Head GTMC Greater China

About the job

We are an innovative global healthcare company, committed to transforming the lives of people with immune challenges, rare diseases and blood disorders, cancers, and neurological disorders. From R&D to sales, our talented teams work together, revolutionizing treatment, continually improving products, understanding unmet needs, and connecting communities. We chase the miracles of science every single day, pursuing progress to make a real impact on millions of patients around the world.

Strategic context:

Go To Market Capability (GTMC) organization aims for:

•          Centralization of Go-to-Market excellence and operational tasks across GBUs

•          Harmonizing 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 form Sanofi hubs to optimize process excellence and efficiency.

Sanofi Greater China is facing a high pace of changes aiming at making the organization across GBUs more agile and impactful organization, adapting the constantly and proactively the resources to the environmental changes. In this geography, the GTMC Head is instrumental to entrench strategic priorities to sustain growth and innovation for commercial operations, to drive efficiency and productivity and to lead cross function efforts to address strategic and operational needs.

Key dimensions - Scope & Scale:

The GTMC Head Greater China is a strategic role responsible for centralizing China, Hong-Kong and Taiwan Go-To-Market capabilities across business units to drive harmonization in line with global consolidation of capabilities and to drive business growth. The main purpose is to increase effectiveness and consolidate expertise while enhancing efficiency through increased scalability & globalization while ensuring the Greater China business opportunities and challenges are heard within the Global GTMC organization.

As a leadership team member of this global organization, the GTMC Head Greater China is accountable for setting up a best-in-class unit across the key Go To Market capability pillars incl. Insights & Analytics, Customer-facing Operations, Omnichannel Operations, and Launch & Marketing Excellence for Greater China while ensuring close alignment with the global GTMC strategy & objectives.

Responsible to manage a team of ~120 FTE headcounts.

Main responsibilities:

GTMC setup and transition 

• Ensure the successful transition and build-up phase for the new GTMC unit in Greater China in alignment with the global GTMC strategy & objectives; ensuring continuation of service to Greater China business in an undisrupted way.
• Define and set up Greater China GTMC team, which includes integrating of existing capabilities and resources as well as building up/enriching new capabilities.
• Actively drive the restructuring, refinement, and streamlining of existing activities synergistically across business units
• Actively support the centralization of key GTM capabilities at scale in Sanofi Global Hubs for Greater China with successful transfer of selected activities and integration with advanced Digital technology.
• Ensure teaming excellence by promoting innovative ways of working through the setup of lean and effective GTMC governance for Greater China team and detailed delineation of interfaces to key functions, such as Digital and hubs.
• Drive further seamless integration and adoption of the GTMC organization in Greater China across GTM capabilities in the GBUs
• Lead cultural change to elevate commercial capabilities to be best in class level
• Represent GTMC in all Greater China forums such as Greater China GBU LT meetings and country council meetings when necessary

Commercial capabilities

• Ensure the creation and implementation of a GTMC strategy in Greater China that incorporates specific demands and that is in line with the global GTMC strategy & objectives to enhance commercial capabilities locally; especially foster implementation of new cross-GBU programs to maximize the value for One Sanofi
• In line with the global GTMC strategy, set up a GTMC unit in Greater China that:
  • Helps to drive growth through targeted insights and analytics; increase level of globalization and standardization across GBUs and leverage Global Hubs where helpful to increase efficiency with a strong understanding of the needs and the nuances of each GBU.
  • Supports the delivery of intentional, impactful customer experiences for HCPs and patients through integrated engagements and solutions that enable customer experience to be consistent, seamless and scalable to different market requirements by providing best-in-class methodology consistent across GBUs.
  • Drives the development and implementation of global launch excellence framework and capabilities to ensure holistic best-in-class approach to product launches.
  • Oversees the build of omnichannel solutions that fit the needs of the various GBUs and helps the brands and franchises within the GBUs optimize their approach to customers by fully leveraging the system's capabilities.

Strategic Planning and Performance

• Contribute to continuous effectiveness and driving change and upskilling.
• Set and communicate strategic priorities for GTMC pillars that are in line with the global GTMC strategic priorities and ensure that the objectives are well connected to the priorities of Greater China businesses.
• Ensure consistent performance management for all teams.
• Oversee resource and budget planning within GTMC unit aligned with the GBUs in Greater China organization.

Ways of working

• The role is a member of the Global GTMC Leadership Team and report into the global GTMC Head
• Foster partnerships and close collaboration between cross-functional teams (GBU, GTMC, Hubs, Digital) and work on institutionalizing ways of working between teams to provide maximum value and efficiency to business teams.
• Continuously foster collaborative and interactive ways of working with other markets to ensure consistency across markets and sharing of best practices & learnings.
• Build and develop a team that leverages complementary strengths and develop dedicated, strong, and diverse leaders through One Sanofi mindset.

About you

• You have strong commercial experience and expertise in either heavily utilizing or providing commercial capabilities, ideally in the pharmaceutical or healthcare industry
• You have a deep understanding of the market dynamics – ideally in China, customer segmentation and competitive strategies in the pharmaceutical or healthcare industry
• You have an outstanding and inspiring leadership style with a demonstrated ability to lead and motivate a diverse team