Strategic Context
We are an innovative global healthcare company, committed to transforming the lives of people with immune challenges, rare diseases and blood disorders, cancers, and neurological disorders. From R&D to sales, our talented teams work together, revolutionizing treatment, continually improving products, understanding unmet needs, and connecting communities. We chase the miracles of science every single day, pursuing Progress to make a real impact on millions of patients around the world.
The GTMC organization drives best-in-class capabilities across the board, bringing value and excellence to our commercial operations across our portfolio, while propelling the modernization of Sanofi. GTMC aims to:
- Centralize Go-to-Market excellence and operational tasks across GBUs.
- Standardize best-in-class capabilities with strengthened global support and verticalization within GTMC from local to global.
- Define clear ways of working and bring clarity on interfaces with GBUs, Digital, and executional support on commercial operations from Sanofi Hubs to optimize process excellence and efficiency.
Sanofi Greater China is navigating a period of profound and accelerating transformation. China's pharmaceutical landscape is undergoing significant evolution, driven by shifting norms around healthcare professional (HCP) engagement and rapidly changing market dynamics. In this context, sustaining commercial effectiveness requires a fundamental reimagining of how sales representatives and events connect with healthcare professionals — moving decisively away from a Share of Voice-driven approach toward value-driven, customized, and AI-powered HCP interactions that address critical HCP needs and deliver meaningful impact.
This transformation represents a strategic imperative and a significant opportunity: to elevate the quality, relevance, and personalization of every HCP engagement. The future of commercial excellence in China lies in meeting HCPs through their preferred channels, at the right moment, with the right content — evolving from a traditional "push" model to a "pull" model where HCPs actively seek out and engage with Sanofi because of the genuine value delivered.
In this context, Sanofi Greater China is committed to accelerating the transition to "Field Force 2.0": a next-generation, omnichannel-enabled engagement model that enhances rep effectiveness and reimagines how events connect with healthcare professionals. This evolution integrates offline engagement excellence — including rep-led visits and events — with digital touchpoints and emerging platforms to build seamless, personalized omnichannel customer journeys that meet HCPs where they are and deliver greater value at every interaction.
As part of Greater China GTMC, our Omnichannel pillar defines Sanofi-wide best-in-class omnichannel engagement strategy, execution, and change management, while collaborating closely with Digital to provide business-empowering tools and solutions. The Field & Event Engagement Capabilities Manager sits at the critical intersection of traditional offline channels and emerging omnichannel engagement models. This role is accountable for two interconnected pillars: (1) driving the omnichannel transformation of Events, and (2) leading the strategic redesign of rep-led HCP engagement to unlock new levels of value, personalization, and commercial impact.
This role focuses on business model design, standards development, and transformation execution. Digital Platform colleagues own the development and management of the underlying platforms and tools; this role works in close partnership with them, with clear delineation of responsibilities, to ensure that business strategy is translated into effective digital solutions and field-ready capabilities.
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Main Responsibilities
Pillar 1: Omnichannel Events Capabilities
- Contribute to China Omnichannel Campaign strategy by defining end-to-end Events Omnichannel effectiveness, and ensure alignment with key stakeholders (GBUs, Medical, LEBI, GTMC, Digital, etc.) while using Data & Insights to inform and refine strategy and priorities.
- Lead Campaign Events effectiveness governance: coordinate Events standards rollout with GBUs, Medical, LEBI, GTMC, Digital, and relevant stakeholders; ensure consistent application of standards across all Campaign-driven event journeys.
- Serve as Business Owner for Campaign Events digital platforms and solutions: empowered and accountable to identify and prioritize new features using business impact and customer experience as main drivers; guarantee country-level consistency and homogeneity; work with cross-functional process owners to reflect end-to-end Events cycles within the platform roadmap — while maintaining clear boundaries with Digital Platform colleagues who own platform development and technical delivery.
- Partner with GBUs to define and deploy capabilities required to manage E2E Omnichannel Events strategy and operations as part of orchestrating Omnichannel Campaign journeys.
- Provide guidance and standards for Events operations excellence and execution to support Omnichannel journey orchestration across channels, with a focus on making Events content fit-for-purpose, impactful, and compelling for customers, while driving continuous improvement.
- Define and contribute Event effectiveness KPIs and tracking feeding into Omnichannel journey orchestration; ensure a closed feedback loop across GBUs, GTMC, Digital, and cross-functions by leveraging insights and analytics.
- Define and drive the change management plan required for effective adoption of Event effectiveness standards and solutions at country level, with global support as relevant, feeding into the overall Omnichannel change management effort.
- Connect with external partners and seek internal benchmarks and latest trends to identify Events best practices and innovations to drive engagement against specific business objectives.
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Pillar 2: Rep-Led HCP Engagement Transformation
- Lead the strategic transformation of rep-led HCP engagement: design and implement new omnichannel engagement models that bridge traditional offline visits with digital touchpoints, shifting from Share of Voice-driven interactions toward value-driven, HCP-preferred channel models that deliver meaningful, personalized engagement at every touchpoint.
- Design innovative engagement models that shift from "push" to "pull": move away from frequency-driven, rep-push approaches toward value-driven models where HCPs engage through their preferred channels — while preserving the rep's role as the orchestrator of personalized, relationship-based customer journeys.
- Develop comprehensive strategies, standards, and playbooks for rep-led engagement that enable sales representatives to deliver impactful, high-quality HCP interactions; establish best practices for territory management, call planning, and rep-HCP interaction quality in the omnichannel context.
- Create a Rep Engagement Framework that equips sales representatives with structured approaches, toolkits, and best practices for orchestrating integrated customer journeys combining:
- Traditional face-to-face visits (optimized for quality, relevance, and personalization)
- Remote and virtual engagement modalities (e.g., virtual consultations, webinars, digital presentations)
- Asynchronous digital touchpoints (e.g., personalized content delivery, WeChat-based interactions)
- Event-based touchpoints that connect seamlessly with ongoing rep-led engagement
- Drive continuous improvement in rep engagement effectiveness through data-driven insights, performance measurement, and structured feedback loops connecting field observations with strategic refinement.
- Collaborate with Sales Operations, Field Force Excellence, and Training teams to ensure seamless adoption of new engagement models at the field level; serve as the bridge between strategic design and frontline execution, translating complex omnichannel strategies into practical, field-ready tools and behaviors that resonate with frontline sales teams.
- Identify, evaluate, and pilot AI-driven solutions to enhance rep effectiveness — including intelligent call preparation, predictive HCP targeting, AI-assisted content personalization, and smart territory optimization — working in close partnership with Digital Platform colleagues to translate business requirements into scalable solutions.
- Define and drive the change management plan required for effective adoption of new rep engagement standards and models at country level; engage frontline managers and field teams as key change agents to accelerate adoption and embed new behaviors.
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Ways of Working
- You will be a member of the China Omnichannel (Campaign Capabilities) Team within the Greater China GTMC organization, reporting to the Omnichannel Campaign Capabilities Lead.
- You will collaborate with China GBU, Omnichannel, Digital, and global teams to align Events and rep-led HCP engagement priorities in line with Brand and GTM Transformation strategies, to achieve Campaign-driven and field-driven Customer Journey Omnichannel orchestration.
- You will build strong partnerships with Digital Product teams, with a clear delineation of responsibilities: this role owns business model design, standards, and transformation execution; Digital owns platform and tool development. Close collaboration between both parties is essential to ensure business strategy is effectively translated into digital solutions.
- You will foster partnerships and close collaboration between cross-functional teams (Marketing, Medical, Field Force, GTMC, Digital, LEBI, Communications, Regulatory, Procurement, Finance, P&C) and global teams, while driving structured ways of working to provide maximum value and efficiency to business teams.
- You will collaborate closely with Sales Operations, Field Force Excellence, Training, and frontline managers to drive adoption of new engagement models at the field level, bridging strategic design with frontline execution.
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About You
Work Experience
MUST HAVE:
- 7+ years in a Pharmaceutical Commercial Operations environment
- 2+ years in a Multichannel or Omnichannel environment, with demonstrated ability to connect offline and online engagement strategies
- 2+ years of sales force enablement, training design, or sales transformation initiatives, with evidence of driving field-level behavior change
- Deep understanding of China's pharmaceutical regulatory environment and evolving policies impacting HCP engagement and sales representative activities
- Demonstrated experience in designing and implementing field engagement models, territory management, or sales effectiveness programs
- Solid understanding of the end-to-end Event management ecosystem, processes, and related digital landscapes, tools, and platforms
- Proven ability to thrive in fast-paced engagements and matrix organizations/project teams
- Strong project management and team leadership experience to drive Omnichannel acceleration in line with business needs and strategy
- Ability to lead change while achieving business goals and objectives; act for change — challenge the status quo — be persistent and resilient
NICE TO HAVE (Plus Factors):
- Offline sales representative or field-based customer-facing experience — including in-person HCP engagement, territory management, field marketing activities, or equivalent hands-on experience in the field
- Experience with digital marketing and online customer engagement, including familiarity with the WeChat ecosystem (Enterprise WeChat/WeCom, WeChat Official Accounts, Mini Programs, or similar platforms)
- Experience with AI applications in sales, marketing, or customer engagement — e.g., AI-powered chatbots, predictive analytics for HCP targeting, intelligent content generation, or AI-driven recommendation engines
- Experience with CRM systems and sales force automation (SFA) tools
- Background in change management or organizational transformation programs
- Marketing or Brand management experience within the pharmaceutical industry
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Technical Knowledge
- Omnichannel / Digital Marketing expertise: Omnichannel strategy design, content management, process design, campaign and channel management, data strategy
- Deep understanding of the pharmaceutical industry and related Event and HCP engagement regulations in China
- Familiarity with data analytics and performance measurement frameworks to track and optimize engagement effectiveness
- Understanding of digital engagement platforms and emerging engagement technologies, including CRM/SFA systems, digital event platforms, and analytics dashboards
- Knowledge of sales force effectiveness frameworks and field force management systems
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Skills and Competencies
- Strategy: Strategic mindset, analysis and planning; ability to see the big picture while also going deep to connect critical details; ability to prioritize, make quality decisions, and act with purpose; capacity to translate evolving external environment signals into actionable engagement strategies
- Business: Strong business acumen; sales force effectiveness and enablement mindset; deep understanding of offline-to-omnichannel customer journey integration and its commercial impact; ability to design innovative engagement models that drive greater value, personalization, and impact in HCP interactions
- Communication: Excellent interpersonal skills to communicate, present, persuade, and influence among internal teams and partners; excellent English and Chinese (written and oral); ability to engage and influence field sales teams, frontline managers, and field-level stakeholders to drive adoption of new engagement models
- Leadership: Engages others through active communication; demonstrates a high-level drive, passion, and ambition for maximum impact; resourceful and well-developed time management skills; helps teams prioritize tasks and plan workloads to optimal effect and efficiency; strong relationship builder; seeks out win-win opportunities against shared goals
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Personal Characteristics
- Accountability and ownership mindset
- Stress management and resilience under ambiguity
- Fast learner with a growth mindset and a constant drive for improvement
- Self-starter with a resourceful, pragmatic, and value-add approach
- Agile, customer-oriented, and goal-driven
- Strong listening skills and empathy to understand the needs and objectives of different businesses and stakeholders
- Adaptability to a rapidly changing external environment, with the ability to pivot strategies and approaches in response to new market dynamics and evolving commercial landscapes
- Bridge-builder between digital innovation and field execution — able to translate complex omnichannel strategies into practical, field-ready tools and behaviors that resonate with frontline sales teams
- Entrepreneurial mindset to explore, design, and pilot new engagement models and innovative solutions in response to an evolving commercial landscape
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Pursue Progress. Discover Extraordinary.
Better is out there. Better medications, better outcomes, better science. But progress doesn't happen without people — people from different backgrounds, in different locations, doing different roles, all united by one thing: a desire to make miracles happen. So, let's be those people.
At Sanofi, we provide equal opportunities to all regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, or gender identity.
Watch our ALL IN video and check out our Diversity Equity and Inclusion actions at sanofi.com!
