Pascal Bekaert Email & Phone Number

Brussels, Be

Brussels Region, Belgium

SHAPE A BEST IN CLASS APPROACH TO MANAGE TRADE CUSTOMERS, DELIVERING GROWTH AND IMPROVED PROFITABILITY • DEFINE GO TO MARKET STRATEGIESo Enable Channel and Account Segment Strategy looking at Distributors, Institutions, Hospitals, Retailers & E-Channel playerso Explore ideal Go to Market, working on Route to Market simplificationo Define & Support Trade Customer Engagement Strategies: B2B(2C) portals, Omnichannel• ENSURE EFFECTIVE EXECUTION AND ENGAGEMENTo Raising the bar in Strategic Account Management o Install best in Class Trade Customer Engagement & Digital Transformationo Ensure Sustainable Procurement• EXCEL IN PROCESS AND CAPABILITIESo Define Local Trade Organization via Strategic Workforce Planningo As a Capability Leader: build Trade capabilities and manage the Trade Academyo Enable cross GBU systems to stimulate self-assessment and personal developmentFacilitate Change Management, Cross Functional Collaboration & Digital Transformation

Brussels Area, Belgium

Develop and implement Commercial Excellence Tools and Programs to increase efficiency in managing our Trade Channel Customers (Retail, Wholesalers and Institutions) - covering and in coordination with all Sanofi-businesses (CHC, Vaccines, Rare Diseases, Primary Care and Generics).• Define and create a Global Trade Effectiveness Strategy• Define Go to Market Strategies and ensure proper implementation via creation of the needed tools and processes: Channel strategy definition, Account Strategy & Route to Market • Tools and enablers: CRM, Segmentation tool & methodology, Customer Engagement Surveys, … • Create efficient and profitable Customer Joint Business Planning process• Develop competencies in (institutions, retail and wholesale-) KAM approach, Revenue Management and Senior Trade Management to be prepared for the future customer • Lead Strategic Workforce Planning Exercise• Ensure a governance is in place between Regional, Global and Business Units and functions• Create a network of virtual regional teams to support build up and roll-out of trainings and processes• Manage Trade Effectiveness Leads

Brussels Area, Belgium

Support the roll-out of Trade Effectiveness Program for the retail and wholesale channel:• Define Go to Market Strategies and ensure proper implementation via creation of the needed tools and processes: Channel strategy definition, Account Strategy & Route to Market• Account prioritization and segmentation methodology and activation • Ensure efficient and profitable Customer Joint Business Planning• Monitor actual and provide recommendation on future strategies, using customer engagement surveys• Develop competencies in KAM approach

Brussels Area, Belgium

Transversal responsibility across GBUs in the management of the Trade Actors.Enhance Sanofi overall Portfolio (CHC, Gx, Rx) by:- delivering tangible revenue management outcomes- developing trade effectiveness- building a trade management organization in the region/countries- develop channel and go to market strategies- develop innovative routes to market- create strategies for key global and regional players

Brussels

Define common CHC commercial strategy for Europe.Set the standards of Commercial Excellence in terms of people competenties/development, trade marketing management, Key Account Management, Channel Management, commercial structure,...Define & implement Common Commercial KPIs.Support the countries in achieving commercial excellence, reengineering their commercial structure, ...Manage specific European commercial projects

Brussels, Belgium

Define the customer strategy, translate the strategic objectives into an adequate customer approach. Optimize the way customers and consumers will come in contact with our products. Elaborate a channel management leading to an optimal consumer approach.Leading a team of 19 salesreps, 2 Sales Managers and 1 Key Account Manager

- To define and implement the commercial strategy at both the level of private pharmacy clients and the level of groups & chains and to implement the most appropriate Key Account Management approach- To manage the Pharmacy care Sales team of 2 District Managers with 15 Sales Representatives operating at private pharmacy level and 2 Key Account Managers operating at group/chain level - To develop an appropriate Trade Marketing approach ° to guarantee an optimal field implementation through a team of 15 external merchandisers ° to identify customized trade marketing collaborations with groups/chains- To coordinate and implement sales or informative approaches towards pharmacists on our Rx portfolio - To seek for new growth opportunities at client level, product level or distribution level

coaching, training & recruitment; setting objectives ; training methods and follow-up; client selection and screening methods; participation to marketing developments; analyse selling-in and selling-out figures (IMS) ; market analyses ; actual projects : Delight management + communication portal for accounts.

Synthélabo OTC: starting of a new approach of groups and cooperative-accounts, developing the trade-marketing and sales strategy to groups; infiltration and lobbying; coordination and coaching of 4 Key Account Officers.

Post-Graduate, Sales Management

Business Management

Strategic Account Management In Pharma

Discover the critical factors for successful implementation and sustainability of Key Account Management (KAM) programmes in Pharma..

Higher Education In Economics, Economics

Economics

Marketing Management

Graduation, Aggregation In Physical Education And Sports-Recreation