Sanofi Group Key Account Specialist in CAN, Canada
Key Account Specialist
About Sanofi – www.sanofi.ca
Sanofi, a global healthcare leader, discovers, develops and distributes therapeutic solutions focused on patients' needs. Sanofi has core strengths in diabetes solutions, human vaccines, innovative drugs, consumer healthcare, emerging markets, animal health and Genzyme. Sanofi is listed in Paris (EURONEXT: SAN) and in New York (NYSE: SNY).
Sanofi entities in Canada include the Diabetes and Cardiovascular Diseases Business Unit, the General Medicines, Established Products and Consumer Healthcare Business Unit, Sanofi Pasteur (vaccines), Sanofi Genzyme (rare diseases, multiple sclerosis and oncology) and Merial (animal health). Together they employ close to 1,700 people. In 2014 Sanofi companies invested $130.5 million in R&D in Canada, creating jobs, business and opportunity throughout the country.
Sanofi in Canada embraces diversity in the workplace and is committed to achieving employment equity. 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 applications from women, members of visible minorities, Aboriginal peoples and persons with disabilities.
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The Key Account Manager will be responsible for the account management of the OTC business with a primary focus on the direct representation and negotiation of our brands with national accounts such as Shopper’s Drug Mart, WalMart and Loblaws (accounts representing 65% of the national business).
The incumbent, with support from National Sales Manager, will also be responsible for the deployment of sales plans and trade spending for these customers. From a field sales execution perspective, the individual will be working collaboratively with our broker network in a team oriented approach, to achieve objectives.
The role is based in Toronto (home based) and requires some travel (10-20%).
Enhance OTC brand availability and visibility in the marketplace by establishing the company as a partner of choice for the OTC segment
Be the “sales champion”, for the segment; reinforcing a consumer focused corporate image;
Build customer partnerships on key brand
Drive optimal assortment and channel-specific initiative
Develop and maintain long term key customer alliances
Establish solid relationships with key customers and partners (such as OTC buyers, retailer pharmacy services, retail operations)
Organize, prepare and execute comprehensive business plan, aligned on strategic levers and consistent with market demands and long-term profitability and growth
Develop business alliances and ensure implementation of “value added programs”. Create programs that can maximize brand support in pharmacy and OTC areas in stores.
Deal with banners on an ongoing basis to maximize day to day promotion deployment, presence in stores and secondary locations, events, store demos, flyer placement and logistics, instant rebate promotions, in-store loyalty programs, shipments of open stock, promotions, pre-packs etc.
Closely work with and support the day to day broker activities including monitoring of trends and store execution of agreed upon priorities (Broker Network reporting to Sales Director)
Regular and ongoing visits with all chains and banners leveraging current day to day activities including a primary focus on building relationships with SDM and Walmart buyers
Review of sales results on a regular basis, and recommends corrective action to guarantee that achievement of sales objectives falls within designated budgets.
In collaboration with Supply Chain Dept, inform trade partners of any changes on new products, new prices, also responsible to structure, develop & coordinate deals
Develop key working relationships with external partners (i.e Broker network)
Ensuring that retail team members (broker network) have the information necessary - and support to execute the plans
Providing clear direction on expected deliverables for sales force execution at store level
Active participation in National and/or Regional meetings and selected marketing meetings
Develop key working relationships with internal departments
Suggest and feed into cross functional team activities to leverage area plan of action, ongoing projects & customer needs
Informing internal partners on area business needs, sharing information on ongoing projects, customer needs and participating in problem solving discussions
Manage retail offerings for the Sanofi OTC
Ensure pre-launch plan to chains/banners is executed and distribution channels are secured
Deliver offering to chains/banners/wholesalers and distinguish offering from competition
Secure optimal chain listings and subsequent products
Coordinate national initiatives with the chain and banners
Provide knowledge, insight, tactical suggestions, training, on a national basis, on how to optimize our efforts in retail stores (i.e. how we need to play to win at an individual store level)
Financial and Business traits:
Solid business acumen in order to maximize trade opportunities in distribution, shelving and merchandising
A solid understanding of today’s market dynamics. A minimum of 2-3 years’ experience calling on WalMart and SDM and a strong understanding of Retail Link capabilities.
Deep understanding of market insight data (AC Nielsen) and ability to translate data into insights to support brand plans and grow Sanofi OTC business
Strong financially oriented individual (ease with manipulating and understanding numbers)
Superior relationship building techniques
Leadership Style and Personal Traits:
A proven track record or over-achievement in sales
An ability and desire to work in an entrepreneurial, informal, quality environment
An ability to understand customer needs and recommend creative solutions contributing to business development
Ability to engage an audience, excellent presentation and direct communication skills
A professional of unquestionable integrity, credibility and character who has demonstrated high moral and ethical behavior
Ability to work efficiently from home
Education and Work experience:
Undergraduate degree (in a business discipline or equivalent)
Minimum of 2-3 years in direct account management of tier 1 retailers (LCL, Walmart and/or SDM)
Strong understanding and daily use of Nielsen/POS data
Expertise and knowledge in the CPG business (OTC experience is essential)
Solid knowledge and experience working with Retail Link
Excellent English spoken and written
Good French spoken and written is beneficial
Primary Location: Canada-Remote CA-Remote CA
Job Posting: Dec 1, 2016, 9:27:19 AM
Job Type: Regular
Employee Status: Regular