Key Accounts Lead, ASEA G2 Markets

Job title: Key Accounts Lead, ASEA G2 Markets (4 countries)

• Hiring Manager: Country Head, ASEA G2 Countries
• Location: preferred Vietnam based. Can considered Thailand based
• Travel: 10-15%
• Job type: Full time

About the job

Our Team:

This role reports to Country Head – ASEA G2 Markets of the Consumer Healthcare GBU. As of September 2023, ASEA G2 Markets under the scope of this role include: Thailand, Malaysia, Singapore, and Taiwan. The role is to drive sustainable sales growth and business profitability via strategic distribution partnerships in G2 countries.

Lead, challenge, negotiate with distributors when it comes to business targets, business planning, and business performance. Lead cross-functional working team to ensure excellent day-to-day business routines, demand forecast, supply integration, and to maximize distributors’ performance with sustainable sales growth and profitability for Sanofi CHC. Be the guardian of the distribution agreements (DA): ensure precise interpretations and reinforce executions of DAs, across various aspects of business, including both commercial and non-commercial. Develop relationship with the key stakeholders internally (Sanofi) and externally (Distributors) to strengthen partnerships.

Main responsibilities:

Lead, challenge, negotiate with distributors when it comes to business targets, business planning, and business performance.

• Lead and challenge in daily and monthly business discussions with distributors, to closely monitor performance facts, trends, and insights.
• Initiative and collaborate with distributors on exercises/ activities to better understand and challenge the sell-out performance and highlight opportunities/risks.
• Provide insightful inputs to distributors during the business reviews and business planning sessions, to ensure sell-out growth and sustainability.
• Lead in negotiations with distributors on business targets, and managing pay-for-performance rebates to distributors.

Lead cross-functional working team to ensure excellent day-to-day business routines, demand forecast, supply integration, and to maximize distributors’ performance with sustainable sales growth and profitability for Sanofi CHC.

• Lead and challenge in daily and monthly business discussions with distributors, to closely monitor performance facts, trends, and insights.
• Initatie and collaborate with distributors on exercises/ activities to better understand and challenge the sell-out performance and highlight opportunities/risks.
• Provide insightful inputs to distributors during the business reviews and business planning sessions, to ensure sell-out growth and sustainability.
• Lead in negotiations with distributors on business targets, and managing pay-for-performance rebates to distributors.

Be the guardian of the distribution agreements (DA): ensure precise interpretations and reinforce executions of DAs, across various aspects of business, including both commercial and non-commercial.

• Own the business governance model, and hold all parties accountable for that. Drive all required processes, procedures, and documents related to DA, DA amendments, internal control and EBI. Drive distributors and relevant functional stakeholders to perform their DA related responsibilities.
• Key contact point to interpret whatever written in DA, and ensure the correct execution of it, not only commercial aspects, but all other aspects as well.
• Assist Country Head in negotiations with distributor of anything not yet written in DA (circumstantial), with clear proposal, rationales, and negotiation plan.
• Involved in projects (if any) such as NPD, bidding for new distributor, negotiate new DA, renew DA, business continuity or crisis management.

Develop relationship with the key stakeholders internally (Sanofi) and externally (Distributors) to strengthen partnerships.

• This role will exercise a lot of peer leadership across functions and countries, to gain support and effective collaboration within Sanofi internal teams.
• This role also builds rapport with distributors and relevant stakeholders and decision makers from their side, to strengthen partnerships.

About you

• Experience: At least 10 years working experience at MNC regarding Group Key Account Manager, Key Account Lead, Distributor Manager, Distribution Manager, Route to Market Manager, Business Operations, Business Manager. Experience in FMCG is a plus
• Included at least 5 years as management level. Experience leading cross-functional team, cross-country experience, or experience working with internal complexities/regional stakeholders to deal with top-to-top level
• Soft skills:

• Strong experience and competencies in managing distributors, key accounts, or big customers with JBPs
• Exposure to sales, marketing, trade marketing or project management is a plus
• Strong business acumen, analytical and strategy thinking, and also strong execution insights
• Mature, strong communication skills with ability to influence, negotiate and solve problem

• Education: Business/ Pharmaceutical University degree/ Bachelor (preferably Business Administration, Life Sciences)
• Languages: Good command of English (handle distributors for Thailand, Malaysia, Singapore, and Taiwan

Sanofi Behaviors and Skills

This position is required to demonstrate behaviors such as Stretch, Put the interest of the organization, Act in the interest of our patients and customers and Take Action.  During the interview we will also be asking for examples of skills such as Strategic Thinking, Result Orientation, People Leadership (if applicable), Relationship and Influence.

Pursue progress, discover extraordinary

Better is out there. Better medications, better outcomes, better science. But progress doesn’t happen without people – people from different backgrounds, in different locations, doing different roles, all united by one thing: a desire to make miracles happen. So, let’s be those people.

At Sanofi, we provide equal opportunities to all regardless of race, colour, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, or gender identity.

Watch our ALL IN video and check out our Diversity Equity and Inclusion actions at sanofi.com!

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.