Head - Trade & Revenue Management - Pharma/FMCG

Head - Trade & Revenue Management

Trade strategy, Business Process and Planning:

- Contributing to Country trade strategy in terms of Channel and portfolio mix, commercial policy, and pricing strategy

- Oversee the process of collecting and organizing analytical data related to organization's revenue, sales, and other financial activities for financial assessment of customers

- Capture and analyze relevant data to identify opportunities for improvement, implementing new processes, and working with other teams to ensure that revenue goals are met.

- Monitoring the return on trade investments and provide insights through analysis in formalizing commercial strategies that deliver improvement in GTN ROI.

- Implement trade management KPI's at channel level aligned to Global KPI's Establishing a clear governance model to RM at a country level via the Pricing and Trade Committee

- Establishing RM capability in the affiliate so it becomes a way of working and thinking across the teams Demonstrating the added-value RM brings to the Sanofi's growth agenda

- Assess and develop capability of KAM teams through periodic training interventions to develop mindset of ROI based approach

Access and Commercial Contracting:

- 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) Demonstrating net revenue and gross margin growth by applying Trade Investment and Pricing methodologies and tools

- Building and embedding sustainable strategic Revenue Management (RM) capabilities within the country

- Driving 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

- Performing 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

Customer Insights & Planning:

- Identify key area of distribution expansion and contribute to formalizing commercial strategy to accelerate in E-Commerce

- Ensuring commercial conditions are performance driven, embedded in contracts / JBP's with customers

- Performing portfolio and customer segmentation to ensure better targeting

- Capturing maximum value from customized pricing strategy to geographies, channel, customer segment and prevent price arbitrations opportunities

- Create go-to-market strategies to maximize long term profitable growth in sales area ensuring proper field productivity

Activation and Monitoring:

- Creating dashboards and deploying analytical tools to support Revenue Management insights

- Facilitate sharing best practices from Global and Regional teams and ensure deployment of the same customized to country business and market requirement.

- Summarize broad customer-based trends into meaningful insights and suggest inputs and adjustments for commercial policy