Customer Performance Lead

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.

CEE Customer Performance Lead is responsible for designing, developing, and implementing the CEE NRM strategy across key pillars. This role ensures the effective implementation of Commercial Policies, Pricing Strategies, and Product and Customer mix at both the zone and country levels to drive profitable business acceleration. The CEE Performance Lead leverages data insights and trends to ensure profitable growth of customers and categories, while continuously seeking new growth opportunities.

Customer and Channel Mix

• Develop and execute channel strategy to achieve business objectives.

• Drive the route-to-market strategy (channel and customer segmentation).

• Drive a commercial conditions aligned with the Commercial Policy.

• Drive efficient incentive strategies across channels and portfolio.

• Establish best in class  JBPs with clients in CEE markets.

• Drive continuous improvement in RMG by conducting programs and processes of change.

• Cooperate with internal and external auditors.

• Engage with regional and global projects.

• Ensure compliance with company policies and procedures.

Customer Promotional Effectiveness

• Develop a promotional framework per brand/channel/customer aligned with the brand strategy.

• Translate brand price positioning into channel/customer pricing and promotional activities.

• Continuously improve promotional ROI and boost sell-out.

• Identify trade spend inefficiencies and work closely with KAM to optimize them.

• Jointly develop and implement customer strategies with the Commercial Team to maximize performance

• Monitor channel performance, providing insights and recommendations for improvement.

• Build and manage  customer analytical dashboards.

Customer Capability Growth

• Build a team that collaborates with the commercial team in planning and executing sales campaigns that effectively respond to consumer needs.

• Enable your team to develop strong partner business.

• Establish an operational rhythm to increase the effectiveness of collaboration with customers.

• Oversee the commercial planning process within the JBP process (annual and quarterly).

• Monitor financial KPIs (ROI, GTN, Customer P&L).

• Analyze market trends and competitor activities to identify new business opportunities and strengthen market position.

• Design and deploy analytics tools and procedures to identify and capitalize on revenue growth opportunities.

Requirements:

• Minimum 5 years’ experience in Revenue Management / channel management in pharma / FMCG
• University degree in econometrics, economics or engineering
• Highly collaborative with all cross functional partners
• Strong analytical thinking
• Excellent Excel knowledge as a must
• Fluent in English

Our offer:

• An international work environment, in which you can develop your talent and realize ideas and innovations within a competent team
• Access to internal recruitment and development libraries - you can create your own career path within Opella; your professional development will be supported purposefully
• Flexible home office policy, with a possibility to work up to 50% of time from home, where you can easily schedule your office days
• An attractive package of benefits
• Employee Assistance Program (mental health support, legal and financial consulting)
• Gender neutral paid parental leave as well as volunteer days