About the job
Strategic context:
Sanofi has currently the best and most robust pipeline of R&D and consequent new launches in our history. A new phase of Play-To-Win strategy, funding this pipeline and new launches, is key to materializing the miracles of science to improve people’s lives. Thus, as we enter the next phase, modernization of Sanofi is required as per the recent announcements on DRIVE, and in this respect, we are in the beginning stages of organizing the Go-to-Market Capabilities (GTMC) team at global level.
GTMC organization will help us to drive best-in-class capabilities across the board and bring value and excellence in our commercial operations. This move is a key part of the aimed modernization of Sanofi and will allow us to focus on our priorities across our products, market and pipeline through the reallocation of resources and realizing the efficiencies of removing silos that exist between our business units, avoiding the duplication and overlapping of resources, standardizing our processes and tools, operating with a One Sanofi approach to accelerate our key capabilities development, and fostering the entrepreneurial spirit by speeding up the decision making.
As part of GTMC, vision of the Customer Facing Operations pillar is the definition of Sanofi-wide best-in-class strategies for training and learning, target and segmentation, incentives, operations planning, performance management, GTM deployment, and administration of all used tools to provide the best support for our field forces, fostering standardization and respecting key particularities of each geography in order to enable impeccable execution and to reach high performance. GTMC will also collaborate closely with Digital to provide consistent global tools and with Procurement to guarantee the leverage of global deals with preferred suppliers. The leaders of each GTMC pillar will have to ensure perfect integration among them.
Key dimensions - Scope & Scale:
GTMC organization aims for:
- Centralization of Go-to-Market excellence and operational tasks across GBUs,
- Standardizing best-in-class capabilities with strengthened global support while verticalization of reporting within GTMC from local to global,
- Defining clear ways of working and bringing clarity on interfaces with GBUs, Digital, and executional support on commercial operations from Sanofi hubs to optimize process excellence and efficiency and leveraging best, and
- Establishing best-in-cost solutions by leveraging our bargain power with preferred suppliers established by Procurement.
As a leadership team member of International Customer Facing Operations organization, Customer-Facing Operations Head South East Asia and India will be accountable to:
- Drive execution Customer Facing Operations strategy in his/her market, standardizing approaches, methodologies, solutions, and tools.
- Ensure the best service level for the GBU’s locally, maintaining close contact with the local business leaders, being in the field when required.
- Take agile decisions, ensuring customer centric approach and external perspective and taking the necessary thoughtful risks to balance the maximum satisfaction of our customers with the value added to Sanofi.
- Have One Sanofi approach, boosting the use of global tools and solutions, eliminating any fragmentation of our ecosystem, fostering the delivery of global and standard solutions, avoiding exceptions, but making sure that the specific and relevant needs of all GBUs are attended.
- Work closely with BU’s, Digital, Procurement and the leaders of other GTMC pillars’ local leaders, aligning priorities and acting always under One Sanofi spirit to deliver best-in-class and best-in-cost support to our businesses and respective field forces.
- Deliver financial budget.
- Lead transformation in the ways of working locally.
Main responsibilities:
- Review and implementation of Customer Facing Operations roadmap and activities locally and support the overall transformation guided by global GTMC. This includes sales force effectiveness activities (incentive management, territory management, target setting, PSTA management), CRM management and sales force training
- Assurance of the standardization of all tools, solutions and ways of working to support field forces operations with zero exception.
- Delivery of best-in-class and best-in-cost support to our businesses and respective field forces.
- Tracking of Customer Facing Operations KPIs versus desired targets, balancing the measurement of activities, effectiveness, customers satisfaction and outcome performance.
- Strong collaboration for the co-building of transformation programs (e.g. Turing, GenAI, new tools).
- Accomplishment of financial budget requirements and targets.
Ways of working
- You will be a member of International Customer Facing Operations Leadership Team.
- You will role model Play-To-Win principles and behaviors, delivering high performance in the “what’s” and “how’s”.
- You will foster partnerships and close collaboration between local cross-functional teams (i.e. Marketing, Medical, Digital, Procurement, and Finance) and with the other pillars of GTMC, and drive structured ways of working among teams to provide maximum value and efficiency to business teams, field forces, and our external customers.
- You will ensure setting up lean but effective high performing teams and efficient and agile local governance.
- You will build and develop a team that uses complementary strengths and develop dedicated, strong, diverse and inspiring leaders that lead by example and walk-the-talk.
- You will continuously work with GBU’s to deliver the value and insights expected from the Customer Facing Operations GTMC pillar as true partner in enabling business growth, establishing one single voice locally, prioritizing the needs of all businesses and the point of view of cross-functional teams.
About you
Work Experience:
- 5+ years in Commercial Operations environment, especially in supporting field force operations.
- Strong execution skills with proven delivery of outstanding results.
- Ability to lead change while achieving business goals and objectives, challenging continuously the status quo.
- Financial skills to lead the performance of responsibility perimeter.
- Ability to develop people, coach and give feedback.
- High persistency and resilience.
Knowledge:
- Field force support background: SFE subjects, incentives schemes, target, segmentation, profiling, training, territory management, sales force deployment.
- Experience in having deployed transformational GTM solutions and able to provide expertise and support business to define, implement, fine tune/adapt best go to market approaches for sales teams
- Strategic analysis and planning, project management, excellent English language knowledge and skills (written and oral), IT knowledge and skills, proven impactful communication, presentation, persuasion, skills ability to work cross-functionally.
Skills and Competencies:
- Business: Good analytical skills; Ability to prioritize; Financial acumen; Over achievement against set objectives; Ability to take quality and agile decisions.
- Leadership: Leads by example and walks the talk; Role models Play-To-Win principles and behaviors; Demonstrates a high-level drive, passion and ambition for high performance; Challenges continuously the status quo; Has well-developed time management skills, mastering in prioritizing tasks and planning own workloads to ensure deadlines and desired results are met.
- Networking: Has experience of successfully delivering high performance in multicultural environments and in a matrix organization; Works well in cross-functional teams.
