Job Summary
To develop and implement long term and short-term business strategy for the country. Lead portfolio development across base and future business spaces, define levers for growth – organic and inorganic. Manage sales and marketing planning and reviews within the limits of Strategy of Global Generics with the objective of meeting revenue and gross margin targets and achieve targeted market share in the market.
As the country head for the business, provide decisive and inspirational leadership to the country leadership team, ensuring seamless collaboration across departments and functions in the achievement of business outcomes.
Roles & Responsibilities
Business Planning
- Understand the market, environment, competition & future trends in pharma business to plan business's growth aspirations and revenue growth.
- Understand and leverage key organic and inorganic growth opportunities to identify possible opportunities for in/out licensing and scouting for potential business development partners based on gaps in portfolio, products offered by potential customers.
- Create Business health monitoring mechanism & ensures tight business process controls.
- Foresee probable challenges (environmental, internal) & pro-actively create risk mitigation strategies while ensuring delivery as per plan.
- Understanding of the entire P&L management including cost, profitability, sales and target pressures, to create competitive resource optimisation strategies and seek effective control on resource management strategies to execute short & medium range business plans.
- Explore and implement use of digital platforms as source of growth.
Strategic Marketing
- Evaluate and develop marketing strategies for new products and existing products.
- Strong understanding of excellence in portfolio building, resource optimization across portfolios, new product launch excellence, product life cycle management, digital marketing, and multi-channel marketing.
- Review and guide the teams to ensure growth, allocation of resources and rank gain in chosen therapeutic areas/channel.
- Evaluate inorganic opportunities, licensing to drive portfolio building.
- Build strong branding capabilities both through organic development and inorganic ways. (Acquisition of talent/critical competencies. EG - digital marketing)
Sales and Distribution Management
- Conduct specific project-based diagnosis / deep dive into possible issues in reference to desired v/s actual performance and suggest fine-tuning in plans as required, through review and analytics of Sales data and market trends, and derive meaningful conclusions for actionable decision making
- Have in-depth understanding of the Distribution Mgmt. channels to create an optimal distribution Strategy (direct/indirect) for each region and each product; market coverage, channel selection, coordination and conflict management and logistics planning
- Conduct regular sales and marketing reviews with the team to discuss and analyse performance in line with local, territory and customer objectives, strategies and action plans
- Structuring of field force, deployment of field force, capability building in the field force, enhancing productivity, good understanding of entire sales force excellence process including CRM, CLM and analytics of efforts Vs. Results.
- Demand Planning, forecasting and a good understanding of SCM.
- Manage cash flow and a control over DSO
Portfolio Planning and Management
- Understand the environment, analyse product/market demands and trends to identify opportunities that can be leveraged for the region from Regulatory and IP perspective and select products for development with relevant stakeholders to enhance new product launches and BD deals.
- Identify products or partners for in/out licensing to widen the product basket along with BD.
Customer and KOL Management
- Identify needs of key customers, developing customer value proposition and deploying the same with the help of the team
- Segment and target key customers and develop n=1 strategy that would give targeted RoI
- Manage customer satisfaction scores for key customers and take corrective action in order to be partner of choice
- Facilitate connect and services to key customers digitally to enhance customer satisfaction.
- understand the design and implementation of KOL network in order to shape therapy and disease area dominance
Marketing Planning and Reviews
- Based on prior year's performance, corporate guidance, market conditions, prepare annual sales and marketing plans along with the team for the country. Finalize the pricing and gross margin for each product. Finalize the plan internally (revenue and cost budgets) and discuss with Finance and HR.
- Present the same to Senior Management. Conduct regular sales and marketing reviews with the team to discuss and analyze performance. Discuss issues and recommend corrective action. Participate in quarterly reviews with Finance to ensure budgets for the year are met in order to prepare long term business plans for the region in alignment with corporate guidelines.
- Annual Planning and Review to achieve sales budget and marketing plans.
- Based on products selected and long-term business plan, approve the annual budgets for the regional teams. Send the same to Global Business Head for approval. Quarterly/annually review the actual performance vs. budget and implement changes needed in accordance with sales budget. Track the prescription behaviour and discuss the outside in benchmarking.
Operations Management in order to bring predictability & sustainability of the business.
- Supervising the filed force, ensuring that the local and head office supply chain teams are aligned to deliver adequate availability of stocks, managing all necessary logistics thereof while confirming with regional regulatory norms and processes.
- Robust Processes with Financial Control, Compliance and Audit Readiness in order to ensure 100% compliance with internal and external requirements.
- Build robust processes to ensure that the Philippines subsidiary is compliant with the local regulations and adequate controls are in place for financial transactions. This is actioned through regular review with Head Finance, local financial managers, corp. finance and external legal advisors.
- Monitor cash flow and expenses to ensure a tight control over costs. Review and discuss the responses to matters relating to pharmaco-vigilance along with responsible pharmacist before sending the response to stakeholders.
Digital
- Collect, analyse and drive decisions on massive volumes of data and in almost near real-time.
- Knowledge of new technologies and ability to identify opportunities for improving productivity, within functional area, using digitization.
- Outside in perspective on the use of digital platforms and digital therapeutics in order to drive new businesses aimed at providing holistic end to end condition management to meet unmet needs of the patient.
