Professional Service Representative

Ob Description

Purpose

Promotes and increases adoption of Sanofi products and services to a range of health care professionals, including (but not exclusively) hospital-based doctors, nurses, and pharmacists.

Establish long term relationship with key customers to drive business growth in strategic retail pharmacies.

Performance Standards: Duties & Responsibilities

Sales and Operations Planning and Brand Strategy Execution

• Serve patients by building the prescription base for key brands in his territory through a mutually beneficial interface with healthcare professionals.
• Execute the sales and operations plan in alignment with the brand strategy and within agreed performance standards.
  
  

Business Results and Territory Management (Sales, Profitability, Stewardship of Company Resources)

• Forecast sales and propose commercial policies based on clearly defined assumptions using available sales and market information at a territory level.
• Manage the territory and deliver results based on agreed priorities, such as budgets, expenditures, and return-on-investment on a territory level (A&P and Commercial Policy).
  
  

Development and Performance Management

• Take responsibility for developing oneself in anticipation of future business needs.
• Ensure successful performance in partnership with district managers and other learning mentors.
  
  

Operational Efficiency

• Efficiently operate and execute improvement initiatives based on agreed productivity standards after a thorough review of the day-to-day operations by the distributor sales counterpart or third-party agencies.
• Monitor and manage performance of distributor sales counterpart or third-party agency and provide the needed information needed to enable a practical and realistic execution plan.
  
  

Market intelligence and insight generation

• Gather, analyze, and use valuable information and share to internal stakeholders by identifying potential market opportunities and threats through analysis and synthesis of competitor activities, market shifts and sales trends, feedback from customers, needs of product end users and collaborators to leverage the opportunities and minimize and counteract the impact of threat within the territory.
  
  

Partnership with key stakeholders and Customer Management

• Collaborates with identified internal and external stakeholders and tracks progress to execute the sales plans and achieve sales objectives at minimal cost and maximum profit.
• Perform agreed standards in delivering excellent customer satisfaction to build customer advocacy and serve more patients through identification of right MD targets, cost-effective tactical activities, appropriate allocation of budgets, and formulation of a practical and realistic execution plan.
  
  

Key Account Management

• Develop and maintain strong relationships with key customers (i.e pharmacists, branch managers, key decision makers) to understand their business needs and challenges.
• Conduct regular pharmacy visit to check availability and assess offtake of brands in the branch and monitor competitor activities such as: brand launching, promotional campaigns, patient programs, and to inform relevant stakeholders (i.e Marketing, Trade, Market Access) about such activities.
• Ensure that relevant brands are listed in the formulary of key hospitals in their territory.
• Prepare volume forecast via Sales Building Blocks and lead execution of territory business plan to achieve sales target and growth.
• Identify and develop new account to support market penetration and expansion.
  
  

Execute Health and Safety Standards as per SANOFI requirements and policies.

Pre-requisites

Orchestrating Omnichannel Approach

• Omnichannel Platform Know-How - Advanced
• Customer Journey Understanding - Advanced
  
  

Championing the Customers

• Customer Segmentation and Targeting- Advanced
• Customer Engagement: Brand or Portfolio Selling - Advanced
  
  

Delivering Results for Sanofi

• Business Acumen and Execution Excellence = Advanced
• High Willingness to Learn and Improve Continuously - Advanced
  
  

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