Business Unit Head | Cipla Ltd | Mumbai

BU Head / Operations Head / Country Manager / COO / CEO
Maharashtra
May 12, 2023
Full Time
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Job Overview

  • Date Posted
    May 12, 2023
  • Location (State / UT)
    Maharashtra
  • Expiration date
    --
  • Experience
    15 Years
  • Gender
    Any
  • Desired Qualification
    Bachelor Degree, Master’s Degree

Job Description

Job Purpose

Frame and drive execution of a profitable BU strategy within the assigned geography with the objective of achieving the organization’s goals.

Key Accountabilities:

Frame, communicate, and execute a profitable BU strategy (Sales and marketing) and P&L strategy for the particular division using the  available resources to achieve the short-term and long-term business targets:
  • Define BU strategy to accelerate growth and pursue profitable growth given India Business priorities
  • Finalize targets for the year along with  DSH/ RBM & Senior Marketing Manager/ Marketing Manager
  • Manage P&L for the business unit
  • Forecast and provide recommendations on the therapy areas/geographies/products to invest in
  • Set standards for sales processes
  • Drive adherence to financial/ regulatory and legal norms within the team
  • Review expenses on a regular basis and identify areas for improvement/ reduction in costs
  • Identify resource optimization opportunities
  • Enable business unit structure
Lead the BU by leveraging P&L in terms of resources and expenses in order to achieve the top-line and bottom-line targets
  • Customize national therapy strategy for own BU along with DSHs and Marketing Managers
  • Collaborate with DSHs and Marketing Managers to execute the strategy
  • Provide the team with the necessary support for strategy execution
  • Jointly conceptualize CME programs, advisory board meetings, conferences, etc. with top doctors in the country
  • Recommend new products in the pipeline and drive the launch of the same
  • Recommend partnerships and mergers for the growth of the business

Define the manpower strategy by targeted allocation of people to ensure the achievement of region-specific targets across divisions
  • Ensure optimum deployment of resources, and the right mix of teams to attain targets
  • Lead the acquisition, retaining, rewards, motivation of people, coaching, and managerial development, to manage a team well, fulfill their objectives
  • Analyse reports created by support teams to identify gaps in performance and create plans to bridge the same before they affect business
  • Increase efficiencies and reduce redundancies to drive business goals
  • Review sales achievement against a target, make mid-year corrections to sales plan based on progress
  • Enable staffing of the BU structure to leverage value from high-potential territories and support functions.
  • Manage the pipeline of talent in the BU
  • Identify key talent and ensure they are groomed for future leadership roles
  • Drive Cipla’s culture within the team and ensure integrity, ethics, and compliance
Manage internal and external stakeholders to ensure seamless coordination to achieve internal business goals and external customer needs
  • Align all relevant stakeholders (finance, portfolio, etc.) to ensure the BU strategy is being implemented
  • Lead a cross-functional team comprising HR, finance, marketing, Sales, distribution, etc. to achieve business goals
  • Meet and maintain relationships with KOLs, KBLs, chemists, key doctors (national and divisional), distributors, stockists, and unions for mutual benefit
  • Evaluate requests raised by stakeholders (sponsorship, support, engagement programs, etc.)
  • Represent and showcase organization capabilities in industry associations and conferences.

Major Challenges:

  • Manage and prioritization of tasks across multiple BUs Effective allocation of tasks, multi-tasking
  • Aligning multiple stakeholders to BU thoughts and processes CFT teamwork, collaboration
  • Crisis management – (e.g., regulatory changes in prices, external environment influences, stock unavailability, etc.) Reset goals, opportunity assessment, resource allocation

Key Interactions:

Internal:
  • Finance for P&L
  • HR for manpower acquisition
  • S&OP for stock status
  • Portfolio team for NP pipeline
External:
  • Medical societies (e.g. IAP) for congress participation and roll-out of national programs – need-based
  • Marketing agencies for patient support programs and market research – need-based
  • Customer associations (retailers, stockists, etc.) for relationship building and management – frequent

Education Qualification

B.SC / B.Pharm, Preferably with MBA in Marketing

Relevant Work Experience:

15+ years of experience leading a large and geographically diverse sales team in the pharmaceutical industry; Proven sales track record.

Competencies

Sales Strategy, Financial Acumen, Performance Management, Change Management, Strategic Project Leadership, Leading large teams, Building and Nurturing Stakeholder Relationships

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