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 regionCoordinate with internal medical team, to provide design and content support in creating promotional material for existing therapeutic productsProvide video conference support for doctors from India / International locations, to connect them seamlessly on conferences3. 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 mappingPrepare end-to-end business cases around new product feasibility, and submit to regional head for decision making and approvalCoordinate with the internal Regulatory team, to process dossiers for new productsCoordinate with the marketing team of the partner to provide all support required for launch of new product, such as samples, customized promotional materialExplore 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 issueValidate all documentation related to an order, and then release the order for fulfilmentManage batch-size issues, along with the partner and the internal inventory departmentEnsure adequate supply of products within Oncology, Thalassemia and ARV therapies, to be delivered against tender order received from Cancer Institutes, by coordinating with planning leadGather relevant data for and manage a 12-month rolling supply forecast, to maintain a min. 75% accuracy for smooth supply chain and inventory controlMonitor LBE to ensure that the yearly target is on-trackCoordinate with the internal Legal team for reviewing of Legal documents in line with regional legal requirements5. 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 expectationsConduct cost sheet audits & document checking to optimize all costs factors such as freight and other expenses for every orderEvaluate portfolio for market entry strategyAssist the regional head in portfolio analysisEngage in business discussions with partnersEducational 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 exposureWell acquainted with Commercial Unit’s backend processes and systemsMust have strong communication and negotiation skills