Trade Head South East Asia and India MCO & TMS

Sanofi is a leading global healthcare company going through a significant transformation. We are on a journey to attract and develop top diverse talent to join our mission to bring innovation to more and more patients around the world.

Trade Head SEA&I MCO & TMS mandate is to be Best in class in managing trade environment and stakeholders such as wholesalers, pharmacies and public procurement actors (tender institutions, regions, group of hospitals) which are similarly transforming and adapting their procurement and value models to this market transformation.Cash flow is another major driver of performance for the group.The Trade role exists both in Key Markets GenMed and International Pharma, as part of elevating Trade activities at MCO & COUNTRY level. It concentrates all Trade MCO-strategic activities and expected to support Anchor Country and Satellites across MCO & COUNTRY. 

Main responsibilities:

The Trade Head SEA&I MCO & TMS holds have the responsibility of delivering the sales-in budget and implementing Business Units and Support Functions strategies through a combination of effective deployment of channel and procurement strategies and, optimization of commercial policy and stock management in the context of a rapidly evolving trade landscape.

• Drives consistently effort on Tradeto maximize sales and gross margin

• Develops cross-countries “scalable” business projects and change management programs specific to Trade, in compliance with the highest international standards and norms.

• Ensures consistent strategic directions of Trade teams is fully aligned with MCO & COUNTRY Councils, Business Units, Market Access and Supply

• Responsible for all Trade activities at MCO & COUNTRY level: 

• Global to Local:  

  • Adaptation of global trade strategy and initiatives to the market: lead localization and execution of the strategy 

  • Recognize the pivotal role of artificial intelligence (AI) in transforming trade operations and driving efficiency gains across the MCO with the support of Global team 

  • Lead strategic workforce planning projects with local Trade teams as key lever towards Trade transformation resources, capabilities and training  

• Local to Global  

  • Business case development: leveraging sophisticated data and analytical capabilities to identify opportunities for process improvement, automation, and digital transformation to streamline trade operations and accelerate time to market 

  • Local markets business insights and levers understanding to co-develop and execute best strategies 

  • Identify and assess potential risks related to MCO & COUNTRY markets trade, including geopolitical, regulatory, and operational risks 

• Orients strongly Sanofi in looking outward to market dynamics, channels and customers behaviours and reactions to market dynamics

• Coach direct reports, leveraging their strengths and consolidating a high-performance environment

• Empower teams to decide and act 

• Organize teams with an agile mindset 

• Compliance : Respects corporate commitment and compliance guidelines. 

About you  

Work Experience: 

• Solid educational and professional background 

• Minimum 10 years of proven successful management/marketing/finance/trade experience. A P&L experience is a plus

• Exposure to international environment with track record of performance in Trade, Finance, Marketing and Sales with deep knowledge and understanding of Market Access and Supply Chain 

• Experience with contributing to Global initiatives and local implementation

• Fluent in English and local language. 

Technical skills:

• In-depth understanding of the market, competition, future market trends​ and entire local healthcare ecosystem

• Experience in Trade Management, P&L, Marketing & Sales, Supply environment 

• Understanding of Sales and Marketing operating model, Go To Market (GTM) transformation

• Innovation and expertise in Digital engagement

• Strong analytical capabilities and ability to take data-driven decisions 

Soft skills:

• Glocal mindset: able to understand and contribute to the global framework combined with local execution

• Capacity to challenge the status quo to enhance efficiency with an entrepreneurial mindset respecting global approaches. 

• Entrepreneurial and agile mindset, unconventional thinking, always looking for new ways to achieve business goals

• Curious to learn and drive new initiatives in digital pharma trade and revenue excellence

• Empowerment & People leadership: create engaging environment, delegation, giving responsibility and lead trustfully, ability to coach, develop and manage feedback effectively.

• Communication, Stakeholder & Change Management Skills: effective communication skills to influence and move to action to very diverse stakeholders (global, peers, cross-functional teams and external stakeholders)

• Customer orientation: Motivate teams to connect with patients/customers to understand their needs and provide value-added solutions