  • Any shortcomings needs to be addressed with the Sanofi National Sales Manager to ensure the internal and external sales and merchandising agency are trained and skilled in line with Sanofi standards.

  • In-store promotional programmes : Where relevant, Drive and ensure promotional compliance with the DSM’s, Sales reps as well as the external sales and merchandising agents.
  • KPI and ROI tracking : Ensure the achievement of sales budgets, financial and distribution targets and business objectives.
  • Ensure proper administration and monitoring, whilst maintaining cost effective and profitable use of Regional Ad Hoc, and Premium expenditure
  • Manage and track trade spend as well as trading term investment.
  • Cross-functional activities : Monitor and analyse sales performances for the specific customer and then institute action plans to resolve shortfalls.
  • Key information sources included in analysis include category : sales, category and shopper data
  • Analyse and interpret Cognos / Aztec & Nielsen / IMS data and to develop action plans to enhance sales performances and forward share in the specified customers.
  • Account standard activation : Spend at least 1 day a week in the trade working with DSM’s, external agents, marketing etc to assist in driving Sanofi objectives at store level.
  • Category management implementation : Develop and apply category management principles to optimise sales out of Sanofi CHC products
  • Trade management : appropriate management of trade stocking and monitoring sales in vs sales out trends.
  • Essential Job Responsibilities :

  • Activity planning : Grow Sanofi volume and sales value by forecasting, budgeting and planning for their business and activities during the Sanofi planning process.
  • Business reviews : Engage the customers (and relevant suppliers) monthly with prepared reviews, plans and activities, complete all relevant deal sheets and contact reports.
  • Forecast and Financial planning : Manage the P & L through spend and ROI management while delivering the budget, as agreed to with the National Sales Manager.
  • Enable the Sanofi purpose and values : Where relevant, assist DSM’s to facilitate in leading and coaching all Sanofi sales & agency reps through identifying strengths and weaknesses of each of them.
  • Any shortcomings needs to be addressed with the Sanofi National Sales Manager to ensure the internal and external sales and merchandising agency are trained and skilled in line with Sanofi standards.

  • In-store promotional programmes : Where relevant, Drive and ensure promotional compliance with the DSM’s, Sales reps as well as the external sales and merchandising agents.
  • KPI and ROI tracking : Ensure the achievement of sales budgets, financial and distribution targets and business objectives.
  • Ensure proper administration and monitoring, whilst maintaining cost effective and profitable use of Regional Ad Hoc, and Premium expenditure
  • Manage and track trade spend as well as trading term investment.
  • Cross-functional activities : Monitor and analyse sales performances for the specific customer and then institute action plans to resolve shortfalls.
  • Key information sources included in analysis include category : sales, category and shopper data
  • Analyse and interpret Cognos / Aztec & Nielsen / IMS data and to develop action plans to enhance sales performances and forward share in the specified customers.
  • Account standard activation : Spend at least 1 day a week in the trade working with DSM’s, external agents, marketing etc to assist in driving Sanofi objectives at store level.
  • Category management implementation : Develop and apply category management principles to optimise sales out of Sanofi CHC products
  • Trade management : appropriate management of trade stocking and monitoring sales in vs sales out trends.
  • Job Factors : Knowledge :

    Knowledge : Job Factors :

    Job Factors :

    A good understanding of the South African F.M.C.G. and Pharmacy business environment.

    A minimum of 3 years FMCG / Pharmacy Key account management. 1-3 Years Regional sales management experience A Sound understanding of the F.

    M.C.G. / Pharmacy business trading environment from a commercial and operational view point. An understanding of how to manage trade and company expectations and make sound commercial decisions.

    Complexity :

    Responsible for the performance of specific customers to ensure that sales targets are being met and objectives are being achieved within all specified customers.

    This will require analysing sales data from Sanofi Insights, Aztec, IMS, SSD & Nielsens data.

    Responsibility : Specific customer management

    Specific customer management

    Managing monthly customer calls / forecasting / promotions and all relevant contact reports and tracking of performance

    Ensure timeous implementation of agreed promotional activity.

    Management and implementation of all category management layouts from Customer Marketing.

    Ensure that various brand strategies and distribution objectives are being met.

    Annual Strategic Planning :

    Develop annual customer / account plans / regional, objectives & strategies that underpin the overall sales and brand plans Provide insight into the annual business and marketing plans.

    Identify and list all key objectives for 2018 in your IVR Document, as well as list all possible areas for development in 2018.

    Ensure sustained growth for the region and customer in line with company expectations for the period.

    Qualifications :

    Minimum Educational requirement Degree ie. B. Comm or Sales and Marketing Diploma ie. IMM. Computer Literate in Excel, PowerPoint, Word, Outlook

    Preferred skills : negotiation

    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

    Sanofi is dedicated to supporting people through their health challenges. We are a global biopharmaceutical company focused on human health.

    We prevent illness with vaccines, provide innovative treatments to fight pain and ease suffering. We stand by the few who suffer from rare diseases and the millions with long-

    term chronic conditions.

    With more than 100,000 people in 100 countries, Sanofi is transforming scientific innovation into healthcare solutions around the globe.

    Sanofi, Empowering Life

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