Merck - Head - Commercial Marketing

3 weeks ago

Mumbai, India Merck Life Science Private Limited Full time

Head of Commercial Marketing

The role entails driving commercial marketing initiatives across our Portfolio (Biology, Chemistry, Diagnostic Solutions, and regulated materials) within various sectors, including Pharma, Biotech, CRO, Academia, Industrial, Testing, and Diagnostic Manufacturing. Key responsibilities encompass devising and executing marketing strategies for demand generation and serving as the vital liaison between marketing requisites and the sales team. Additionally, this role actively supports activities aimed at bolstering our brand presence, market visibility, and the expansion of our targeted market share. The position is part of Science and Lab Solution Commercials India Leadership team.

1. Develop and Deploy Marketing Plans Strategic Marketing Planning: Formulate marketing plans in alignment with the overarching Science and Lab Solution Commercial strategy.

- Collaboration with Sales: Collaborate closely with the sales organization to devise marketing strategies and plans that drive revenue targets. Event Management & Planning: Strategically plan and coordinate various events, including field sales events, KOL events, and major regional gatherings.

- Demand Generation: Evaluate and enhance the lead pipeline and customer base to determine the most effective marketing tactics.

- Performance Analysis: Conduct detailed analyses and routine reporting of regional revenue for both new and existing customers.

- Market Insights: Provide regular reports on market and competitive updates, including technology trends, new products, compelling applications, and adjacent market opportunities to inform strategic and product marketing teams.

- Voice of Customer (VOC): Gather customer feedback directly or in collaboration with product marketing to assess product positioning, brand equity, customer satisfaction, and marketing effectiveness.

- Competitive Insights: Recommend actions based on competitive pressures, key customer performance, and relevant market issues. Key Opinion Leader Engagement: Develop relationships with key opinion leaders who can provide testimonials and participate in events.

- Customized Messaging: Develop customized messaging to execute regional campaign initiatives, utilizing a tailored marketing mix to address different stages of the marketing funnel.

- Marketing Collateral: Identify and assist in the development of necessary marketing collateral and sales tools to support commercial teams.

- Media and Sales Channels: Recommend media and sales channels that are effective in the country. Lead and Inspire: lead and inspire a high-performing marketing team to achieve and surpass sales targets.

2. Position the Business Externally with Customers and Partners External Representation: Represent the company/business externally at networking events, conferences, and exhibitions to enhance the company's profile and leverage business development opportunities

- Cross-Functional Liaison: Collaborate with relevant internal departments to ensure customer needs are met and effectively communicated throughout the organization.

- Market Awareness: Maintain awareness of external factors, including competitors, pharmaceutical developments, government initiatives, and legislative changes impacting marketing activities.

- Communicate relevant information to sales, commercial, and customer support teams.

- Project Proposal Development: Participate in the development of new project proposals with a customer-centric focus. Relationship Building: Foster positive relations with partners, vendors, and distributors.

3. Budgeting and Operating Plans Budget Development: Develop and manage marketing budgets, overseeing the development and management of internal operating budgets.

- Performance Evaluation: Analyze and evaluate the effectiveness of commercial services, business development, pricing strategies, channel management methods, costs, and results concerning the operating plans.

4. Compliance with Internal Controls and Integrated Management System

- Internal Controls: Ensure compliance with all Internal Control processes and audits within the Business and the Company.

- IMS Procedures: Understand and adhere to processes and procedures outlined in the Integrated Management System (IMS).

Basic Qualifications

- MS or M.Sc. in Chemistry, Life science or related science field,

- Degree or diploma in management

- At least 10-12 years of work experience within a large establishment with hands-on exposure to strategic/commercial marketing, customer segmentation, product positioning, and sales enablement


Knowledge and Skills

- Strong project management skills in a diverse multicultural global environment - Knowledge of process excellence methodologies and tools

- Market intelligence skills around research, data collection, analysis, needs analysis and so on

- Deep understanding of marketing principles and commercial drivers in a diversified product industry

- Knowledge of market dynamics and regulatory environment in the Life Science and Pharma industry

- Knowledge in one or more of the following areas Life Science, Chemistry, Analytical or bulk chemical business

- Ability to analyze and resolve or assist personnel in solving complex sales problems, oversee root cause investigations and the preparation of written reports of findings.

- Persuasion and negotiation skills in a global environment

- Experience with working within matrix organizations, networking across multiple functional teams, and at all levels.

- Effective leadership and communication skills (written, oral, listening, presentation)

- Learning agility

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