Job Purpose: Develop and manage the implementation of business strategy for the country in order to drive the P&L objectives and achieve revenue targets in line with overall organization goals.
Key Accountabilities:
- Lead, develop and implement the business strategy for the country to achieve top and bottom line targets in line with regional commercial strategy :
- Set the year-wise business vision for the country by developing annual budget in line with the company-wide Strat-plan created by management for 5 years
- Drive secondary and primary trade business for the country by closely tracking sales on weekly basis with the FLMS and MRs, and assisting wherever required
- Conduct quarterly sales meeting with the team to track sales target achievement, and make necessary modifications to strategy to achieve the same
- Liaise personally with government agents, MOH etc. and be involved in lobbying to secure the tender business
- Maintain profit margins as per set management expectations, by continuously tracking prices and discounts offered for tender and trade business
- Ensure sufficient stock availability as pre forecasted orders, by coordinating with the planning team on regular basis
- Collate the in-market/secondary sales data for the country and submit to finance team for tracking target achievements and incentive pay-outs
- Manage KOLs and relationships with key government authorities and agencies to secure tender orders
- Act as signing authority for approval of all expenses for the country (such as employee travel, marketing, and other administrative tasks) to control P&L
2.Identify and propose new business opportunities to the board, to assist in developing the future growth strategy for the country (where we are and where we desire to go):
- Propose the desired product mix for the country based on the market understanding developed with experience, market research and competitor strategies
- Identify and propose new entry channels and partners for existing therapies/ products
- Identify and propose new therapy areas and products beneficial for launch in the country as per profitability analysis and a detailed business case
- Liaise with MOH and agents, in coordination with the regulatory pharmacist, to get maximum Cipla products registered and thereby enhance tender business in the country
- Recommend in licensing and out licensing opportunities, in coordination with portfolio team, for products not provided in house, to the regional head for approval
3.Perform indirect marketing and brand building activities for Cipla, to ensure appropriate positioning of Cipla's interests in the market:
- Establish and maintain appropriate relationships with key opinion leaders, government agencies and officials and the industry as a whole
- Drive commercial cockpit marketing initiatives (such as conferences, Cipla initiated events etc.) chalked out for the year, in coordination with the country marketing manager, and ensure activities are within allocated budget
- Promote Cipla brand value and create differentiation from competitors by talking to B2B stakeholders (not direct consumer marketing)
4.Ensure order fulfilment by closely tracking the status, to ensure no penalties imposed for delayed orders:
- Receive PO from partners, ensure it is updated on the system correctly by the business support, verify and approve the order on the system and hand it to the offshore planning lead for further processing
- Follow up with the planning lead on a regular basis to ensure on time delivery of orders to avoid penalty imposed by partners on delayed orders, impacting P&L of country
- Closely monitor stock movements to identify any bottlenecks and stuck orders, and accordingly resolve the issue at hand
- Maintain tracker for expiry of goods received to ensure inventory liquidation well before expiry, and return goods nearing expiry to India warehouse for destruction
5.Drive training and CME initiatives across the country to keep field force motivated and ensure business continuity:
- Conduct internal training sessions with team, apart from those conducted by SFE, to drive skills and motivation
- Act as a role model for MRs, by providing them the required support to close deals with key customers
- Drive and attend CME sessions held in hospitals across the country, to build relations with doctors
Educational qualifications:
Graduate in any field (pharma preferred) with MBA
Relevant experience:
- Minimum of 10-12 years preferably in similar geography with knowledge on regulations for the region, and local language skills
- Strong analytical and networking skills
