Job Description : Chief Exports Officer (CXO)
Location : Chandigarh | India
Reports To : International Business Leadership
Team Leadership : All International Business teams
Our Company :
We are a distinguished, mid-sized Indian pharmaceutical leader, financially robust with revenues of approximately - 700 crores and a dedicated team of 1400+ professionals. Our products reach over 90 countries, supported by two European subsidiaries. We are currently undertaking significant capital-intensive projects, all while adhering to an unwavering, highly conservative financial strategy : zero external funding (debt, equity, or hybrid instruments) and absolute compliance with all applicable laws. Our growth is exclusively driven by internal accruals, underpinned by financial prudence and uncompromising integrity in financial reporting and management.
The Opportunity :
Architect of Global Pharmaceutical Sales & Market Dominance
The Chief Exports Officer (CXO) will be entrusted with the strategic and operational command of Venus's international commercial business, with a primary focus on driving tangible sales and P&L ownership. This pivotal role is central to achieving our ambitious global growth targets by not just identifying opportunities but by masterfully navigating the complex regulatory, procurement, and logistical landscapes inherent in the international pharmaceutical sector, especially for sterile injectables. The CXO will lead a high-performing global sales organization, ensuring that business development efforts translate into active, revenue-generating markets. You will harmonize cross-functional partnerships and elevate Venus's international business to new frontiers of scale, sophistication, and sustainable profitability by ensuring Marketing Authorizations (MAs) are actively commercialized and sales targets are met.
Key Responsibilities :
Driving Global Pharmaceutical Sales & Operational Excellence
Global Sales Execution & Commercial Strategy (Primary Focus) :
- Own full P&L accountability and drive sales revenue across all international markets (developed, semi-regulated, emerging), with a specific focus on maximizing returns from existing and new MAs.
- Define, cascade, and rigorously monitor quarterly and annual sales targets and market share objectives, ensuring direct alignment with corporate goals.
- Architect and execute continent-wise commercial strategies that address pharmaceutical-specific market access challenges (including local presence requirements, import / export controls, batch clearance / testing protocols), portfolio optimization (especially for sterile injectables), pricing dynamics, and diverse regulatory timelines.
- Leverage deep market intelligence (IMS, tender databases, competitive benchmarking) to guide proactive sales execution, not just opportunity identification.
- Deliver consistent growth through a mix of organic sales from existing MAs, strategic launches of new products, and effective lifecycle management of registered products to prevent dormant MAs.
Strategic Business Development & Sustainable Market Entry :
Lead international customer acquisition efforts, identifying and securing business with institutional buyers, distributors, hospital groups, and public procurement agencies, ensuring a clear path to sales post-agreement.Formulate market entry strategies for untapped geographies, incorporating rigorous due diligence on local pharmaceutical regulatory feasibility, procurement procedures, shipping logistics, and profitability analysis before committing resources.Build Venus's positioning in global tenders and institutional platforms, focusing on optimized bid economics and successful conversion into sales contracts.Ensure long-term value creation by establishing robust in-market sales processes, regulatory support, and after-sales systems.Mergers, Acquisitions & Strategic Collaborations (Supporting Sales Growth) :
Identify, evaluate, and pursue M&A, in-licensing, and commercial alliances that offer clear pathways to accelerated sales growth and market penetration.Lead commercial due diligence with a strong emphasis on assessing the sales potential and integration complexities within target markets.Oversee integration strategies post-acquisition / alliance, ensuring rapid activation of sales channels and operational alignment.Organizational Leadership & Pharma-Specific Market Intelligence :
Lead and develop a continent-wise regional sales structure, empowering teams with autonomy, accountability, and deep knowledge of local pharmaceutical regulations, procurement cycles, and sales execution tactics.Promote a culture of sales ownership, discipline, agility, and accountability, with a strong performance management framework tied to sales outcomes.Ensure teams are tuned into real-time market dynamics and regulatory shifts, responding with speed and precision to secure and grow sales.Cross-Functional Alignment for Sales Enablement
Drive seamless execution through structured coordination between regional sales leads and core support functions - critically Regulatory Affairs (for MA approvals, variations, and compliance), Quality, Supply Chain (for uninterrupted product flow), Finance, Artwork, and Logistics - via the International Business Support Department.Institutionalize SOPs that prioritize efficient MA processing, rapid response to regulatory queries, and streamlined order-to-cash cycles.Digital Enablement & Sales Performance Intelligence :
Champion the deployment of CRM systems, BI dashboards, tender intelligence tools, and digital sales trackers to monitor, drive, and optimize sales performance across all markets.Integrate predictive analytics and real-time reporting into sales forecasting, customer targeting, competitive positioning, and proactive MA lifecycle management.Ideal Candidate Profile :
Essential Qualifications :
Master of Business Administration (MBA) or equivalent postgraduate management degree is mandatory.A foundational Bachelor's degree in Pharmacy, Life Sciences, Business, or a related field is required.Certifications in international trade, pharmaceutical marketing, or regulatory affairs would be an advantage.Depth of Experience :
A minimum of 20-25 years of progressive leadership experience in international pharmaceutical sales, exports, and global commercial operations, with at least 10-15 years in a senior leadership capacity (e.g., Head of International Sales, Regional Director for multiple continents, or CXO equivalent) within a reputable pharmaceutical organization.Indispensable, hands-on experience managing the export and sales of pharmaceutical products, particularly sterile injectables, across a significant global footprint (ideally covering diverse regulatory environments across multiple continents, akin to operations in nearly 100 countries).Proven P&L ownership and direct accountability for achieving substantial sales revenue targets in international markets, demonstrating a track record of turning Marketing Authorizations into consistent, profitable revenue streams and effectively managing the lifecycle of registered products to maximize commercial returns.Crucial experience in successfully navigating the complex, country-specific regulatory approval processes, procurement systems (government, institutional, private), import / export controls, customs clearance, batch testing / release protocols, and local presence requirements inherent to the pharmaceutical industry in developed, semi-regulated, and emerging markets.Demonstrable success in building and leading high-performing, continent-wise or global sales teams, including establishing effective distributor networks, winning large-scale international tenders, and managing direct sales forces.Experience in identifying, evaluating, and integrating international M&A, strategic alliances, or in-licensing deals with a clear focus on post-transaction sales acceleration and market share growth.Critical Skills & Knowledge :
Mastery of global pharmaceutical sales strategies, commercial execution tactics, and international business development, with a strong emphasis on market penetration and sales realization.Expert-level understanding of the international pharmaceutical regulatory landscape, including GMP, MAA processes (e.g., country-specific, regional like EMA), variations, pharmacovigilance, and compliance requirements across diverse geographies.In-depth knowledge of international trade finance, logistics, supply chain complexities for temperature-sensitive products (like sterile injectables), and Incoterms.Proficiency in leveraging market intelligence (e.g., IMS data, tender portals), CRM systems, and BI tools to drive sales forecasting, performance management, and strategic decision-making.Exceptional negotiation, influencing, and communication skills, with proven ability to build robust relationships with key opinion leaders, regulatory authorities, major distributors, and institutional buyers globally.Strong financial acumen, with the ability to manage budgets, develop pricing strategies, analyze profitability, and optimize bid economics for international tenders.Strategic thinking capabilities combined with a pragmatic, hands-on approach to problem-solving in dynamic and often ambiguous international market conditions.Personal Attributes & Mindset :
Unwavering sales-driven orientation with a relentless focus on achieving and exceeding targets; high degree of commercial hunger and P&L accountability.Highly resilient, adaptable, and resourceful, with the ability to thrive under pressure and navigate complex, multicultural business environments.Exceptional leadership qualities : inspirational, decisive, and able to motivate and develop globally dispersed teams.Impeccable ethical standards and integrity; a commitment to compliant and responsible business practices.Culturally astute with high emotional intelligence, fostering collaborative relationships across diverse internal and external stakeholder groups.Willingness and ability to undertake extensive global travel is essential.A proactive, solutions-oriented mindset with a strong bias for action and continuous improvement.Preferred Additional Experience :
Direct experience in establishing new market operations, joint ventures, or local manufacturing / packaging partnerships in key international territories.Specific therapeutic area expertise relevant to the company's portfolio beyond sterile injectables.Experience working with international health organizations (e.g., WHO, UNICEF, Global Fund) and navigating their specific procurement processes.Fluency in one or more foreign languages relevant to key export markets.ref : iimjobs.com)
