Trade Marketing Manager
6d ago

The key purpose of this position is to contribute to sustainable growth and sell-out by transforming the BU’s strategies into executable plans with customers and providing tools to the TRM team in order to impact the shopper.

In order to achieve this, the RX Trade Marketing Manager is responsible for the following :

  • Translate shopper / customer insights into actionable category strategies and tactics that drive measureable results, correct investment allocation and sustainable growth
  • Enhance relationship with customers and leverage Sanofi institutional brand and reputation, building capabilities and driving education for customers (institutions, pharmacists, pharmacy managers)
  • Propose and guarantee simplified solutions, through executable tools focused on flawless execution in POS according to the brands strategies
  • This role will be expected to : :

  • Become a respected internal source of knowledge, promote Trade Marketing Area as a strategic partner
  • Act transversally with internal and external stakeholders

    Establish Trade Marketing governance

    Ensure an efficient collaboration process with BUs in order to meet business needs

    Enhance strategic partnerships with internal and external stakeholders (Marketing, Trade, KAM, and other areas)

    Develop Trade Marketing strategic plan with / for the key strategic brands for both short and long terms, analysing category trends, driving shopper insights and anticipating competitor strategies Identify execution opportunities, innovation and actions plan to meet shopper and trade customer’s needs

  • Lead Distribution and product launches execution at POS (channel definition, commercial policy, distribution and sales tracking);
  • Align with BUs, Revenue Management and KAMs to maximize shopper pricing, promotion activities and patient services

    Lead shoppers & customers activity calendar planning

    Drive Trade Customer marketing initiatives, to develop sell-out with all channels

    Construct and deliver persuasive impactful communications for trade sales team

    Develop and manage initiatives for customer education program (chains, pharmacist, institutions, etc)

    Lead and organize the trade customer events and strategic meetings,

    Co-create and innovate in partnership with customers, including promotions, patient instore activities (information, new services, awareness campaigns) and customer education programs

    Monitor and guarantee the trade marketing and customer plan execution at all channels

    Deliver strong Sales Fundamentals (mix, distribution) across priority customers and segments

    Propose process and tools improvements to simplify execution

    Ensure appropriate POS & trade marketing resource allocation aligned with BUs strategy

    Define and pilot Trade Marketing KPI’s

    Develop and monitor POS activities’ KPIs (sell-out, distribution, stock, market share )

    Maximize ROI and Trade Marketing activities effectiveness, aligned with BUs / Brand strategies

  • Collaborate to make forecasts for product demand to ensure the sustainability of inventory;
  • Develop talents, including internal training (sales force on execution, KAM on shopper insights )


    Education : Business Administration, Marketing, Economics, Social Science

    Experience & knowledge : the ideal candidate has solid analytical know-how and :

  • Thorough understanding of consumer marketing, shopper behaviour and / or category management
  • Thorough understanding of contract management and trade terms optimisation
  • Good understanding / practical experience of commercial negotiation with key customers
  • Good understanding of statistical analysis tools
  • Minimum of 5 years’ experience in trade / sales / marketing functions, possibly including experience in CHC or FMCG
  • Core competencies / skills

    This position requires a proactive, mature and self-reliant person who can take the initiative and influence within a broad team environment. Skills include :

  • Strong leadership skills and change management capabilities
  • Ability to network / influence in a matrix organisation
  • Strong analytical skills
  • Confidence to work with and challenge senior managers
  • Superior written and verbal communication skills.
  • Must be able to handle numerous projects at one time and meet fast turnaround deadlines
  • Establish clear and concise project briefs, communicating and presenting to all parties to ensure the approach is supported, project are effectively managed and excellence is achieved
  • Language : Local language, English


    This is a role which requires significant transversal interactions including working closely with :

  • The rest of the Trade function, BU Heads, Sales department, Revenue Management, to ensure alignment on Trade, Brands and customers strategies
  • Finance & Supply to ensure costs accounting / ROI reporting, demand forecasting are properly deployed to support trade marketing initiatives
  • IS to develop and deploy tools and management systems best practices
  • With Global and Regional TRM to implement tools, capture best practice and avoid duplication of activities
  • Human Resources & Sales force Training teams
  • Competitive Intelligence and Market Research, to ensure Shopper Insights and competitors monitoring
  • 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.

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