Commercial Excellence Manager
Ho Chi Minh City
7 ngày trước

Route to Market

Ensure a robust Route to Market strategy is in place across all relevant Channels.

Customer Mapping (CVM) conducted on : Pharmacy, KA outlets, Wholesaler & Ethical Channels Format back Steps of Call defined to deliver Account Standards in Store Develop Correct coverage / route / territory management plan in place by channel based on the above & including

Calls Per Day, Length of Call & Call Frequency in line with CVM

Fit for purpose Span of Control for Field Management

Resources planning, efficiency tracking and channel dynamics change management

WS & Key Account Channel

Ensure WS / KA CVM is completed with clear role / focus and correct coverage plan in place Correctly resourced capacity & capability Clear WS / KA Planning (4P / 3D) structure in place Trade Spend analysis in place for WS / KA JBP / Engagement Strategy defined

JBP & Top2Top meeting Calendar, Participants & Content / plan

Develop professional contact with key stakeholders in top customers

Conceptual / Category Selling Stories developed Basic Category Management capability developed. Fit for Purpose Account Standards : MSL, Merchandising, seasonal program Ensure Price Waterfall is tracked and managed.

New Channel Development Drive the identification and activation of New Channels across categories Ensure that New Channels have correctly resourced & targeted, with robust channel growth plans in place.

All Channel Profitability Provide input for Trade Cat Manager to develop Commercial policy by channel Ensure Commercial Policy is fit for purpose of CHC cat.

Growth plan, identify Gap and work with Trade Cat Manager to close. Drive Pay for Performance & ROI behavior across channels for the CHC business.

Identify and reduce / remove low profitability channel programs Develop and implement simple channel investment tracking tool for CHC Sales / Commercial operation

Provide Insights and support for Commercial operation issues Lead new Initiatives for improved commercial operation and effiency Work closely with Business Operations to ensure develop value added reporting for CHC

  • Field Force task.focus based on cycle planning
  • Sales target setting
  • Sales Incentive management
  • SISO & Productivity
  • Sales / competitor Intelligence tracking and report
  • Corporate compliance responsibility :

  • Every staff of Sanofi is accountable for assuring compliance’s rules & ethic code when working with Health Care Professional to strengthen the company’s image.
  • Ensure all the activities of the sales force unit comply with relevant acts, legal demand and ethical standards and in line with marketing plan
  • 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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