Trade KAM Institutions

Job title: Trade KAM Institutions

Hiring Manager: Head Corporate & Institution Business

• Location Chandigarh • 70% Field working and 30% of travel expected

• Job type: Permanent, Full time

About the job

PURPOSE OF THE ROLE: One of the important & high growth sectors in Pharma is expansion in public sector by state & central government for providing quality healthcare to a larger population and in coming times there will be high expenditure by Govt in the field of developing infrastructure and better access to diagnostic tools and medicines. Currently Sanofi is well placed with in institution business with a turnover of 70Cr growing by healthy double digit of 20%. However, the changing landscape with respect to the government policies and brands that we have in our portfolio, it is need of hour to consolidate and redefine this team. Hence it is critical that Sanofi strengthens and develops long-term partnership with Govt institutions and key stakeholders to achieve 1 billion turnovers by 2025. This team will need newer skills and behaviors to sustain our aspirations in this market. Our Team Institution Team going forward will comprise of 5 Regional KAM. These 5 Regional Key Account Managers will be based on 4 zonal locations The position will be responsible for implementing strategies for sustainable business growth in the payors market & develop the best win-win health care solution to serve the key account Main responsibilities:

This new Role would be responsible for:

 Managing Business Operations

Tender Strategy Implementation and Tender Coordination across BU and internal stake holders.  Monitor and guide tender submission.  Complete the entire tender approval, preparation, and submission process for the affiliate. Tender policy shaping (work in coordination with public affairs and market access team) ○ Proactively shares the details of upcoming tenders, advise tender managers on the technical qualification and eligibility requirements, Map and liaise with tender stake holders for better understanding of tender prerequisites like documentation and key terms and conditions to ensure proper preparation of technical bids.

 ○  Follow up and work with tender manager to submit the tender document with proposed price. ○ Support in timely execution of tender rate contract/award letter.  To work with tender authorities for timely release of indents and orders. Follow up for dispatch or mail the original Order/s received from the Hospitals to the Company's CFA / head office Mumbai along with information of the ○   Follow up for a copy of acknowledgement of delivery of goods received by the Hospitals within 7 days from the receipt of goods by Hospitals.  Obtain extensions of delivery period as and where required, so that necessary steps can be taken to liquidate stocks with less shelf life.

○ Finance - Recovery of payments, EMD & PBG Regional KAM shall ensure that the Company receives the payments against the supplies made to the Hospitals immediately after the goods are supplied and, in any event, not later than 180 days from the date of Invoice.  ○ If the Hospitals make any deduction while making the payments, R KAM will follow up with the Service Provider to intimate the Company the reasons of making such deductions. Collect the TDS/GST Certificates from the Hospitals every quarter thru HBSP and submit the same to the Company. ○ To provide follow up services for the recovery of Earnest Money deposited and collect Bank Guarantees given by the Company with the accounts.

 ○ • Strategy Implementation and Coordination

 Annual strategic & commercial planning for each sponsored key account. Analyze the data needed for every KA such monthly consumption trend, Stock situation, new introductions situation to drive growth. High transversal cooperation across the organization (Tender, IA, SC …etc.) to reach advanced tailored product offering to each account

○ Develop the best win-win health care solution to serve the key account. Coordinates and monitors activities to ensure effective execution at key accounts for activities such as services, procurement & supply, contracting with clear commercial conditions and follow-up to maximize the business. ○ Liaise with customers such as Ministry of Health and Family Welfare, Railway Board, Director General Armed Forces Medical Services, Employees’ State Insurance Corporation, Central Government Health Schemes and NCD Cells to introduce new products and managing rate contracts for our brands

 ○ • Customer insights & planning

Recognize key business drivers and key influencers relationship strategy through understanding the marketplace, key issues, trends &competitive positioning of the key competitors ○ Follow up competitor activities & update different departments concerned. Yearly strategic planning for major hospitals & key accounts in terms of distinguishing offensive and defensive commercial strategy on monthly basis. Recognize key business drivers and key influencers relationship strategy through understanding the marketplace, key issues, trends & competitive positioning of the key competitors. Develop key account data base in structured KAM TOOL

○ Business development, partnership & key account management Understands account profile/needs/strategy, aware of market & competitive intelligence as well as Sanofi BU strategy and coordinates

Exploring Business Opportunities

Regular follow up with the credit to identify special credit conditions for key accounts and take necessary actions (accelerate cheques issuing & high transversal cooperation with collection team, credit team to submit any requested documents) Maximizing Sanofi business in key accounts sector and enriching portfolio through securing existence of the already listed SKUs and listing of new SKUs and brands. Build quality relationship maximizing customer satisfaction & achieve maximum revenue

 ○ Encourage new opportunities to Identify potential growth of Key Accounts.  Relationships with KDMs (Key Decision Makers) & Head of Key Accounts. Building a unique image for Sanofi in the hospital sector through well establish quality relationship by which putting Sanofi in a position of real partner. Ensure effective long-term business relationship with key customers

○ • Business Unit Coordination

Regional KAM to collaborate with business team to do field work and meet HCPs in payer hospital. 

○ • About you Experience: 5 to 7 years plus experience in Pharma sales, especially working experience in Key account management and Govt Institution would be preferred.

Competencies & Skills Business Acumen:

 Being keen and quick in understanding and dealing with a "business situation" (risks and opportunities) in a manner that is likely to lead to a good outcome.

 • Requires Analytical and financial skills to prepare business scenarios.

• GBU Strategy understanding is equally important as strategic thinking coupled with its execution. Strategic and Innovative Marketing approach: Strategic and commercial planning for the Key accounts. Define and prioritize the insights needed to achieve business and organizational goals. The ability to formulate new ideas or to adapt or use existing ideas in a new or unexpected way to solve problems Customer insights & planning Monitoring environmental changes and leading multifunctional team interactions to identify business opportunities in Key accounts, engage with key stake holders and adopt appropriate practices for creating win-win situation Skills Required Analytical Ability: Ability to analyses data and able to drive meaningful insights. Gathering, interpretation, and communication of meaningful patterns of data, applying data patterns towards effective decision making. Result Orientation: Drive and passion to accomplish goals, and always striving

• Teamwork & Collaboration: Collaborate internally to build strong internal and external customer relationships. Good collaborator and can effectively work across Business units and KAM teams easily work cross-functionally Influence and Relationship: Influence digital strategy within the organization in terms of its impact on structure, culture, and strategic plans. The ability to actively promote ideas and initiatives both internally and externally.

• Ability to communicate effectively: Recognize the need for change and proactively drive the change process by being a role model and Influencer. Facilitates continuous feedback mechanism for development of self and others