Head - Trade & Revenue Management
Trade strategy, Business Process and Planning:
- Oversee the process of collecting and organizing analytical data related to organization's revenue, sales, and other financial activities for financial assessment of customers
- Capture and analyze relevant data to identify opportunities for improvement, implementing new processes, and working with other teams to ensure that revenue goals are met.
- Monitoring the return on trade investments and provide insights through analysis in formalizing commercial strategies that deliver improvement in GTN ROI.
- Implement trade management KPI's at channel level aligned to Global KPI's 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 Demonstrating the added-value RM brings to the Sanofi's growth agenda
- Assess and develop capability of KAM teams through periodic training interventions to develop mindset of ROI based approach
- 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
- Ensuring commercial conditions are performance driven, embedded in contracts / JBP's with customers
- Performing portfolio and customer segmentation to ensure better targeting
- Capturing maximum value from customized pricing strategy to geographies, channel, customer segment and prevent price arbitrations opportunities
- Create go-to-market strategies to maximize long term profitable growth in sales area ensuring proper field productivity
- Facilitate sharing best practices from Global and Regional teams and ensure deployment of the same customized to country business and market requirement.
- Summarize broad customer-based trends into meaningful insights and suggest inputs and adjustments for commercial policy
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