Head - Trade And Revenue Management

Job title: Head - Trade and Revenue Management
Location: Mumbai
Opella is the self-care challenger with the purest and third-largest portfolio in the Over-The-Counter (OTC) & Vitamins, Minerals & Supplements (VMS) market globally.
Our mission is to bring health in people’s hands by making self-care as simple as it should be. For half a billion consumers worldwide – and counting.
At the core of this mission is our 100 loved brands, our 11,000-strong global team, our 13 best-in-class manufacturing sites and 4 specialized science and innovation development centers. Headquartered in France, Opella is the proud maker of many of the world’s most loved brands, including Allegra, Buscopan, Doliprane, Dulcolax, Enterogermina, Essentiale and Mucosolvan.
B Corp certified in multiple markets, we are active players in the journey towards healthier people and planet. Find out more about our mission at www.opella.com.
About The Job

Main Responsibilities
Trade strategy, Business Process and Planning
Contributing to Country trade strategy in terms of Channel and portfolio mix, commercial policy, and pricing strategy Oversee the process of collecting and organizing analytical data related to organization’s revenue, sales, and other financial activities for financial assessment of customers Capture and analyze relevant data to identify opportunities for improvement, implementing new processes, and working with other teams to ensure that revenue goals are met. Monitoring the return on trade investments and provide insights through analysis in formalizing commercial strategies that deliver improvement in GTN ROI. Implement trade management KPI’s at channel level aligned to Global KPI’s Establishing a clear governance model to RM at a country level via the Pricing and Trade Committee Establishing RM capability in the affiliate so it becomes a way of working and thinking across the teams Demonstrating the added-value RM brings to the Sanofi’s growth agenda Assess and develop capability of KAM teams through periodic training interventions to develop mindset of ROI based approach
Access and Commercial Contracting
Identifying and making recommendations to improve and maximise the effectiveness of Trade investments in conjunction with Business Units and Functions (Finance, Supply Chain etc.) Monitoring the return on trade investments (via the Revenue Management tool/Customer Account profitability (CAP) Demonstrating net revenue and gross margin growth by applying Trade Investment and Pricing methodologies and tools Building and embedding sustainable strategic Revenue Management (RM) capabilities within the country Driving of Trade investment and Pricing processes from end-to-end, fully engaging and providing benchmark, guidance and specific recommendations to all relevant Business Units and functions (including Finance, Business excellence Supply chain, IS) and leveraging synergies across BU’s Performing robust analysis that provide greater visibility of the value chain economics (pricing, commercial conditions, trade margins) and bring insights to actionable commercial strategies that deliver absolute Gross Margin growth
Customer Insights & Planning
Identify key area of distribution expansion and contribute to formalizing commercial strategy to accelerate in E-Commerce Ensuring commercial conditions are performance driven, embedded in contracts / JBP’s with customers Performing portfolio and customer segmentation to ensure better targeting Capturing maximum value from customized pricing strategy to geographies, channel, customer segment and prevent price arbitrations opportunities Create go-to-market strategies to maximize long term profitable growth in sales area ensuring proper field productivity
Activation and Monitoring
Creating dashboards and deploying analytical tools to support Revenue Management insights Facilitate sharing best practices from Global and Regional teams and ensure deployment of the same customized to country business and market requirement. Summarize broad customer-based trends into meaningful insights and suggest inputs and adjustments for commercial policy
About You

• 15+ years in Pharma Industry, sales Experience of 10+ years , Experience in Business Operation SFE , Analytics at least 4 to 5 years ,Worked in leadership roles. Worked across multiple levels of the organization. Elaborated numerous Customer mapping and KPI building experienced in segmentation and prioritization

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Why us?
At Opella, you will enjoy doing challenging, purposeful work, empowered to develop consumer brands with passion and creativity. This is your chance to grow new skills and be part of a bold, collaborative, and inclusive culture where people can thrive and be at their best every day.
We Are Challengers.
We Are Dedicated To Making Self-care As Simple As It Should Be. That Starts With Our Culture. We Are Challengers By Nature, And This Is How We Do Things
All In Together: We keep each other honest and have each others backs.
Courageous: We break boundaries and take thoughtful risks with creativity.
Outcome-Obsessed: We are personally accountable, driving sustainable impact and results with integrity.
Radically Simple: We strive to make things simple for us and simple for consumers, as it should be.
Join us on our mission. Health. In your hands.
www.opella.com/en/careers