Sales Force Effectiveness Specialist

Sales Force Effectiveness Specialist 

• Location: Buenos Aires or Bogotá

About the job

Strategic context:

Sanofi is implementing an ambitious plan complementing Play to Win Strategy with 3 main objectives (I) keep fuelling our pipeline (II) make Sanofi a modern science driven healthcare company (III) serving our patients.

In this context, Sanofi made the decision to evolve commercial roles and redefine country organisations to a more standardized and consistent approach, boosting efficiency, as well, Go-to-Market Capabilities (GTMC) is being defined as a new support area.

GTMC organization will drive best-in-class capabilities across the board and bring value and excellence in our commercial operations. This move is a key part of the aimed modernization of Sanofi and will allow us to focus on our priorities across our products, market and pipeline through the reallocation of resources and realizing the efficiencies of removing silos that exist between our business units, avoiding the duplication and overlapping of resources, standardizing our processes and tools, operating with a One Sanofi approach to accelerate our key capabilities development, and fostering the entrepreneurial spirit by speeding up the decision making.

Our Team:

Customer Facing aims for:

• Centralization of Go-to-Market excellence and operational tasks across GBUs,
• Standardizing 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 from Sanofi hubs to optimize process excellence and efficiency.

Main responsibilities:

• Lead sales operation support process and ensure alignment with business objective - Acts as Subject-matter expert in sales force effectiveness, to provide consulting service to counties and commercial teams to foster sales force efficiency and effectiveness. Examples of processes considered but not exhaustive are:
  • Develop and maintain customer profiling segmentation and targeting considering customer profile definition. Conduct systematic validation to ensure quality and alignment with business objectives. Define targeting criteria considering customer engagement plans
  • Drive, challenge and facilitate resource allocation decisions considering sizing, deployment, evolution of sales force productivity, promotional channels and investments. Conduct regular analysis of sales force productivity and capacity. Develop and maintain sales sizing models to optimize sales force coverage. Develop and maintain KPIs and metrics to measure the effectiveness of resource allocation and deployment strategies.
  • Sales target setting: Set ambitious but realistic goals, using a consistent approach, enabling growth and ensuring alignment with organizational goals. Objectives should be communicated in a timely and appropriate manner to all relevant stakeholders.
  • Incentive Plan design, management and analysis: Ensure alignment of incentive plan design with affiliation strategy and global, incentive rules and actual payment must ensure transparency and validate core KPIs as standard deviation, engagement rate, relation between BPU and performance.
  • Evaluate tracking automation systems and sales force analytics (CRM, Incentive and performance dashboard)– Evaluate and assess the effectiveness of the sales force operational framework and recommend improvements as needed. Participate on identifying/developing tools to maximize field force evaluation and tracking of promotional activities
• Drive Sales operation efficiency- Effectively collaborate with Global teams, Business unit leader, product/ portfolio manager and Sales team on innovative ways of working, discussing review, align and execute field force performance, making recommendations for improvements. Align omnichannel sales excellence operations and CRM strategies.

• Transition from local process to regional. Ensure smooth local operation in the region while deploying effective and consistent processes for the region. Continuously evolve service model as required. Execute across a complex-multilayer organizational matrix and rapidly changing external environment.
• Ensure sustainable collaborative working relationship- Foster open communication and collaboration with the regional and Customer Facing Operations team. Share best practices and lessons learned to improve sales force effectiveness across the region. Coordinate and align activities with other teams to ensure consistency and efficiency across CF Op

About you

Experience:

• Field force support background: robust knowledge with tools and platforms of customer facing operations, good experience with SFE subjects, target, segmentation, profiling and training.
• Strategic analysis and planning, project management, excellent English language knowledge and skills (written and oral), IT knowledge and skills, proven impactful communication, presentation, persuasion, skills ability to work cross-functionally.
• Experience in having deployed transformational GTM solutions and new customer facing tools implementation

Soft and Technical skills:

• Business: Numerate and analytical skills; Ability to prioritize; Robust knowledge in Digital, IT and CRM; Financial acumen; Over achievement against set objectives; Ability to work on their own initiative and make quality decisions; Excellent interpersonal skills to communicate, present, persuade and argument among all GBUs teams and partners.
• Leadership: Leads by example and walks the talk; Role models Play-To-Win principles and behaviors: Engages others through active and impactful communication; Demonstrates a high level drive, passion and ambition for high performance; Challenges continuously the status quo; Develops fresh approaches in order to deliver results; Has well-developed time management skills, mastering in prioritizating tasks and planning own workloads to ensure deadlines and desired results are met.
• Networking: Is a strong relationship builder; Seeks out new opportunities; Demonstrates teamworking and shares best practices always; Has experience of successfully leading projects in multicultural environments and in a matrix organization.
• Other skills:  Hands-on, accountability, creativity, initiative, high persitance and resilience, stress management, learning agility, result orientation, ability to work on one’s own, continuous improvement, listening skills, empathy to understand the needs of the different businesses within distinct geographies. Proven delivery of outstanding results, Ability to leverage networks, influencing and leading projects.
• Ability to lead change while achieving business goals and objectives, act for change, challenging continuously the status quo.
• High persistency and resilience

Education:

• bachelor’s degree in business administration, Industrial Engineering, or any related field

Languages:

• Fluent in Spanish and English.

Why choose us?

• Bring the miracles of science to life alongside a supportive, future-focused team
• Discover endless opportunities to grow your talent and drive your career, whether it’s through a promotion or lateral move, at home or internationally
• Enjoy a thoughtful, well-crafted rewards package that recognizes your contribution and amplifies your impact.
• Take good care of yourself and your family, with a wide range of health and wellbeing benefits including high-quality healthcare, prevention, and wellness programs and at least 14 weeks’ gender-neutral parental leave

PursueProgress. Discover Extraordinary.

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. You can be one of those people. Chasing change, embracing new ideas and exploring all the opportunities we have to offer. Let’s pursue progress. And let’s discover extraordinary together.

At Sanofi, we provide equal opportunities to all regardless of race, color, 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!

#LI-LATAM  #LI-HYBRID