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A Range of Possibilities

Revenue Manager and Commercial Conditions

date posted 08/01/2022
contract type Full time
job id R2639919
location Mississauga, Canada

Reference No. R2639919

Position Title: Revenue Manager and Commercial Conditions

Department: Trade Canada

Location: Sanofi Genzyme, Mississauga

About Sanofi Genzyme

Sanofi Genzyme has pioneered the development and delivery of transformative therapies for patients affected by rare and debilitating diseases for over 30 years. We accomplish our goals through world-class research and with the compassion and commitment of our employees. With a focus on immunology, rare diseases/rare blood disorders, neurology/multiple sclerosis and oncology, we are dedicated to making a positive impact on the lives of the patients and families we serve. That goal guides and inspires us every day.  Sanofi Genzyme’s portfolio of transformative therapies, which are marketed in countries around the world, represents groundbreaking and life-saving advances in medicine. As a Sanofi company, Sanofi Genzyme benefits from the reach and resources of one of the world’s largest pharmaceutical companies, with a shared commitment to improving the lives of patients. Learn more at www.sanofigenzyme.com.

Sanofi is dedicated to supporting people through their health challenges. We are a global biopharmaceutical company focused on human health. We prevent illness with vaccines, provide innovative treatments to fight pain and ease suffering. We stand by the few who suffer from rare diseases and the millions with long-term chronic conditions.  With more than 100,000 people in 100 countries, Sanofi is transforming scientific innovation into healthcare solutions around the globe.

Sanofi is dedicated to supporting people through their health challenges. We are a global biopharmaceutical company focused on human health. We prevent illness with vaccines, provide innovative treatments to fight pain and ease suffering. We stand by the few who suffer from rare diseases and the millions with long-term chronic conditions.  With more than 100,000 people in 100 countries, Sanofi is transforming scientific innovation into healthcare solutions around the globe.

Sanofi Canada consolidates its commercial offices into a state-of-the-art facility in Toronto.


Discover your future at Sanofi in areas such as medical, regulatory, commercial and many more. When we recruit new talent, we see it as a fresh start to build their career with Sanofi. If you join us, be prepared to take on new professional opportunities, explore innovative ideas and contribute to our ambition to change the practice of medicine. You will be part of a flexible and inclusive workplace - based on trust and respect - so you can live your life the way you want to.

Position Summary:

This role enables Canada to deliver sustainable growth in Sales and Gross Margin by establishing capabilities, monitoring and delivering actionable recommendations in respect of Trade Investment and Pricing strategies, also leveraging “One Sanofi” synergies when possible.

This role is responsible for management and oversight of the reporting of all gross-to-net lines for Specialty Care Canada and General Medicines Canada GBUs’ P&Ls. The individual will be required to manage multiple stakeholders from Market Access/Public Affairs, Contracting & Pricing and Sales Forecasting to ensure internal and external factors impacting the Gross to Net area are understood, communicated, and applied in the development of financial forecasts and budgets.  This role interacts on periodic basis with Senior Leadership across multiple functions.  The person is responsible for the adequacy of the GTN provision process, collaborating with Finance Business Partners to ensure PnL adequately reflects commercial conditions (nearly $200M).

Key Responsibilities:

Trade Strategy Implementation and Coordination

·Contributing to the Country Trade Strategy in terms of Channel and portfolio mix, Commercial policy and Pricing for free-price products (Pricing strategies/structure/management and Pack Price Architecture).

·Establishing a clear governance model to RM at a country level via the Pricing and Trade Committee.

·Establishing RM capability in the affiliate so it becomes a way of working and thinking across the teams – including delivering training sessions, running and facilitating Trade Investment and Pricing related workshops.

·Demonstrating the added-value RM brings to the Sanofi’s growth agenda.

Access and Commercial Contracting

·Identifying and making recommendations to improve and maximize the effectiveness of Trade investments in conjunction with Business Units and Functions (Finance, Supply Chain etc.).

·Monitoring the return on trade investments (via the Revenue Management tool/Customer Account profitability (CAP).

·Demonstrating net revenue and gross margin growth by applying Trade Investment and Pricing methodologies and tools.

·Building and embedding sustainable strategic Revenue Management (RM) capabilities within the country.

·Driving of Trade investment and Pricing processes from end-to-end, fully engaging and providing benchmark, guidance and specific recommendations to all relevant Business Units and functions (including Finance, Business excellence Supply chain, IS) and leveraging synergies across BU’s.

·Performing robust analysis that provide greater visibility of the value chain economics (pricing, commercial conditions, trade margins) and bring insights to actionable commercial strategies that deliver absolute Gross Margin growth.

Customer Insights & Planning

·Ensuring commercial conditions are performance-driven, embedded in contracts/Joint Business Plans with customers and delivering portfolio and customer segmentation strategies.

·Capturing maximum value from customized prices to geographies, channels, customer segments while ensuring different conditions don’t create price arbitration opportunities.

Impact & Influence Trade Channels

·Developing and roll-out guidance on price monitoring on free price products from final payer/consumer price to Sanofi gross price to support RM insights.

·Deploying and customize global and regional best practices to business environment and market reality at country level.

·• Rolling out and embed Trade investment and Pricing tools, models and KPI’s (including the Revenue Management tool and Customer Account profitability).

Lead teams

·Develops capabilities for local Trade team.

·Ensures alignment with Sanofi Ethics & Business Integrity (E&BI).

Strategic

·From consolidated GBU plans and required route-to-market plan, annually build (and maintain) Canada’s commercial policy.

·Maintain a solid understanding of changing market dynamics, regulations and policies impacting sales, pricing and GTN reserves.

·Work collaboratively with Pricing, Contract Management, Market Access, Commercial and Finance to develop strategic pricing designed to maximize commercial success across Pharma CA portfolio including pCPA, public / private payers and hospital group purchasing organization (GPO).

·Establish and maintain a comprehensive understanding of customers’ listing agreements while being able to articulate the information in simple terms.

·Provide recommendation on trends including potential risks and GTN information to Finance Senior Leadership.

·Support Canada’s Specialty Care and General Medicines GBUs) and, as required, advise Vaccines GBU.

Operational

·Monitor GTN trend by GBU and Channels consistent with Commercial Policy.

·maintain adequate mapping and valuation of commercial conditions commitments across relevant channels and stakeholders (public/private payers, institutional contracting/tendering and patient programs).

·Liaise with market access, patient support services and trade colleagues for new commitments and updates thereon.

·Contribute and/or provide guidance on route-to-market customer segmentation.

·In collaboration with B&OS analysts forecasting promoted brands review/validate trend and enhance the GTN model profile sensitizing key stakeholders in Finance, Contracting & Pricing and Market Access with regards to negotiated commitments and associated Risks & Opportunities.

·Advise P&L Leads and Contracting & Pricing team in execution of GPO modeling as required and assess reasonableness of assumptions /deviation.

·Lead the GTN reserves analysis on a quarterly basis and provide recommendations to ensure reserves are properly stated – in collaboration with Finance controllersSupport GTN view by stakeholder view (payer, province, GPO and accounts to brand dynamic).

·Collaborate to External Auditors GTN request.

Dependencies

·Oversee and ensure accuracy of COGS forecasting and reporting.

·Monitor days on hand inventory from channels’ actual coverage vs commercial policy - collaborate with Supply Chain to seek optimization.

Key Requirements:

·University degree in Statistics, Mathematics, Finance, Economics or other analytically based discipline (master’s degree would be an asset).

·8+ years of pharmaceutical or associated industries experience – including 5+ years in rebate agreement negotiations modeling combined with sales forecasting and business analytics experience.

·Excellent analytical and problem-solving skills, with ability to organize, integrate and evaluate information from different sources to reach logical conclusions, articulate pros & cons and take necessary actions.

·Strong business acumen – notably with reimbursement dynamic public/private payers, GPOs.

·Ability to work successfully with minimal direction in a fast-paced environment, handling multiple projects simultaneously in a dynamic environment.

·In-depth knowledge of pharmaceutical industry data sources and data sets (IQVIA CD&H, TSA, Pharmastat, GPM, LRx, etc.).

·Strong GBU Strategy understanding.

·Knowledge of key forecasting principles and methodologies.

·Strong organizational, project management, and time management skills.

·Very high attention to details with ability to rapidly manipulate large amounts of data, accurately and efficiently.

·Ability to work under pressure, individually and within a team environment.

·Excellent verbal and written communication skills with the ability to influence various levels.

·Strong interpersonal skills and demonstrated ability to lead without authority.

·Ability to work, co-operate and foster teamwork in a variety of cross-functional teams.

·Excellent computer & systems skills (Advanced Excel, Access, Word, PowerPoint).

·Knowledge of data analysis and visualization tools (SQL, Visual Basic, Qlik or PowerBI etc.) is an asset.

·Knowledge and proficiency with large ERP, experience with SAP S4/HANA considered an asset.

·Knowledge of IBM Cognos TM1.

·Experience with forecasting tools/systems would be an asset.

Languages:

·English - advanced reading, writing and oral.

Travel:

·Some travel may be required.

Sanofi is an equal opportunity employer committed to diversity and inclusion. Our goal is to attract, develop and retain highly talented employees from diverse backgrounds, allowing us to benefit from a wide variety of experiences and perspectives. We welcome and encourage applications from all qualified applicants.  Accommodations for persons with disabilities required during the recruitment process are available upon request.

Thank you in advance for your interest.

Only those candidates selected for interviews will be contacted.

Sanofi, Empowering Life

#GD-SG #LI-GZ ​

At Sanofi diversity and inclusion is foundational to how we operate and embedded in our Core Values. We recognize to truly tap into the richness diversity brings we must lead with inclusion and have a workplace where those differences can thrive and be leveraged to empower the lives of our colleagues, patients and customers. We respect and celebrate the diversity of our people, their backgrounds and experiences and provide equal opportunity for all.

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