Location
Mumbai | India
Job description
Division
Department Sub Department 1 Job Purpose Achieving business objectives by initiating deals & taking end to end accountability of business operations which includes partner management, supply chain, regulatory, compliance and driving organic and in-organic growth by new product launches, new partnerships, engagements with MOH officials for B2B markets less than USD 5M
Key Accountabilities (1/6) Drive the P&L for the cluster by managing revenue targets, to achieve/ outperform expected top line and bottom line in line with company objectives for the year. - General and fulfil demand to achieve sales and profit targets for region (27+ countries) by effective engagement with existing partners and establishing new partnerships.
- Design the annual business plan for the cluster based on the 5-year company strategy received from the board
- Drive the team towards achieving the targets by providing support for key customers, and tracking progress in weekly basis
- Liaise with and influence key regulatory agencies connected to MOH for faster registration and minimum rejections of Cipla products
- Manage key account relationships with channel partners to ensure adherence to forecasted orders for steady revenues
- Coordinate with planning lead/ support to ensure availability of products as per forecasted sales, and track placed orders for their delivery schedule, to minimize delay penalties
- Create a stock liquidation plan for the cluster, and proactively place orders for customers, to maintain inventory levels
- Follow up with customers to recover outstanding payments
Key Accountabilities (2/6) Provide inputs to the board on desired portfolio and opportunities to enhance Cipla's presence within the cluster. - Prepare a dream portfolio for the cluster, on basis of market trends and competition, and validate it against that proposed by portfolio team
- Coordinate with portfolio team to scout for external opportunities such as in licensing, acquiring a company, acquiring a brand etc.) for portfolio products not being manufactured in house
- Participate in negotiations with identified external partners by providing cluster specific know-how to convert the best deal
- Gather business and market intelligence for the cluster on a continuous basis to measure Cipla's competitiveness, and track product market shares
- Proactively identify new molecules, therapy areas, products, channels, geographies and propose the same to the board for approval
- Design and implement the market entry and launch strategy for new products
Key Accountabilities (3/6) Drive the setting up of manufacturing facilities as planned for the cluster, during construction and operations phase, to optimize capex and facility utilization - Identify suitable land space to set up the manufacturing unit by analysing key questions like capacity of plant, size of warehouse required, logistics costs, area of land etc.
- Identify and negotiate with dealers to obtain the required area for facility set up to ensure costs are in line with estimated capex
- Procure required equipment ensuring the best deal in terms of quality and costing
- Hire local staff for plant operations in coordination with the HR team, to bring plant fully functional
- During operations phase, provide business forecast and product-mix planning to ensure optimum capacity utilization, in close coordination with the plant manager
Key Accountabilities (4/6) Perform expense tracking and other administrative and people management/ development tasks on day-to-day basis for smooth functioning of the cluster - Act as signing authority to approve all expenses related to the cluster (such as travel bookings, on-filed expenses, promotional material designing and printing, event expenses etc.)
- Perform regular manpower planning, by considering skill set of employees, number of employees, manpower costs and reporting structures, to ensure the cluster is rightly staffed to achieve revenue targets
- Recruit resources as required, motivate and empower existing employees by delegating more responsibilities, and guide & coach the team for their personal development within the organization
- Optimize expenses by personally being involved on vendor negotiations (such as with printing vendor for promotional material)
- Prepare and maintain all books and documents required for statutory audits
- Arrange for the social security/ insurance of all employees, as per the law of the region
Key Accountabilities (5/6) Perform indirect marketing for the company, to develop and enhance Cipla's brand image within the cluster - Develop Cipla's brand image with key government authorities and KOLs to influence their decision and enhance deals
- Identify and implement opportunities to create brand differentiation of Cipla products from competitors
- Run press releases as required for new products in the cluster in coordination with the corporate communications team
- Attend product specific events and drive Cipla initiated events in the cluster, to enhance brand image
Key Accountabilities (6/6) Major Challenges Delegation of authority for this role is not well defined (to what extent can decision be taken, for example hiring decisions, modifications in strategy etc.)
Key Interactions (1/2)- Portfolio team to suggest new products/ therapies/ molecules for the cluster (need based)
- HR for staff hiring, and other employee related concerns (need based)
- Business finance to provide sales and other reporting data, and analyse pricing data (monthly)
- Planning lead to liaise between the cluster and SCM for order and material tracking (daily)
- Regulatory forproduct registration documentation (need based)
- Medical affairs for conference agenda and content, list of doctors/ CMEs etc. (need based)
Key Interactions (2/2)- Partners for relationship management & driving sales (regular)
- Regulators for filings and influencing product registrations (regular)
- MOH, Department of Pharmacies, Tendering authorities, Institutions/ Hospitals todrive tender business (regular)
Dimensions (1/2)- Revenue target for the cluster: $30+ million
- Team Size: 3
Dimensions (2/2) Key Decisions (1/2) Financial decision within approved budgets
Cluster sales strategy
People management related decisions
Key Decisions (2/2) Any financial decision with major impact on business such as price reduction trade-offs
Budget approvals for major event
Portfolio recommendations
Suggestions to board for growth opportunities (such as brand acquisitions etc.)
Education Qualification MBA with strong analytical abilities and understanding of P&L
Relevant Work Experience - At least 12 years of total experience with 3 years in a cluster/ country/ region management role
- Understanding of the regulatory environments of the region as well a local language skills highly preferred
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