ABOUT THE JOB:

JOB PURPOSE:

To develop and implement a commercial strategy for the export markets within the ZA affiliate (Namibia, Botswana, eSwatini & Lesotho).

Manage the Sanofi business for the Pharma (Genmed & SpecialityCare) GBU in the export markets.

Manage the preparation and submission of the periodic tenders issued by the State in South Africa, Namibia and Botswana.

Ensure that profitability and sales targets are achieved.

JOB DIMENSIONS :

Responsible for:

• Developing and implementing a commercially sound strategy for the tender business (ZA, Botswana & Namibia) and the Private Sector in Botswana & Namibia.
• Management of the contracted distributors in the respective export countries to ensure access to Sanofi products at a commercially sustainable level.
• Identification and contracting of new export distributors, when necessary, that contribute to the overall Sanofi strategy.
• Business development and market development in the neighbouring countries.
• Establishing and maintaining relationships with the key Private Sector and Public Sector role players in the export markets.
• Attainment of the sales budgets for the respective countries within the region - Botswana, Lesotho, Namibia & eSwatini.
• Sourcing, qualification, appointment and management of independent sales agents in line with the Partnership Strategy in the export markets.
• Timeous and accurate submission of valid bids on periodic tenders from the State authorities in South Africa, Namibia & Botswana.

• Achieve sales versus target for the export markets.
• Negotiate buyout and tender opportunities in the export markets.
• Maintain relationships with wholesalers within the export markets and ensure the development of business opportunities from the export countries.
• Submission of periodic tenders through wholesalers within the affiliate's region.
• Ensure adequate customer service levels to all key customer in the export markets.
• Report monthly and quarterly on the sales to target performance of the SA, Namibia and Botswana tender business, and any corrective actions to be taken.
• Attainment of, and exceed, the agreed upon P&L for the export business.
• Manage communications vis-à-vis stock availability and credit control actions to customers in the ZA Public Sector business.
• Continuous monitoring of developments within the health care ecosystem in the export markets and reporting this back to the business (including risks and opportunities).

• Grade 12
• Undergraduate degree in health or science and a financial qualification
• Scientific or health related qualification.

• Previous negotiating experience within the Public Sector.
• Previous contracting experience with Public Sector stakeholders.
• Engagement with health authorities in the export markets.
• Previous experience in export wholesaler management.
• Knowledge of the health care and regulatory environment in the respective countries.

• Able to position the Sanofi products within the export markets and to extract commercial advantage within these markets, while adhering to the internal compliance and commercial requirements of Sanofi.
• Demonstrates ability to understand financial, regulatory and legislative issues that affect the sales performance of Sanofi as well as the healthcare ecosystem within which Sanofi operates.
• Highly focused, driven by sales targets and the need to maintain a high level of performance even under challenging circumstances.
• Knowledge of current health care legislation would be advantageous.
• Knowledge of the procurement system within the SA Public Sector, including key stakeholders.

• Able to utilize available data to perform analyses and to prepare detailed implementable plans of action.
• Utilises excellent communication skills and demonstrates intercultural adaptability and sensitivity.
• Able to foster confidence through clear communication with the business and across the export markets.
• Demonstrates proactive thinking skills and ability to make decisions.
• Uses their time effectively and efficiently, sets priorities and demonstrates time management skills.

• Ability to implement and live the Sanofi PTW behaviors.
• Able to conduct root cause analysis and to suggest concrete steps to correct and prevent similar issues in the future.
• Ability to constantly self-challenge, and challenge others in a constructive way.
• Highly focused and drives to set for them ambitious objectives aimed at enhancing sales-effectiveness.
• Shows integrity, tenacity, resilience and adaptability in complex situations and often changing environment, can handle pressure and commit to and respect deadlines

• Push to go beyond the level we have operated until now:
  constantly challenge the status quo focusing on the priorities that will deliver the best outcomes and letting go what won't: be intolerant to mediocracy, believe we can and must do better and aim at higher but never at the expenses of our values and judgment.
• Put the interest of the organization ahead of own of those of his/her team:
  consider both short- and long-term impact of decisions; puts collective and global goals above individual or local goals; share resources and capabilities with those with the greatest need and impact; enable decision making at appropriate level.
• Act in the interest of our patients and customers:
  actively engage with customers to know their current and future needs; brings an external perspective into decisions.
• Take action and don't wait to be told what to do:
  take smart and informed best bets with the information at hand and anticipate the consequences of her/his actions; use personal judgement and others' advice to make bold and impactful decisions which move us forward.