Regional Sales Lead

Responsibilities: - Monitor business performance to keep track of annual budgeted top line and margins To achieve & exceed Budgeted Sales Revenue & Gross margin. Maintain LBE with maximum accuracy on monthly basis Work closely with finance on costing, processing commissions, L/C evaluation and payments Ensure payment realization within agreed terms and maintain DSO within limits defined by BU finance Ensure receipt & accuracy of product forecast from customers & provide the data to supply planning for inventory planning Preparing, whetting, negotiating and signing supply agreements, contracts, CDAs etc. with customers in close co-ordination with legal Ensure timely escalations both on customer end as well as within Cipla to successfully fulfil customer expectations by presenting clear, concise information to highlight issues & trade-offs Present business performance in monthly reviews, other business forums, provide inputs for API MOR Drive & implement Cipla’s sales strategy & policy for API to enhance Cipla’s brand presence & product reach Identify market trends, customer needs and competitor strategies by gathering market intelligence and understanding the developments in region to retain existing customers and attract new customers/projects Develop seedings & lock-ins for new / commercial products Develop & maintain business responsiveness to customers through frequent communication with customers Grow API Plus into select markets for greater value addition Attending various trade fairs like CPHI to have a forum for high-level strategic meetings with key decision makers, timely educational programs, expand the network of customers through Frequent visits to target countries, and gain insight into industry trends, markets, and those issues impacting pharmaceutical development and manufacturing Perform Business Analytics and provide Strategic inputs for future growth of business Prepare annual budgets and 5-year strategic plan to drive business Perform data analysis using various databases viz. historical sales analysis, IMS, Newport, EXIM etc. to derive new leads, market stats and making key pricing decisions Perform Competitive benchmarking to assess risks & opportunities Review Potential operational gaps that can lead to delay & assist in developing recommendations/solutions for quick resolution Recommend new products to existing & new customers to boost the future pipeline. Share new product opportunities with portfolio & provide sales forecast to the Planning Team based on market knowledge Coordinate with various cross functional teams for smooth functioning of business Effective internal co-ordination with different stakeholders viz. regulatory, planning, production & logistics to ensure timely service to the customers Coordinate with legal for preparing supply agreements, contracts, CDAs etc. Coordinate with finance for costing, processing commissions, and LC term evaluations and payments Effective team player to impart and gain product, customer, market knowledge with colleagues to recognize and seize business opportunities Major Challenges Driving sales in highly competitive & price sensitive market Delay in new molecules launch leading to loss of market opportunities Coordinating with multiple stakeholders internally as well as externally across geographies & ensuring consensus New interventions in the API plus business space Key Interactions Internal Production & Planning team to highlight & streamline delivery issues for key projects (weekly) Regulatory for registration related issues in various countries (daily) Finance for pricing and agent commission (need basis) Legal for agreement related issues (need basis) External Overseas Customers on daily basis for new projects as well legacy supply requirements. Follow up for forecast. Dimensions Total Budget of USD ~ 20 mn for Europe Markets Key Decisions Decisions Agent appointment Issue credit to new customer To Head – API Regional Sales Supply & Distribution agreement, CDA’s Offering prices & negotiation with customers to a margin threshold Comments: Skills & Knowledge Educational qualifications: Graduation or Post-Graduate in any life sciences. Degree or diploma in management is preferable Relevant experience: 7-10 years of experience in sales and business development in a pharmaceutical organisation Must Have International Travel Experience & willing to travel on regular basis. Show more Show less