National Sales Lead

Description

• Sales Operations & Execution Excellence (25%)
• Translate channel strategies into detailed operational plans across vaccination centers, private clinics and hospitals, public hospitals, institutions, and other priority customer segments.
• Implement and optimize go-to-market approaches for the Vaccines portfolio, adapting execution to different customer types and regional dynamics.
• Lead quarterly and monthly sales planning, converting annual strategies into clear priorities, actions, and performance objectives.
• Drive execution of strategic initiatives, including new product launches and portfolio expansion.
• Establish sales productivity standards and optimize territories using market potential, customer, and performance data.
• Customer Insights & Commercial Intelligence (20%)
• Establish systematic approaches to capture customer insights and understand evolving needs, behaviors, and decision-making processes.
• Translate market intelligence and sales data into recommendations on channel strategy, targeting, promotional investment, and resource allocation.
• Maintain regular engagement with customers, key opinion leaders, key accounts, and institutional stakeholders to gather relevant market intelligence.
• Conduct in-depth sales performance analyses to identify underlying causes of performance gaps and opportunities for growth.
• Monitor account dynamics, relationship health, and growth opportunities across VNVC, Long Châu, national Tier 2 accounts, and key institutions.
• Field Operations Planning & Enablement (20%)
• Represent the Head of Sales and Sanofi at customer engagements, scientific events, healthcare professional meetings, and other external activities when required.
• Lead regional and national sales operations and performance meetings.
• Support Regional Sales Managers and Key Account Managers with operational planning, territory management, customer engagement, and execution.
• Conduct regular field visits to assess execution quality, provide feedback, and ensure alignment with strategic priorities.
• Develop consistent sales planning frameworks and guidelines while enabling appropriate local adaptation.
• Sales Team Leadership & Development (20%)
• Lead, coach, and develop Senior Sales Managers, Sales Managers, Key Account Managers, and Medical Representatives to deliver sales and customer-engagement objectives.
• Conduct regular performance reviews, field coaching, and capability assessments.
• Build a culture of collaboration, accountability, inclusion, and continuous improvement.
• Recruit, onboard, develop, and retain sales talent in line with organizational priorities and succession needs.
• Strengthen employee engagement and motivation through clear direction, meaningful recognition, and ongoing development.
• Sales Excellence & Capability Building 
• Drive continuous improvement through performance reviews, best-practice sharing, and lessons-learned sessions.
• Establish clear performance-management frameworks that support fair evaluation, coaching, and recognition.
• Develop practical sales tools, including call guides, value propositions, objection-handling frameworks, and presentation materials.
• Identify capability gaps and coordinate targeted development initiatives for sales leaders and field teams.
• Improve sales-force effectiveness through CRM optimization, automation, data-quality standards, and consistent adoption of digital tools.

Qualifications

Highest qualification: University

• Broad sales leadership experience within the pharmaceutical, vaccines, healthcare, or a related industry, including responsibility for nationwide or multi-regional teams.
• Demonstrated ability to translate commercial strategies into effective field execution and sustainable sales performance.
• Strong knowledge of customer engagement, key account management, territory planning, and sales-force effectiveness.
• Analytical and commercially minded, with the ability to convert complex market and performance data into practical recommendations.
• Effective people leader with experience coaching managers, developing talent, and building an accountable and collaborative culture.
• Strong communication, presentation, and stakeholder-management skills, with confidence engaging senior leaders, customers, healthcare professionals, and key opinion leaders.
• Bachelor’s degree in business, healthcare, life sciences, or a related discipline; an MBA or equivalent advanced qualification would be an advantage.