Sales & Customer Engagement Head - Diabetes
Synthorx
About the Team
The Diabetes Business Unit manages Sanofi's comprehensive insulin portfolio in India, serving one of the world's largest diabetes populations. We combine decades of expertise in insulin therapy with innovative customer engagement strategies to ensure our portfolio reaches the millions of patients who depend on insulin for their diabetes management. Our team plays a critical role in advancing insulin therapy across India's diverse healthcare landscape, from tier-1 cities to rural communities, while driving sustainable business growth and market leadership.
Position Overview
The BU Head / Sales & Customer Engagement Head for Diabetes is a pivotal strategic leadership role responsible for driving profitable growth and market leadership in India's rapidly expanding diabetes care segment. Lead the strategic direction and operational excellence of Sanofi's Insulin portfolio across India by driving comprehensive business strategy, customer engagement innovation, and commercial performance. This role is instrumental in maintaining and expanding Sanofi's leadership position in the insulin public sector market through strategic engagement. This position demands a dynamic leader who can seamlessly blend commercial excellence with patient-centric innovation, delivering sustainable business results while expanding access to life-changing therapies. The role requires orchestrating multi-stakeholder engagement across private healthcare institutions, government bodies, and the broader diabetes ecosystem, while building high-performing teams that embody Sanofi's values of scientific rigor and patient focus. Beyond traditional P&L accountability, this leader must be a transformational change agent who drives digital innovation, forges strategic public-private partnerships, and champions business sustainability—ensuring that growth today creates enduring value for patients, healthcare providers, and society tomorrow. Success in this role means not just winning in the marketplace but fundamentally improving diabetes care outcomes across India's diverse healthcare landscape, from metropolitan centers to underserved communities.
Key Responsibilities
The Sales & Customer Engagement Head – Diabetes at Sanofi is responsible for executing comprehensive commercial strategies to maximize growth and market share of Sanofi's insulin portfolio. This role requires strategic leadership in customer engagement and business performance optimization while ensuring sustainable patient access to insulin therapies across India's diverse healthcare landscape.
Business Strategy & Portfolio Management
Develop and execute comprehensive business strategy for the entire insulin portfolio aligned with India for India growth objectives
Lead portfolio optimization strategies to maximize revenue growth and market share expansion in the insulin category
Identify and capitalize on emerging market opportunities in insulin therapy, including next-generation insulin analogs and digital health integration
Navigate competitive landscape dynamics and develop differentiated positioning strategies for sustained insulin market leadership
Create and implement long-term strategic plans (2-3 years) with clear milestones and performance indicators for insulin business
Drive evidence-based decision making through market intelligence and competitive analysis specific to insulin market
Lead cross-functional initiatives to accelerate insulin portfolio growth and operational efficiency
Customer Engagement & Commercial Excellence
Lead omnichannel customer engagement strategies tailored to insulin prescribers
Drive scientific leadership initiatives through strategic KOL engagement and medical education programs on insulin management
Develop and implement customer-centric solutions addressing unmet needs in insulin initiation, titration, and adherence
Execute comprehensive customer journey mapping and experience optimization across all touchpoints for insulin therapy
Lead digital transformation initiatives to enhance customer engagement effectiveness and efficiency in insulin promotion
Financial Performance & Resource Management
Achieve budgeted sales and operating profitability targets for insulin portfolio through strategic resource deployment and performance optimization
Lead P&L management with full accountability for insulin business financial performance and sustainability
Develop and manage annual budgets, forecasts, and investment plans aligned with insulin portfolio strategic objectives
Drive operational efficiency initiatives to optimize cost structure while maintaining insulin business growth momentum
Create viable business cases for insulin portfolio expansion, new launches, and strategic investments
Monitor and analyze financial performance metrics for insulin business, implementing corrective actions as needed
Lead digital transformation initiatives to enhance customer engagement effectiveness and efficiency in insulin promotion
Team Leadership & Organizational Development
Build and lead high-performing, diverse teams across insulin sales and marketing functions
Drive capability development initiatives to equip teams with specialized skills in insulin therapy management and customer engagement
Foster culture of innovation, collaboration, and customer-centricity aligned with Sanofi values
Implement talent management strategies including succession planning and retention programs for insulin business team
Ensure alignment with Sanofi Ethics & Business Integrity standards across all insulin business activities
Drive performance management and coaching to achieve individual and team excellence in insulin portfolio delivery
Cross-functional Collaboration & Stakeholder Management
Partner with Medical Affairs on scientific strategy and evidence generation for insulin portfolio
Collaborate with Regulatory Affairs to ensure timely approvals and compliance management for insulin products
Work with Supply Chain to optimize insulin product availability, cold chain management, and distribution efficiency
Coordinate with Global Diabetes teams on best practice sharing and strategic alignment for insulin business
Represent Sanofi at key industry forums, conferences, and policy discussions related to insulin therapy
Required Qualifications
Education
Graduate degree in Science/ Pharmacy
Lead digital transformation initiatives to enhance customer engagement effectiveness and efficiency in insulin promotion
Experience
12-14 years of progressive experience in pharmaceutical industry with significant exposure to diabetes/insulin therapeutic area
Minimum 8-10 years in leadership roles with P&L responsibility and team management experience
Proven track record of driving business growth and market share expansion in insulin or injectable therapies
Experience managing large field forces (100+ people) and complex commercial operations in chronic disease areas
Demonstrated success in customer engagement transformation and commercial excellence initiatives
Track record of successful product launches and portfolio management in diabetes, insulin, or specialty injectable products
Understanding of insulin therapy landscape including clinical guidelines, treatment algorithms, and patient management protocols
Core Competencies
Deep therapeutic expertise in diabetes and metabolic disorders
Proven track record of delivering growth in competitive markets
Strong P&L and commercial acumen including experience in OmniChannel leverage – Public Market, Digital & a.i
Ability to navigate complex stakeholder environments (private/public)
Change leadership and transformation experience
Strategic thinking with execution excellence
Stakeholder management across internal and external ecosystem
Technical Skills
Strategic business planning and execution for insulin/injectable pharmaceutical portfolios
Deep understanding of insulin therapy landscape, treatment paradigms, and clinical guidelines
Knowledge of insulin product characteristics (basal, bolus, premix, analogs vs. human insulin)
Health economics and value demonstration for insulin therapies
Digital marketing and omnichannel customer engagement strategies for specialty products
Financial management and P&L accountability in pharmaceutical business
Functional Competencies
Leadership and team management in complex, matrixed organizations
Strategic stakeholder engagement and relationship management with insulin prescribers
Commercial excellence and sales force effectiveness optimization for specialty/injectable products
Leadership & Interpersonal Skills
Visionary leadership with ability to inspire and motivate large teams
Strong communication and presentation skills for diverse audiences including medical professionals
Cultural sensitivity and ability to work across diverse regional contexts in India
Negotiation and influencing skills for complex stakeholder environments
Change management and transformation leadership capabilities
Personal Attributes
Results-oriented with strong execution focus and accountability mindset
Strategic thinking combined with operational excellence
High ethical standards and integrity in all business dealings
Patient-centric mindset with passion for improving insulin access and diabetes care outcomes
Key Stakeholders
Internal Stakeholders
GM Pharma India and Senior Leadership Team
Insulin Sales, Marketing, and Market Access Teams
Medical Affairs and Regulatory Affairs
Supply Chain and Commercial Operations
External Stakeholders
Healthcare Professionals
Key Opinion Leaders in Diabetes
Healthcare Institutions and Hospital Systems
Government Health Departments and Policymakers
Special Requirements
Extensive travel across India (40-50% travel time) to key insulin markets
Ability to work in fast-paced, dynamic environment with changing priorities in competitive insulin market
Proven track record of driving business growth and market share expansion in insulin or injectable therapies
Pursue progress, discover extraordinary
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