General Manager - Institutional Sales - Pharma

Opportunity with one of the leading Pharmaceutical company in India for the position of GM - Institutional Sales. Location - Mumbai

Candidates must fulfill the below mentioned criteria to apply:

1 Should posses relevant experience of atleast 15-20 years.

2 He should be handling the sales portfolios of minimum 50-60 crores.

3 Must have good network with government institutions like Railways, BHEL, Chain of hospitals, ESIC etc & Corporates.

This role is a Head of a - Division- (within India Formulations) for Instar division within the Institutional Cluster and the primary responsibility includes overall P&L management for the Division and provide Vision, Leadership, Strategic Direction necessary to build a world class generic and specialty pharmaceutical operation in the said Division. The key job responsibilities for the role will be to:

- This position is to head Government, Semi Government & Public sector Institutional business pan India.

- The primary objective will be to maximize the market/geography assuring solid financial judgment (full P&L and balance sheet) is applied to all commercial business decisions. This would translate to achievement of business results including growth on top line and EBIDTA targets, overall P & L management, cash flow and delivery as defined in the performance management process year on year

- Drive profitable growth year on year by significantly outperforming the covered market in the Division.

- Build a sustainable demand led business in each geography.

- Developing and executing well-defined business strategies and capitalizing on untapped business opportunities including expansion opportunities in the said geography including establishing and building company products across the said markets.

- Identification of Growth opportunities, including NPD, new therapy area identification & identification of new business extensions

- Conceptualization and generation of Division specific strategy in alignment with the Cluster strategy for geographical scoping, new market entry and new product introduction in affiliates leading to revenue growth for each region.

- Efficient management of all support and back-end activities so that there are no gaps between supply and demand.

- Ensure that the management team and support infrastructure required for achieving profit and revenue objectives are in place and are designed to respond to changing market conditions - ensure an effective team to achieve planned results.

- Team Development within the division and ensure covering all critical talent in respective geographies and business

- Quick recognition of trends and issues that mean a change in course is required, responding with speed and flexibility, and seizing opportunities that are in alignment with Cluster objectives.

- Effectively network to build positive relationships across the organization and ensure smooth working across a cross-functional matrix organization where decision processes are fluid and different stakeholders need to be engaged.

- Anticipates the complexities of the external environment (political and cultural) in which affiliates operate and can manage within this. Work with the Cluster Head to develop and execute a sound business plan for the Division - immediate operating period and long range plans.

- Play a key role in formulating and executing major policies, programs and objectives to promote and ensure the company's continuing success and growth.

- Quick understanding of the government policies and aligning company product portfolio to generate sustainable and profitable business thru participation in tenders and rate Quotations.

- To design and formulate strategy to maximize the business thru Company field staff and Channel Partners, once the Rate Contracts are awarded

- Effectively manage the Channel Partners and drive them to generate business with in the frame work of law of the land.

- To align companies product portfolio with the national / state level health projects / schemes, through a strong knowledge of business and interpersonal relationship with top Administrators / bureaucrats of the country.

- Doing business with Central and state Governments needs complete adherence of government rules and regulations should drive the team to abide by the law of the land.

- Power of Attorney given by the board of Directors of company to sign various agreements and legal documents to be used responsibly.

- Coordinating with the legal department of company to respond to various litigations and summons by government authorities and investigating agencies.

- To ensure litigation free business transactions at all level of business.

Skills & Competencies

- Good understanding of the Pharma market landscape

- Good understanding of regulatory frameworks and pathways for Institutional Business

- Good understanding of the - opportunity- within the geography for growth

- Ability to take necessary steps to manage change and transformation process,

- Ability to provide clarity of direction and decisive action.

- Understanding of the mechanics of the business and vision to define a winning business model.

- Resourceful, strategic and analytical thinker and creative problem solver.

- Driven to deliver quality results on time and in a highly ethical and professional manner.

- Strong communication, negotiation and influencing skills.

- Organized and logical, and at the same time with a high degree of flexibility to change direction when needed.

- Good understanding of business operations management

- Fluency in English

- Travel is an essential part of the role

- Having flair for institutional Business handling a vast range of products.

- Should have a flair to strike relationship instantly

- Having good Public Relation skills.

- Good understanding of the costing of products

- Good understanding of RA and QA related matters

- Ability to motivate internal stake holders such as PPIC, Demand planning, licencing authorities for smooth functioning of business.

- Ability to analyse the market conditions and quoting best possible rates to generate maximum profits with in the frame work of law.