Commercial Manager

Job purpose :

Managing existing partners and products, and selection of new partners in allocated countries to increase market penetration in those regions, and hence achieve sales targets, in line with organization-wide goals

Key Accountabilities :

1.Collaborate with existing partners and acquire new partners for end to end sales cycles to achieve revenue target for allocated regions

Perform analysis on monthly stock forecasts received from existing partners

Place new orders as per forecast analysis, to ensure 6-month inventory availability for the partner

Negotiate with partners on pricing / costs, for both Rx and tender orders, to ensure profitability for the company

Explore new opportunities with Ministry of Health for the regions, to receive special approvals and NOC for emergency supplies

Tender the received orders with support from backend team, to enter orders in system

Ensure delivery of the order on time, by coordinating with the SCM team

Conduct follow-ups with partners for on-time receipt of payments

2. Provide marketing and conference support in the countries being handled to enhance Cipla’s brand image

Strategize and execute marketing plans in coordination with the partners for facilitation of key conferences to be held in the region

Coordinate with internal medical team, to provide design and content support in creating promotional material for existing therapeutic products

Provide video conference support for doctors from India / International locations, to connect them seamlessly on conferences

3. Identify and recommend new products in existing portfolio to achieve expansion and growth in sales for the assigned countries

Identify and recommend new product opportunities within allocated countries, across therapy areas, on basis of Gap analysis and product mapping

Prepare end-to-end business cases around new product feasibility, and submit to regional head for decision making and approval

Coordinate with the internal Regulatory team, to process dossiers for new products

Coordinate with the marketing team of the partner to provide all support required for launch of new product, such as samples, customized promotional material

Explore new opportunities to increase ‘premix’ business for products which are under box close (not registered as a product due to local competitors)

4. Execute and monitor sales orders for smooth flow of operations

Resolve major bottlenecks / issues hampering the execution of orders by conducting regular meetings with Regulatory, order processing and other teams as per the issue

Validate all documentation related to an order, and then release the order for fulfilment

Manage batch-size issues, along with the partner and the internal inventory department

Ensure adequate supply of products within Oncology, Thalassemia and ARV therapies, to be delivered against tender order received from Cancer Institutes, by coordinating with planning lead

Gather relevant data for and manage a 12-month rolling supply forecast, to maintain a min. 75% accuracy for smooth supply chain and inventory control

Monitor LBE to ensure that the yearly target is on-track

Coordinate with the internal Legal team for reviewing of Legal documents in line with regional legal requirements

5. Optimize costs on every order to compliment profitability targets

Submit annual budget report at start of the year, on basis of costs and sales targets, and thereby maintain pricing for every order (with approval of regional head) to achieve product profitability in line with management expectations

Conduct cost sheet audits & document checking to optimize all costs factors such as freight and other expenses for every order

Evaluate portfolio for market entry strategy

Assist the regional head in portfolio analysis

Engage in business discussions with partners

Educational Qualifications :

MBA from Leading Business School (Tier 1), preferably in International Business

Relevant Experience :

4-7 years of experience in business development within a pharma company, handling complex business regions, with 1-2 years of on-field exposure

Well acquainted with Commercial Unit’s backend processes and systems

Must have strong communication and negotiation skills