Senior Regional Commercial Lead

Job Title:

Commercial Manager

Job Description:

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• We are seeking an experienced and highly skilled Commercial Manager to lead our commercial operations in allocated countries.

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  The successful candidate will be responsible for managing existing partners and products, as well as selecting new partners to increase market penetration in those regions and achieve sales targets.

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• Key Accountabilities:

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  • Collaborate with existing partners and acquire new partners for end-to-end sales cycles to achieve revenue targets for allocated regions.

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  • Perform analysis on monthly stock forecasts received from existing partners and place new orders as per forecast analysis to ensure 6-month inventory availability for the partner.

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  • Negotiate with partners on pricing/costs for both Rx and tender orders to ensure profitability for the company.

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  • Explore new opportunities with Ministry of Health for the regions to receive special approvals and NOC for emergency supplies.

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  • Tender the received orders with support from the backend team and enter orders into the system.

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  • Ensure delivery of the order on time by coordinating with the SCM team.

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  • Conduct follow-ups with partners for on-time receipt of payments.

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  Marketing and Conference Support:

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  • Strategize and execute marketing plans in coordination with partners for facilitation of key conferences to be held in the region.

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  • Coordinate with internal medical teams to provide design and content support in creating promotional materials for existing therapeutic products.

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  • Provide video conference support for doctors from India/International locations to connect them seamlessly on conferences.

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  Product Expansion and Growth:

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  • Identify and recommend new products in the existing portfolio to achieve expansion and growth in sales for assigned countries.

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  • Prepare end-to-end business cases around new product feasibility and submit to regional heads for decision making and approval.

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  • Coordinate with internal regulatory teams to process dossiers for new products.

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  • Coordinate with marketing teams of partners to provide all support required for launch of new products such as samples and customized promotional materials.

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  • Explore new opportunities to increase 'premix' business for products which are under box close (not registered as a product due to local competitors).

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  Order Execution and Monitoring:

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  • Resolve major bottlenecks/issues hampering the execution of orders by conducting regular meetings with Regulatory, order processing and other teams as per the issue.

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  • Validate all documentation related to an order and then release the order for fulfillment.

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  • Ensure adequate supply of products within Oncology, Thalassemia and ARV therapies to be delivered against tender orders received from Cancer Institutes by coordinating with planning leads.

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  • Gather relevant data for and manage a 12-month rolling supply forecast to maintain a minimum 75% accuracy for smooth supply chain and inventory control.

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  • Monitor LBE to ensure that the yearly target is on-track.

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  • Coordinate with internal Legal teams for reviewing of legal documents in line with regional legal requirements.

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  Cost Optimization:

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  • Submit annual budget reports at the start of the year based on costs and sales targets and maintain pricing for every order with approval of regional heads to achieve product profitability in line with management expectations.

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  • Conduct cost sheet audits & document checking to optimize all costs factors such as freight and other expenses for every order.

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  • Evaluate portfolio for market entry strategy.

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  • Assist regional heads in portfolio analysis.

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  • Engage in business discussions with partners.

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  Requirements:

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  • MBA from leading business schools (Tier 1), preferably in International Business.

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  • 4-7 years of experience in business development within a pharma company handling complex business regions with 1-2 years of on-field exposure.

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  • Well-acquainted with Commercial Unit's backend processes and systems.

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  • Must have strong communication and negotiation skills.

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