Country Head - CHC Egypt

JOB TITLE: Country Head- CHC Egypt

REPORTS TO: Zone Head AMET

BUSINESS AREA: AMET

Job Purpose

To lead the Country Operations that will deliver the country P&L, contribute towards maximizing market share and operating profitability.

• In country, develop and implement customer plans based on commercial policies & channel Strat, defined by T&RM team.
• Administer Sales Force.
• Drive sales execution and manage commercial back-office operations.
• Execute MCE/ HCP activation plans.
  
  

Key Results / Accountabilities

1- Performance and business acumen to deliver the financial and Market Share KPI’s

• Responsible for the delivery of profitable market share growth of the country thereby delivering the Boost Target through effective Performance Management of the Sales Force Teams
• Responsible for the delivery of the Volume Sales, Gross & net Sales KPI’s
• Responsible for delivering the Gross Margin and BOI targets of the country.
• Management of the Field Force line of the P&L
• Management of the channel and country SISO within country commercial policy targets (defined by TRM) and externally with the retailers.
  
  

2- Manage the Where to Play Strategy for the country to drive profitable sales growth.

• Develop the channel activation strategy in conjunction with the brand plans.
• Ensure the appropriate use of all distribution channels to actively drive the country RTM e.g., Distributor/ Wholesaler
• Drive the prioritization and growth of the E-Commerce Channel
• Develop and activate all new channel/ white space opportunities.
• Keep abreast of competitive industry practices and new channels opportunities, active watch on external practices.
• Implement company sales trading policies and marketing strategies at retail level so that retail sales targets and discount targets as well as rebates for the assigned products are achieved.
• Lead & Execute the Channel, Customer, Store and HCP Segmentation process.
• Lead the design of the sales incentive program in conjunction with the SFE Team / Performance Analytics
• Lead the sales target setting at a channel, brand and rep/ KAM level to drive sales growth and build the Challenger Mindset
• Guide KAM’s to Develop Customer Annual Joint Business Plans aligned with company objectives and Account(s) Mission & Vision for assigned Strategic Customer(s) and Top to Top meetings to secure the Plans.
  
  

3- Drive excellence in execution

• Win with HCP & Pharmacists
• Drive an in market Fast Start at the start of the year, building momentum.
• Negotiate and deliver the necessary pricing plan in line with the TRM Strategy for the Country to drive profitable market share.
• Execute the OCE plan in country for HCP’s and Pharmacists to drive recommendation and top line sales growth.
  
  

4- Responsible for all external GTM relationships

• Ultimate responsibility for the management of all Retailer relationships including the delivery of the JBP
• Responsibility for the management of Distributors and Wholesalers as either 3PL providers or full-service executors with responsibility including but not limited to: Annual JBP negotiations, Forecast Management and Order management.
  
  

5- Champion of the CHC Transformation Journey

• Drive the right Culture and behavior in line with the Challenger Mindset.
• Ensure people engagement, this is tracked through the annual Your Voice
• Continue to strengthen the Fit for Growth principles in the organization, these principles translate into building a Brand Led Organization where we promote Simplicity and Accountability.
• Develop your teams and aim to attract and recruit best in class talent.
• Be a strong promoter of the Diversity and Inclusion priorities for the Country.
• Differentiate on Sustainability in Country and make B.Corp our Competitive Edge.
  
  

6- People Leadership

• Set a clear vision, drive a performant team by being ambitious.
• Lead by empowering and influencing the team going above and beyond.
• Drive capability building and ensure career development of the team.
  
  

7- Maintain Compliance

• Abide by the requirements of the internal Code of Ethics including but not restricted to maintaining high professional standards of conduct in line with the Company procedure with a duty of care to the reputation of the Company.
  
  

8- Ethical Leadership

• Takes personal accountability to use personal experience and knowledge, as well as the training and tools provided by Sanofi, to maintain a good knowledge and understanding of all ethics and governance relevant to the role (Sanofi Policies and Procedures and any relevant legal requirements) and demonstrate personal leadership in applying these to all work undertaken.
• Escalates any decisions or seek the support of colleagues or management if personal knowledge and understanding is not at the level required to carry out any part of the role.
  
  

9- Environmental and Safety Leadership

To care for his/her own safety and wellbeing and the safety of others, and to co-operate with the company to ensure a safe place of work. Employees are therefore expected to:

• Support and conform to Company safety rules and procedures to ensure a safe and healthy working environment.
• Report any accident, incident or near miss, whether it be of personal injury or property damage
• Assist in the investigation of accidents with the objective of introducing measures to prevent recurrence.
• Thoroughly read all safety documentation issues by the Company and comply with its requirements. Escalate any doubts or uncertainties to their supervisor and / or manager.
  
  

KEY WORKING RELATIONSHIPS

INTERNAL, Cross Functional Collaboration with:

• Finance
• Brand & Innovation Team
• Performance Analytics
• Growth Performance Hub
• Scientific Affairs – Medical / Regulatory / PV / Quality
• Supply chain
• Procurement
• People & Culture
  
  

EXTERNAL, would be expected to be involved with:

• Distributor / Key Accounts
• Agencies
• HCP organizations
  
  

Skills, Experience & Knowledge Requirements

• Education Level: Bachelor’s degree in business administration or relevant field; MBA - is a plus
• Experience: 10 to 15 years of commercial / sales and/ or marketing experience
• FMCG experience is a plus
• Business and financial acumen
• Budget Planning
• Strong Communication and negotiation skills
• Analytical skills
• Decision making
• Leadership and people development
• Adaptability and flexibility
• Resilience
  
  

Play to Win Behaviors – Candidate must be able to demonstrate the Challenger Mindset

• Stretch – We Differentiate where it counts.
• Take Action – We drive Results.
• Feedback – We challenge each other to grow.
• Togetherness – We enjoy the ride together.
  
  

Pursue progress, discover extraordinary

Better is out there. Better medications, better outcomes, better science. But 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. So, let’s be those people.

At Sanofi, we provide equal opportunities to all regardless of race, colour, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, ability or gender identity.

Watch our ALL IN video and check out our Diversity Equity and Inclusion actions at sanofi.com!