Industry: Pharmaceuticals

Function: Business Unit / Sales & Marketing Leadership

Role Overview:

We are looking for an experienced Business Unit Head to lead the sales and marketing function for a pharmaceutical business unit. The role will have end-to-end responsibility for P&L management, revenue growth, profitability, market expansion, portfolio development, and sales & marketing strategy.

The position will work closely with cross-functional leadership teams to drive business performance, strengthen market position, enhance product penetration, and build high-performing sales and marketing teams.

Key Responsibilities / KRAs:

1. P&L & Business Management:

- Own the P&L for the assigned business unit and deliver topline and bottom-line targets.

- Drive revenue growth, profitability, cost optimisation, and overall business performance.

- Manage marketing and operating expenses within approved budgets.

- Monitor business performance and take corrective actions to achieve financial objectives.

2. Business & Market Growth:

- Develop and execute strategies to strengthen the business unit's position in targeted therapeutic segments.

- Drive market penetration, prescription growth, and portfolio expansion.

- Identify new business opportunities, markets, channels, and growth levers.

- Develop strategies for product portfolio enhancement and commercialisation.

3. Sales & Marketing Leadership:

- Lead and drive the overall sales and marketing strategy across geographies.

- Establish business plans, sales targets, KPIs, and execution priorities.

- Guide sales teams on field-force deployment, productivity, capability building, and performance.

- Strengthen brand visibility, product traction, market coverage, and penetration.

4. Portfolio & Brand Management:

- Drive brand strategy, product positioning, marketing communication, pricing, promotions, and market development.

- Identify opportunities to strengthen portfolio performance and market share.

- Ensure effective execution of marketing initiatives across relevant channels.

- Leverage market intelligence and customer insights to refine business strategies.

5. KOL, Hospital & Key Account Management:

- Build and strengthen relationships with KOLs, doctors, hospitals, and key institutional accounts.

- Develop strategies to increase prescription and market share through strong stakeholder engagement.

- Build sustainable business models with large hospital chains and strategic accounts.

- Leverage clinical and scientific engagement to strengthen portfolio credibility.

6. Distribution & Channel Management:

- Develop and optimise distribution strategies across relevant trade and healthcare channels.

- Drive channel expansion, market coverage, product availability, and business continuity.

- Work closely with distribution and demand fulfilment teams to ensure product availability at key stock points.

- Lead channel transition and expansion initiatives with minimal business disruption.

7. Team Leadership & Talent Development:

- Recruit, lead, mentor, and develop high-performing sales and marketing teams.

- Establish clear performance expectations, KPIs, and accountability mechanisms.

- Build sales-force capability and improve field-force productivity and stability.

- Develop internal talent and succession pipelines for critical roles.

8. Supply Chain & Commercial Coordination:

- Partner with Supply Chain, Distribution, Regulatory, Medical, Finance, and other functions to ensure seamless business execution.

- Coordinate demand planning and product availability in line with business requirements.

- Monitor supply and logistics costs and identify opportunities for efficiency improvement.

- Ensure alignment between commercial plans and operational execution.

Key Requirements:

- Bachelor's degree required; MBA/PGDM in Sales & Marketing or Management preferred.

- 10 - 20 years of relevant experience, with a minimum of 2 years in a P&L management role within the pharmaceutical industry.

- Pharmaceutical industry experience is mandatory.

- Proven experience managing a pharmaceutical business/portfolio with ownership of revenue and profitability.

- Strong experience in Sales & Marketing leadership, business strategy, market expansion, and portfolio management.

- Experience in Critical Care, Injectables, Hospital Business, or relevant pharmaceutical segments will be preferred.

- Strong understanding of the Indian pharmaceutical market, sales ecosystem, distribution channels, and healthcare landscape.

- Demonstrated track record of achieving and exceeding business targets.

- Experience in leading and developing large, geographically distributed sales teams.

- Strong commercial acumen, strategic thinking, analytical ability, and stakeholder management skills.

- Strong communication, presentation, negotiation, and leadership capabilities.

- Proficiency in MS Office and familiarity with CRM and sales-management platforms.

Industry Requirement:

- Candidates must have pharmaceutical industry experience. Candidates without relevant Pharma experience will not be considered.