Head PAHO Vaccines LATAM - Sanofi Pasteur - Washington, DC
Description
Sanofi Pasteur, the vaccines division of Sanofi, provides more than 1 billion doses of vaccine each year, making it possible to immunize more than 500 million people across the globe. A world leader in the vaccine industry, Sanofi Pasteur offers a broad range of vaccines protecting against 20 infectious diseases. The company’s heritage, to create vaccines that protect life, dates back more than a century. Sanofi Pasteur is the largest company entirely dedicated to vaccines. Every day, the company invests more than EUR 1 million in research and development. For more information, please visit: www.sanofipasteur.com or www.sanofipasteur.us
Sanofi Pasteur SA and its U.S. affiliates are Equal Opportunity and Affirmative Action employers committed to a culturally diverse workforce. All qualified applicants will receive consideration for employment without regard to race; color; creed; religion; national origin; age; ancestry; nationality; marital, domestic partnership or civil union status; sex, gender, gender identity or expression; affectional or sexual orientation; disability; veteran or military status or liability for military status; domestic violence victim status; atypical cellular or blood trait; genetic information (including the refusal to submit to genetic testing) or any other characteristic protected by law.
The main objective of the PAHO Vaccines Business Head is to drive Vaccines Business unit response to the PAHO (Pan American Health Organization) institution with strategy and tactics allowing increased access, sales, and gross margin, in particular:
Lead overall PAHO Governance and Strategic Plan definition between all Sanofi Pasteur functions : Regulatory, Public Affairs, Public Health, BOD/Commercial, PAHO procurement countries, Pricing specifically to accelerate new products sales / new vaccines recommendations market expansion: Dengue, Flu reco and QIV introduction, acP-IPV combos, meningitis catch-up, CDiff
Coordinate regulatory access strategies and tactics with Latam Marketing, Franchises and Regulatory Global Function to ensure product eligibility and differentiation to PAHO Revolving Fund bid terms and purchasing dynamics
Coordinate vaccines recommendations strategies and tactics with PAHO and global Public Affairs & Advocacy functions , Latin American Medical team and Value & Access teams to ensure favourable vaccines recommendation at PAHO TAG (Technical Advisory Group)
Lead Funding and Financing strategies with support of Global Government Affairs and Public Affairs & Advocacy teams to ensure support from multi-lateral organizations ( PAHO, IADB, WB) and think tanks , public health institutions ( CGD, Sabin, C Slim Foundation, HPHS…) in supporting Latin American immunization programs and diffusing communication platforms on value for money of vaccines towards MoH and MoF within the Latin American Region
Lead Access and Pricing strategies and action plans at PAHO, regional and country level, and ensure Sanofi Pasteur vaccines choice of election by Public Authorities
Maximize PAHO Sales and Market Share through Commercial interactions and improved access dynamics and resolution of potential issues (LPC, supply…)
Coordinate “push-pull” strategies at commercial level with countries to ensure competitive intelligence, market demand assessment and product differentiation and purchase in favour of Sanofi Pasteur products
Develop strong lead with Countries, GMA/Medical, Franchises/Marketing, VPA/Public Health and HEMMA teams to maximize product portfolio strategies in Public Market for volumes and value growth in PAHO
Drive business operations for the Business Unit and contact with Supply in line with new Connect organization.
Ensure country team’s professionalization specifically in Funding/Pricing dynamics, Business Operations interactions.
Key accountabilties:
35% Lead PAHO strategic plan definition, strategies and action plan
Develop and execute PAHO Strategic Plan. Including countries input, within LRP process, in line with regional product plans dynamic, validated by Global teams (specially Franchise, Public Affairs & Advocacy, Regulatory, Government Affairs)
Lead Funding & Financing initiatives to allow countries easier access to fiscal space for vaccines through communication platforms and possibly regional tools, dynamics supporting this approach
Develop, validate and execute Pricing strategy at Revolving Fund level
Define priorities and support action plan-based workshops on Public Market Access, fuelling proposed strategic drivers during Long range Plans and Budget exercises (Dengue acceleration, Flu reco and QIV introduction, Menactra catch-up, acP primary Series and Booster strategy,…)
Develop, execute and coordinate execution with all other functions of stakeholders mapping and engagement plan for all PAHO ecosystem
Support decision making process on actual demand / competition evolution at regional level on Public Markets to support pricing and funding strategies
Move Sanofi Pasteur image from Medical/Public Health partner to Public Access partner (facilitating funding and programmatic topics)
Deliverables: PAHO Strategic Plan, PAHO Stakeholder mapping, Funding & Financing Strategy and communication kits/ events, Revolving Fund Pricing Strategy and action plan
35% Maximize PAHO sales & profit by effectively organizing Sanofi Pasteur response to PAHO needs
Accelerate Dengue plan to ensure faster time to market in PAHO countries
Organize and facilitate PAHO Governance in a push-pull strategy with countries, ensuring demand generation at country level, recommendation development at regional and country levels, relevant pricing and supply strategies to maximize PAHO value
Organize Sanofi Pasteur response to PAHO LPC to effectively waive LPC concept (e.g: Dengue specific pricing policy, per product specific commercial solutions, etc…)
Coordinate Price policy with SP Unicef/GAVI teams and Pricing Department
Specifically organize products communication and new recommendations supports presentation to PAHO/TAG teams
Propose relevant KPIs to recognize performance of all players (countries, region, Public Health)
Deliverables: PAHO sales objective from 70 mio Euros in 2016 to 160 mio Euros in 2017, Base Business sales impact expected: +10 mio Euros / year, LPC negative impact on SP business inferior to 10 mio Euros, Dengue PAHO sales acceleration by at least 6 months vs current LRP ( +30 mio Euro expected impact in 2016), TAG recommendations in line with SP Public policy positions
30% Drive PAHO specific Governance and ensure team professionalism
Develop specific PAHO governance to adapt organization to specific customer format and dynamic
Validate with Countries (specially CANAC and South Cone) and Functions ( specially Franchises/Marketing, Public Affairs and Advocacy, Government Affairs, Regulatory, Medical, DengueCo) roles and responsibilities and ensure deliverables according to Plan
Participate to existing processes and /or create specific processes/rituals to ensure seamless execution of plans
Deliverables: rituals & processes: PAHO Business Updates (PBU), Commercial bi-Weekly meetings, Monthly Immunization Committees meetings, Long Range Plan and Budget PAHO consolidated approach, Franchises long term development plans including PAHO view
Context Of Job:
Drive transversal teams mindset towards business orientation (market expansion, vaccines value) , specifically to move towards value vs. volume culture
Participate in Dengue acceleration with Funding and Pricing (Brz, MEx, all PAHO countries) and Access ( PAHO LPC management)
Manage PAHO sales increase (20% of market potential and 15% of SP sales)
Lead strongly customer governance to ensure common objectives setting and result-orientation
I nternal Relationship Drive interactions with Global, regional and local functions – specifically with countries, Regulatory, GMA/Medical, Franchises/Marketing, VPA/Public Health and HEMMA Support and challenge General/Country Managers thought processes on Public Markets and Customers Strategy to maximize local businesses and interaction with PAHO business
External Relationship Develop interaction with key Public customers from Access standpoint (PAHO, and relays at countries level) Customer contact , mostly through KOL meeting in congresses, Access advisory boards, key Public Health Institutions ( SABIN, CDC, Harvard Public Health Scholl)
Dimension /Scope:
BUDGET 2016
PAHO: 2nd Public market within Latin America (after Brazil and before Mexico)
PAHO Sales 83 mio Euros (3rd public sales cluster in the region) of which Dengue 12 mio
euros, and conso margin 57 mio Euros
Drive allocation of 2 mio Euros of Regional/Countries Opex
Business Impact expected of position:
PAHO sales objective from 70 mio Euros in 2015 to 200 mio Euros in 2018
Base Business sales impact expected: +10 mio Euros / year, LPC negative impact on SP business inferior to 10 mio Euros
TAG recommendations in line with SP Public policy positions ( Dengue permissive, QIV permissive, acp close to Sage position)
Funding supported and accelerated for PAHO countries for Sanofi Pasteur portfolio (Colombia, Argentina, Peru, Venezuela, Ecuador, Paraguay, Panama, Costa Rica, Guatemala, Uruguay, Dominican Republic, Bolivia)
Public Product Plans developed, implemented and monitored for all major couples Country/ Products (major plans: Mexico/Hexaxim, Mexico/QIV, Brazil/QIV, Brazil/Menactra, Argentina/Menactra, Colombia/Hexaxim, Peru/IPV, CANAC/QIV, Chile/Hexaxim, Chile/QIV, etc…)
Manage regional team 1 direct HC + 2 dotted people
People Impact expected of position Objectives-based plans for Public Health teams Definition of Public Health and Access functions key competencies and profiles adaptation
Qualifications
Education/experience
Medical, Public Health or Scientific background
MBA, Master Degree or equivalent
Pharma / Vaccine industry background
Languages
English fluent
Spanish fluent
Portuguese and French optional
Competencies
Strategic Thinking
Strategic Planning
Scientific/Vaccines Knowledge
Public Health/Public Access expertise
Market Understanding
Change Management
Transversal Leadership
Decision Making
Analytical Skills
Commercial Skills
Job : Medical
Primary Location : United States-US Remote-US Remote
Other Locations : United States-District of Columbia-Washington
Job Posting : Mar 4, 2016, 4:45:16 PM
Job Type : Regular
Employee Status : Regular
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