Immediate Start: Lead SFE

Job Description Company Description Dr. Reddy's Laboratories, or Dr. Reddy's in short, is a global integrated pharmaceutical company. Each of our 20,000 plus employees comes to work every day for one collective purpose: to accelerate access to affordable and innovative medicines because Good Health Can't Wait. We believe that the game-changing power of technology is what will help us deliver on this purpose. Our digital transformation journey is continuous, pervasive and driven at the highest level. We are looking for people who share our passion to catalyze this journey. A brief about us (you'll find more on our website www.drreddys.com): We have three core businesses: Global Generics, Pharmaceutical Services and Active Ingredients and Proprietary Products. We have a strong and growing Biologics portfolio and a rich, transnational R&D network. Our manufacturing, marketing and sales operations span 56 countries. Job Description AREAS OF RESPONSIBILITY (AOR) STRATEGIC CAPABILITY DEVELOPMENT Support SFE Head and in-country SFE BPs in capability development of Field Force in emerging markets for sales excellence. This involves working with External agencies like Mckinsey/BCG/ZS and creating framework for sales excellence capability building and deploying that framework through academy approach so that it can be rolled out effectively, IN ORDER TO enhance sales capability of Field Force for better outcome STRATEGIC PERSPECTIVE Map SFE journey for sales process in individual emerging markets and identify initiatives IN ORDER TO drive rep productivity in those markets SALES PLAN IMPLEMENTATION Work with SFE Head to execute key programs and projects to include Territory Design, Territory Alignment and Segmentation & Targeting. Work with the local SFE Leads in the cluster to deliver Segmentation and Targeting of all stakeholders across the channels being deployed to include face to face, remote access, and digital activities IN ORDER TO support the optimization of stakeholder interaction and the evolution of the business DATA INSIGHT Present insights from data generated by SFA systems and spread awareness among product marketing teams in countries; Explain how data and trends highlighted by system can help business make decisions w.r.t. sales plans, promotional strategies, launch plans, identification of new products, identification of target customers, measurement of sales performance etc.; conduct periodic reviews and follow-ups to review utilization of SFA systems and their different features; seek guidance and support from Sales Leaders in ensuring buy-in from business when required IN ORDER TO convince business about usefulness of SFA systems as business enabler TRAINING AND DEVELOPMENT Field force using the rolled out systems and processes in the first month of roll-out Training field (target audience : MRs/RMs/Channel Heads on any new sales force system or process which gets implemented. Reviewing training material created on new systems and processes rolled out, Ensuring training plan is created, Identifying trainers to conduct training, and Trainings are scheduled on time IN ORDER TO facilitate quick adoption of the new systems and processes by the field force COLLABORATION Collaborate with cross-functional teams, Marketing CoE and local SFE leads in merging markets to develop drive and implement the SFE plan across Emerging Markets ensuring all markets are engaged in the SFE process and it is customized to the individual needs of the market PEOPLE MANAGEMENT Support SFE and Commex Heads in recruitment of team members along with HR. Conduct goal setting, performance appraisals, coach employees, participate in recruitment and induction, identify training needs, based on future plans and business requirements, provide training on specific capabilities and products to team, identify and recommend retention plans IN ORDER TO maximize retention and performance of team members BUSINESS EXPANSION Support the Emerging Market set up associated with product launches and geographic expansion, ensuring correct salesforce sizes for country portfolio IN ORDER TO to maximize profitability of business in Emerging Markets Qualifications MBA Additional Information About the Department Emerging Markets Branded generics is one of our biggest businesses in Emerging market and our branded products are available 48 countries across 5 regions. Our key markets are Russia, China and Brazil. We also have presence in Latin America, Africa, Australia, New Zealand, ASEAN (Association of Southeast Asian Nations), CIS and Romania. We have added 13 new geographies in the last 5 years. In the last 4 years, our emerging markets business growth rate has doubled (June 22). Our diverse portfolio spans all segments. We are continuously advancing technologies, enhancing efficiency of operations and increasing our portfolio of highest-quality quality products. With nearly 40 products and 6 mega brands, Russia is a key market. With more than 30 years of operations in the region, as of FY22, we have reported a year-on-year growth of 32%. This was driven by improved existing business performance, launch of new products during the year along with divestment of some non-core brands. 6 key products were ranked among the top 200 bestselling formulation brands, as per IQVIA in its report for the 12-month period ended 31 March, 2022. 5 of our leading products were voted as the Product of the Year by the consumers reaffirming the trust that the people of Russia have in them. We are among the earliest Indian pharma companies to have a business presence in China. We have a representative office that focuses on filings and approvals, including the Group Purchasing Organisation (GPO). Our joint venture entity (Kunshan Rotam Reddy Pharmaceutical Co. Ltd) offers a portfolio of niche and essential products, strengthening our presence in China. In Latin America we have a strong presence in Brazil and Colombia. In just a little over five years in Brazil, our team has established itself in the region with our diverse portfolio. Our primary focus in Brazil is oncology and institutional. Our team in Colombia was certified as a Great Place to Work. Through our comprehensive COVID-19 portfolio, we were able to reach over 5 million patients in low and middle-income countries. With the aim of reaching more and more patients around the world, we are harnessing our deep science capabilities to create a robust portfolio in the region to become the partner of choice. Our teams in China, Brazil, Colombia and Thailand, Malaysia are a certified great place to work. Our team in Russia is among the top 3 in Head-hunter's Best Employer Ranking in 2022. These recognitions reaffirm our commitment and efforts to bring science, technology and innovation together to offer affordable medicines and solutions beyond the pill to patients in the region. As the need, scope and standards of healthcare evolve, we keep track of emerging needs to contribute to patient welfare. After all, Good Health Can't Wait Benefits Offered At Dr. Reddy's we actively help to catalyse your career growth and professional development through personalised learning programs. The benefits you will enjoy at Dr. Reddy's are on par with the best industry standards. They include, among other things and other essential equipment, joining & relocation support, family support (Maternity & Paternity benefits), learning and development opportunities, medical coverage for yourself and your family, life coverage for yourself. Our Work Culture Ask any employee at Dr. Reddy's why they come to work every day and they'll say, because Good Health Can't Wait. This is our credo as well as the guiding principle behind all our actions. We see healthcare solutions not only as scientific formulations, but as a means to help patients lead healthier lives, and we're always attuned to the new and the next to empower people to stay fit. And to do this, we foster a culture of empathy and dynamism. People are at the core of our journey over the last few decades. They have been supported by an enabling environment that buoys individual ability while fostering teamwork and shared success. We believe that when people with diverse skills are bound together by a common purpose and value system, they can make magic. For more details, please visit our career website at https://careers.drreddys.com/#/