Job Purpose :
Holds end-to-end accountability for management and performance of assigned Portfolio Ensures the development and implementation of a long-term sales strategy which focuses resources on maximizing market share, sales target achievement and controlling OPEX with proper P&L management of the assigned business in order to maintain profitability objectives within the framework of MCO business strategy and policies; in addition to provide best in class HCPs and patients journey.
Key Responsibilities:
Business strategy and execution for the assigned portfolio:
Responsible for the definition and the achievement of the financial objectives (sales, profitability). Build and execute business strategy aligned with Sanofi global/regional strategy, enriching it with relevant local insights. Develop and implement a long-term business plan to maximize market share and business operating income. Ensure high level of portfolio management with regards to successful launches, Drive key pre-launch activities to ensure successful local launches and developing a comprehensive local business case Competitive Environment: Activate business Intelligence and monitor changes to be ready to adapt the strategy to the competitive environment if required, propose growth opportunities. Build the Integrated Growth Plan providing strategic market insights that feed the overall strategy & ensure proper execution of the Brand Activation Plan (operational Plan), notably patient/customer segmentation, optimal patient/customer pathway/referral pathway (incl. identification and mitigation of local barriers to screening), stakeholder engagement, best-in-class Patient Support Programs/solutions etc. Track key performance indicators (Sales, Customer satisfaction, Internal engagement) Apply SANOFI internal business and financial processes in the management and reporting of performance in alignment with SANOFI compliance guidelines. Oversee and analyse relevant markets performance and trends and identifying performance development opportunities. Ensure implementation of Customer Engagement strategy delivering high quality customer journeys for key target customers effectively and consistently.
Budget / P&L / Performance management:
Full budget and P&L ownership and responsibility for operational effectiveness within the assigned portfolio. Ensure realization of budget commitment and 3-year plans Input with propositions the commercial Head on business needs for cross- resourcing & budgeting. Oversee the results of the overall operations, the financial, sales, and other data so as to follow up and evaluate if business objectives are met and adjust tactics accordingly if required. Constantly reviews resources allocation to optimize the P&L, to meet Sales and BOI targets and to capture business opportunities.
Key stakeholders’ engagement:
Collaborate cross-functionally (e.g. Medical, Market Access, Public Affairs, Communication, Finance, GTMC, TRM & Supply…) to define a broad stakeholder engagement strategy by understanding how stakeholders impact each other in ecosystem (e.g., COEs, KOLs, HCPs, DOLs, scientific societies, PAGs, policy makers, payers, etc.) and tailor engagement to their level of maturity. Define innovative business models/partnerships with key external stakeholders to drive business growth and ensure a seamless patient experience from pre-screening to post-treatment Contribute strategically to Pharma Egypt LT discussion to increase our competitiveness, transformation and people growth Is an active member of Pharma Country Operational Committee
People & Organization Leadership
Lead a best-in-class local Commercial team that will transform the paradigm and enhance agile mindset to deliver business objectives while maintaining high level of performance & demonstrating excellence in SANOFI PTW behaviors Manage the performance of the team through setting and reviewing priorities. Provide appropriate and timely feedback about performance and coaches team members to help them achieve their goals. Support the professional and career development of the team by identifying the skills and competencies that employees need for their current and prospective roles and provide opportunities to learn and practice new skills. Lead the building of a motivated and engaged team using formal and informal recognition, regular communications and the encouragement of cooperation between individuals and teams. Secure effective talent Management process across the customer facing teams in line with SANOFI Talent Management approach objectively to drive Talents’ performance and to develop solid succession plans
New ways of working:
Walk the talk of driving our new ways of working into more empowered, autonomous, and accountable organization. Apply Agile methodology, Space to lead principles and Volcano approach in day-to-day transversal cooperation (project mode, squads, thoughtful risk taking, simplification opportunities etc.). Be outcome focused, not process-oriented: being able to prioritize based on the value we will create to our customers. Change our decision-making processes to be more Customer centric, involving the field force and all customer facing Teams more in their decision-making, in a bottom-up approach. Adopt a “good enough” approach to be able to respond to the need with the feedback we received from our customers with the first prototype (“Minimum Viable Product”) and iterate with time
Qualifications and Requirements
Language skills:
High level of English proficiency and communication skill
Education:
Advanced Bachelor's degree in business, life sciences, or a related field
Experience & knowledge:
At least 10 years of industry experience in Commercial or customer facing roles with skills in Sales planning, Omnichannel strategy, and Marketing (is a must), leading Sales teams with a strong focus on patient centric initiatives is preferable Previous experience in Cardiometabolic with successful track record is a plus. Demonstrated successful P&L Ownership accountability. Proven experience in successfully driving commercial launch strategy for an innovative product requiring monitoring/screening and/or strong disease area shaping. People Management (is a must): Ability to inspire, coach, develop and manage feedback effectively
Specific Skills and Competencies
Strategic vision : able to understand the global framework combined with local execution, with strong focus on innovation Customer orientation: Motivate teams to connect with patients/costumers to understand their needs and provide value-added solutions Agile mindset: able to use agile mindset in daily activities, being ambassador of this mindset Communication & Change Management Skills: effective communication skills to influence and move to action to very diverse stakeholders (global, peers, cross-functional teams, sales forces and external stakeholders) Strong ability to lead, simplify and move at pace large complex programs. Leadership and people development: Ability to build, engage and develop the team, delegate effectively, celebrate diversity within the team, and drive performance. Self-driven, results-oriented with ambition for optimal results Resilience, rigor and reliability Ability to build proper environment to enable Playing to Win culture to flourish (e.g., stretch & Patient focus)
Core competencies:
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-t