Private Channel - Head of Sales & Operations CoPAC

Head of Sales & Operations COPAC

• Bogotá, Colombia

About the Job

We are an innovative global healthcare company with a focus on immunology that extends to innovation in diabetes and transplant medicine. Across different countries, our talented teams are determined to deliver a best-in-class customer experience using the best of digital, artificial intelligence and personal know-how. With a focus on immunology that extends to innovation in diabetes and transplant medicines, we pursue progress to make a real impact on millions of patients around the world.

As the Private Channel Head of Sales & Operations for Vaccines in the COPAC region, you will serve as a strategic leader responsible for driving commercial excellence and operational efficiency across our vaccines portfolio. You will lead the design, implementation, and continuous improvement of sales operations infrastructure, enabling our commercial teams to maximize market impact and deliver life-saving vaccines to patients across the region.
This role combines strategic sales leadership with operational excellence, ensuring our teams are equipped with the right tools, insights, processes, and capabilities to achieve ambitious growth targets while maintaining the highest standards of commercial execution. You will be instrumental in translating regional strategy into actionable plans and measurable outcomes that support Sanofi's mission to protect lives through vaccination.

Main Responsabilities:

Strategic Sales Leadership

• Define and execute the sales operations strategy for the COPAC Vaccines private business, aligned with regional and global commercial objectives.

• Lead the annual and quarterly business planning process, including sales role planning, territory design, target setting, and quota allocation.

• Partner with the Regional Vaccines Leadership Team to identify growth opportunities, market trends, and competitive dynamics

• Drive strategic initiatives that enhance market penetration and strengthen Sanofi's position as a leader in vaccines across COPAC

Commercial Operations Excellence

• Design, implement, and continuously improve operational processes that support sales effectiveness and efficiency

• Create and automate comprehensive business review packages including forecasting models, pipeline analysis, sales performance dashboards, and market intelligence reports

• Establish and monitor key performance indicators (KPIs) and baseline metrics to inform strategic prioritization and resource allocation decisions

• Lead data quality initiatives and process automation projects that eliminate inefficiencies and enhance decision-making capabilities

Sales Enablement & Technology

• Oversee the implementation, optimization, and governance of CRM systems (Veeva, Salesforce, Ishift or equivalent) to maximize customer engagement and opportunity management

• Ensure sales teams have access to cutting-edge tools, technologies, and enablement content required for commercial success

• Coordinate sales training programs and capability-building initiatives in partnership with Learning & Development

• Drive digital transformation initiatives within sales operations, leveraging analytics, AI, and automation where applicable

Cross-Functional Collaboration

• Serve as the primary liaison between Sales, Marketing, Medical Affairs, Market Access, Finance, and Supply Chain to ensure operational alignment

• Collaborate with Finance on revenue forecasting, budget management, and profitability analysis

• Partner with HR on sales force sizing, organizational design, and talent development strategies

• Align with Global Sales Operations to implement best practices and ensure consistency with enterprise standards

Team Leadership & Development

• Directly support and coach commercial teams in developing high-value customer relationships and strategic accounts

• Foster a culture of continuous improvement, accountability, and data-driven decision-making

• Mentor and develop sales operations talent within the region

• Champion change management initiatives that drive adoption of new processes and technologies

About You

Education

• Bachelor's degree in Business Administration, Engineering, Economics, Finance, or related field

• MBA or Master's degree in a relevant discipline is highly desirable

Experience

• Minimum 4-8 years of progressive experience in sales operations, commercial excellence, or related functions within the pharmaceutical or healthcare industry

• At least 3-5 years in a leadership role with direct responsibility for sales operations strategy and execution

• Proven track record of driving commercial performance improvement in multi-country or regional environments

• Experience in the vaccines or biologics sector is strongly preferred

Language

• Fluent in Spanish (native or near-native proficiency)

• Advanced English proficiency (written and verbal) – required for regional and global collaboration