BU Head

Job Title:BU Head – RespiratoryQualification:B. Pharma, MBA / similar/ equivalent professional qualificationTherapy/Department:Respiratory therapyExperience:16+ years of experience in Marketing & Sales, Ability to manage large business and complex geographies is essential for this role, should have handled similar P&L role or if internal promoted then either marketing head or sales head with relevant exposureIndustry Preference:Pharma onlyJob Location:Sun House, MumbaiJob SummaryBU Head would be required to develop and Monitor sales & marketing strategy to drive profitable growth with increased market share. Oversee brand strategies and drive key brand market share and prescription share increase. Implement best-in-class sales & marketing practices with a drive for innovation. The role also requires the incumbent to develop leaders who can shoulder the growth of the business. The role requires the incumbent to ensure that the business unit delivers profitability objectives.Key Decisions And Authority LimitsDecision regarding allocation of budgets for direct investment brandsDecision on the strategy for the increase in the market share of the product in terms of IMS ranking and prescriptionsDecide on pricing and placement of productDecision regarding the quality and productivity of peopleOptimal decision making (as opposed to reactive, stop-gap decisions which then become precedents)Decision regarding succession plans for the key positions within the groupDecision on implementation of Innovative ideas, special campaigns, and price pack changesDecisions related to Digital Marketing initiativesDecision regarding the division's marketing strategies & implementation timelines to achieve healthy cash flow, margins, growth & market share (sales & prescriptions)Decision on expense & revenue budgetsResource pooling plan within the divisionTarget setting for territories, Areas, Regions, ZonesBrand portfolio management…Identification of key brands & new introductionsIdentification of potential candidates for acquisitionDecision on implementation of Innovative ideas, special campaigns, and price pack changesKOL managementDecision regarding succession plans for the key positions within the groupDecisions related to Digital Marketing initiativesPro-activeness & consistency in the decision-making processDecisions related to motivational schemes – incentives, reward system, training, and development needs, etc.Major ChallengesKeep pace with and align with market developments. Needs to be aware of market dynamics, fluctuations, innovations, etc.Understands scientifically how various product are placed in relation to competitor products and devise appropriate strategies to deal with themPerform detailed sales reviews for accurate and effective sales management.Mitigate Risks and take advantage of being one step ahead of the competition to build a brand during the window of opportunity.Understand the market potential and drives the businessMake recommendations to Top Management for the acquisition of new companies and productsInfluence highly intellectual people/ Doctors about products and therapiesBuild relationships and develop loyalty with senior customers and decision-makersEstablish & implement Business Processes and systemsGenerate healthy cash flow & marginsDeliver growth >>>market growthTo be among the top 3 brands in every brand categoryCompetitor analysis: Knowing the competition at each step, anticipating their strategies & work proactively to have an upper edgeConsistent achievement of high productivity & incremental productivityChannelize expenses towards the right brands, campaigns, customers for high ROIAchieve scale quickly with new introductions.Achieve consistency in performance- Both earnings & savingsGenerate prescriptions from every customerEnsure that at least 80% of the field force achieves targets & earns incentivesResource pooling within the divisionHigh accountability: To build a team of consistent performers & weed out the inconsistent onesMentoring process to create a new set of leadersTime-bound executions of strategiesExcellent understanding of goals, responsibilities, domain knowledge, customer relationship, product knowledge, in clinic effectiveness of every team memberStrong review mechanisms to monitor the progress of various assignmentsAlignment of field force & other support functions with the division's vision & goals for better success.People-intensive industry- better coordination & man management skills for the smooth functioning of the team.Healthy relationship & understanding with other support functions for smooth implementation of strategies.