About the job
Our Team:
Opella, the Consumer Healthcare business unit of Sanofi, is the purest and third-largest player globally in the Over-The-Counter (OTC) & Vitamins, Minerals & Supplements (VMS) market. We have an unshakable belief in the power of self-care and the role it can play in creating a healthier society and a healthier planet. That's why we want to make self-care as simple as it should be by being consumer-led always, with science at our core. Through our unique and balanced portfolio of more than 100 loved brands, including 15 global and local high-growth challengers such as Allegra, Dulcolax and Buscopan, we deliver our mission: helping more than half a billion consumers worldwide take their health in their hands. This mission is brought to life by an 11,000-strong team, 13 best-in-class manufacturing sites, and 4 specialized science and innovation development centers. We are also proud to be the first major fast-moving consumer healthcare company to achieve B Corp certification. Join us on our mission. Health. In your hands.
Main responsibilities:
Directly reporting to the channel manager, you will be responsible for developing the sell-out of the consumer healthcare portfolio, growing above market in the panel of pharmacies and Parapharmacies selected for the geographical sales area; ensuring control and compliance with the sales in and sales out targets and other key performance indicators.
Accurately negotiate, execute, and monitor our approved annual Commercial Policy in a designated area and pharmacy panel; develop portfolio sales and market share, following Marketing and Trade Marketing plans and guidelines (growth hub).
Visit the pharmacies and parapharmacies of the panel according to the segmentation profiling and executing Sanofi's sales call excellence framework of "Win in Store".
Negotiate, plan, and close the direct sales (sell in) according with the Marketing and Trade Marketing plan phasing (growth hub), following the Commercial policy and accomplishing the Sell in targets.
Negotiate, implement, and control the annual agreements (pre-sales policy); Negotiate and implement the Merchandising and visibility campaigns.
Train and involve all pharmacies and parapharmacies staff, leveraging the recommendation of Sanofi Consumer Healthcare brands to the consumers. (Detailing)
Create partnerships and proximity relationships with the pharmacies and parapharmacies staff, contributing to the increase of the sales and to the development of the loyalty of the client.
Act as a customer adviser making analyzes/statuses to help them to identify gaps and opportunities (be a customer coach/advisor).
Analyze the sell-out performance monthly, identifying by brand/brick which are the main opportunities (growing below competition) and proposing/implementing action plans per pharmacy.
Fulfil the administrative obligations related to the sell in and sell out, including the update of the computer files, preparing reports of their activities, and making the requested reports to ensure continuity updating and reliability of the information collected i.e. Benchmarking exercise. This includes monitoring the finances, product flow and cash flows between Sanofi and your customers.
Act as the guardian of the sales area, collecting any relevant market and customer information, sharing it with the manager in a timely and accurate manner.
Build a strong PERFECT STORE PROGRAM in the sales area focused on in store activation to drive sell out to consumers (distribution, share of shelves, primary and secondary visibility).
Região Norte
Braga e Arredores : Amares, Póvoa de Lanhoso, Vila Verde, Braga (várias freguesias), Vila Nova de Famalicão (várias freguesias), Guimarães (várias freguesias), Vizela, Fafe.
Vale do Sousa e Tâmega : Trofa, Santo Tirso (várias freguesias), Paços de Ferreira, Lousada, Felgueiras, Amarante, Marco de Canaveses, Penafiel.
Área Metropolitana do Porto : Matosinhos, Maia (várias freguesias), Valongo, Paredes.
Trás-os-Montes e Alto Douro : Boticas, Montalegre, Chaves, Valpaços, Vila Real e arredores (Régua, Murça, Alijó, Sabrosa, Mondim de Basto).
Bragança e Nordeste Transmontano : Bragança, Macedo de Cavaleiros, Mogadouro, Miranda do Douro, Vimioso, Torre de Moncorvo, Freixo de Espada à Cinta, Alfândega da Fé, Vila Flor.
KPIs
FINANCIAL KPI's
EXECUTIONAL KPI's
OTHER KPI's
KPI Priority
NS SELL IN
# D2P, distribution & MSL
Territory forecast accuracy
Market Share & Sell Out
Call plan
Pay for Performance + ROI
Perfect Store
Customer survey (Improve customer satisfaction)
Working with external customers and stakeholders in the market:
Pharmacy
Parapharmacy
Virtual chains
Groups of pharmacies
Working with Internal stakeholders:
Credit & Collections - account/payments
Supply chain - orders, returns, complaints, customer master data
Performance HUB – customer performance data
Shopper MKT – execution and in store activation PERFECT STORE
Marketing – Prepare customers to be sync with mkt actions
Medical – insights and trainings
About you
Education
Business or scientific background, bachelor's degree
Required knowledge and/or experience
Experience as Pharmacy sales rep (>2 years), ideally in the consumer healthcare market and with experience in the specific geographical sales area.
Background in Social Sciences or Management (preferable).
Solid analytical skills and ability to use IT tools (Office, web portals, other software), ease in learning new platforms.
Proficient in analysing, reporting, and tracking numerical data. Competent with calculations.
Proactivity and focus on the solution. Solid at problem solving.
Action and results-oriented.
Autonomous and oriented to tackle challenges, able to proactively connect with the teammates to find solutions within the TEAM to ensure sales area goals and sales team targets.
Resistant to stress, self-motivated, and respectful, diplomatic style with colleagues.
Hard organization skills (ability to plan and prioritize workload while managing colleague requests).
Language skills
Solid Portuguese and English communication and presentation skills; structured and clear.
Pursue progress, discover extraordinary.
Better is out there. Better medications, better outcomes, better science. But progress doesn't happen without people – people from different backgrounds, in different locations, doing different roles, all united by one thing: a desire to make miracles happen. So, let's be those people.
At Sanofi, we provide equal opportunities to all regardless of race, colour, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, or gender identity.
Watch our ALL IN video and check out our Diversity Equity and Inclusion actions at sanofi.com !
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