Manager Commercial – Yemen and Iraq

Division

Department

Sub Department 1

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 (1/6)

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

Key Accountabilities (2/6)

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

Key Accountabilities (3/6)

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)

Key Accountabilities (4/6)

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

Key Accountabilities (5/6)

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

Key Accountabilities (6/6)

Major Challenges

• Price related challenges – Given the business complexities in the region, it is difficult to maintain a consistent brand and pricing across all partners, posing a risk to sustain in the market
• Prioritization of orders – The business is driven by relationship management across small and large sized partners. It is crucial how orders for these partners are prioritized such that the relation is not impacted
• Uncertainty in the delivery date of supply of products (at times, not always)

Key Interactions (1/2)

Internal

• Regulatory team to validate and process dossiers (need based)
• Logistics team to ensure supply of products as required (regular)
• Finance team to get inputs on profitable pricing of products (regular)
• Legal team to validate legal documentation (need based)
• QA/QC to ensure quality of products imported (regular)
• Packaging for updating changes in specifications, and artwork (need based)

Key Interactions (2/2)

External

Business Partners – since operating on a B2B model, regular business is conducted via these partners

Dimensions (1/2)

• Sales Target (FY 2016-17): $39m
• Maintain management contribution of ~58% in specific products / therapy
• Ensure management contribution of ~$20m  
• Manage three key partner accounts for the region
• Work on new business opportunities to meet the Hubble target of $51m for the markets for FY30

Dimensions (2/2)

Key Decisions (1/2)

Decisions

• Launch plan for new product
• Price negotiation with partners for existing products

Key Decisions (2/2)

Recommendations

• New product selection and it’s pricing to regional head
• Write off, trade off, Legal agreement, to regional head

Education Qualification

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

Relevant Work 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