Business Unit Head - Urology

Major Activities

- Define BU strategy to accelerate growth and pursue profitable growth given India Business priorities

- Finalize targets for the year along with DSH/RBM & Senior Marketing Manager/Marketing Manager

- Manage P&L for the business unit

- Forecast and provide recommendations on the therapy areas/geographies/products to invest in

- Set standards for sales processes

- Drive adherence to financial/regulatory and legal norms within the team

- Review expenses on a regular basis and identify areas for improvement/reduction in costs

- Identify resource optimization opportunities

- Enable business unit structure

- Customize national therapy strategy for own BU along with DSHs and Marketing Managers

- Collaborate with DSHs and Marketing Managers to execute the strategy

- Provide the team the necessary support for strategy execution

- Jointly conceptualize CME programs, advisory board meetings, conferences, etc. with top doctors in the country

- Recommend new product in the pipeline and drive the launch of the same

- Recommend partnerships and mergers for growth of the business

- Ensure optimum deployment of resources, right mix of teams to attain targets

- Lead the acquisition, retaining, rewards, motivation of people, coaching, managerial development, to manage team well, fulfill their objectives

- Analyse reports created by support teams to identify gaps in performance and create plans to bridge the same before they affect business

- Increase efficiencies and reduce redundancies to drive business goals

- Review sales achievement against target, make mid-year corrections to sales plan based on progress

- Enable staffing of the BU structure to leverage value from high-potential territories and support functions.

- Manage the pipeline of talent in the BU

- Identify key talent and ensure they are groomed for future leadership roles

- Drive Cipla's culture within the team and ensure integrity, ethics and compliance

- Align all relevant stakeholders (finance, portfolio, etc.) to ensure BU strategy is being implemented

- Lead a cross functional team comprising HR, finance, marketing, Sales, distribution etc. to achieve business goals

- Meet and maintain relationships with KOLs, KBLs, chemists, key doctors (national and divisional), distributors, stockists, unions for mutual benefit

- Evaluate requests raised by stakeholders (sponsorship, support, engagement programs, etc.)

- Represent and showcase organization capabilities in industry associations and conferences

Dimensions

- No. of BUs: 2-3

- Team Size:

Super Speciality & Speciality: ~50 - 200

Mass: ~400 - 600

- P&L & Management Contribution (different as per therapies and BUs):

Super Speciality & Speciality: ~50-200 Cr. INR

Mass: ~200 - 500 Cr. INR

Relevant experience:

Experience of leading a large and geographically diverse sales team in the pharmaceutical industry; Proven sales track record.

Sales Strategy, Financial Acumen, Performance Management, Change Management, Strategic Project Leadership, Leading large teams, Building and Nurturing Stakeholder Relationships