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Commercial Manager
4 months ago
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
P&L responsibility for allocated markets in Middle east
- Achieve annual sales and profit targets for the allocated counties
- Prepare and drive strategy for long term growth (15% CAGR)
- Building and maintaining partner relationships
- Wishlist preparation for the region and Identifying product source through discussion with P2P and SCM team
- Getting price approval from finance for newly identified products
- Work on price renegotiations with partner
- Brand name finalization and new product specification approval from partner
- Work with Business planning, P2P and SCM team in timely servicing of orders to meet the on time delivery targets.
- Discuss with partner to place orders in line with annual forecast & budget
- Identify and participate in tender opportunities
Driving portfolio for the region and resolve regulatory issues for existing products
- Work on identifying new products for the region through discussion with portfolio, P2P and BD team & IMS analysis
- Monitor filings for the region through bi-weekly calls with RA and partners
- Resolve variation issues and renewal filings issues of existing products for the region
Lead Localization project
- Work on existing projects for Localization in ME for various market
- Drive the cross functional teams to deliver localization targets
- Find new opportunities for localization as part of growth for the region.
- Negotiation and signing of deals with partner for localization project
Generating new business leads
- Reaching out to potential partners in MENA to identify new product opportunities
- Presenting Cipla’s capability and portfolio to potential partners
- Signing CDAs
- Negotiating commercials for new products and singing deals
Major Challenges
- Managing VUCA businesses in Middle east involving large product portfolio with multiple challenges of supplies and regulatory
- Co-ordination with multiple cross functions
Key Interactions
Internal
- Regulatory team to validate and process dossiers (Regular)
- SCM 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 (Regular)
External
Business Partners – since operating on a B2B model, regular business is conducted via these partners
Dimensions
- Sales Target (FY 2022-23): $20m
- Manage multiple partners in the region
- Cluster of Countries in Middle east
- Involves cross functional discussion to drive business and meet budget targets
Educational qualifications: MBA from a premier institute, and preferably having a Pharma background
Relevant experience: 3-4 years of experience in Sales and marketing & Key account management role within a pharma company, handling complex business regions • Must have strong communication, and negotiation skills
