Director - Sales & Marketing - Formulation Business

Director Sales & Marketing

Position Summary:

Develop, plan, and implement commercial strategies and tactics to drive business growth based on market insights. Lead the team with inspiration, guidance, and support enabling a continuous learning curve and evolution of employees in a result-driven performance culture.

Key Relationships:

Direct Reports:

GM Sales Formulation

DGM Marketing

OTC Sales Head

OTC Marketing Head

Sr. Manager Digital

Total team of 500 people in sales and approx. 1012 people in digital business & marketing

Other Key Relationships:

Director: Operations

Director: Finance, IT, Admin, Purchase & API Business

Head Quarters

Key Responsibilities:

- Responsible for Strategic Planning and Delivery of Business Results and formulate & execute the marketing plan.

- Proactively lead the team in achieving and exceeding goals with strong collaboration with business partners and resources.

- Achievement of primary and secondary sales targets along with aggressive growth objectives expected/desirable growth 1520% p.a.

- Identifying opportunities & exploring markets, generating leads, and achieving desired targets.

- Ability to handle large teams and further scale it up on a fast-track basis.

- Strategic interventions to increase market share and build brands and deliver 10X business models for small businesses.

- Responsible for strategic inputs, KOL initiatives, academic initiatives to develop brands and increase market shares.

- Continuously track markets in collaboration with business partners and resources to align marketing goals with divisional objectives.

- Monitor marketing expenditure and keep it within budget. Identify new marketing avenues digital marketing, social media platforms, etc. for maximum reach.

- Guide and monitor field team to execute marketing strategies and plans. Collaborate with Medical/CRM teams for KOL engagements.

- Engage KOLs/dealers through academic engagements/CRM. Build a motivated and committed sales team through a culture of achievement orientation, rewards, and recognition.

- Conduct joint field work regularly to stay abreast of current market dynamics and customer insights.

- Identify new channels for sales.

- Reduce supervisory costs, improve salesforce productivity, and improve market share.

- Develop key brand as per objectives.

- Develop small-size brands within the portfolio as a first step toward mid to long-term objective of the second brand within the portfolio.

- Effective intervention in low-performing territories ensuring timely decisions for consistent business and growth.

- Identify opportunities to reach new market segments and expand market share.

- Monitor competition and industry trends.

- Training & development of people.

- Prepare techno-commercial proposals and coordinate with business plan and marketing teams.

- Drive strategic planning and implementation to ensure deliverables are achieved year-on-year.

Role Outcome:

- The Director Sales & Marketing will manage all brands, distribution channels, and sales development for the organization.

- He will develop strategic sales plans aligned with company goals to promote growth and customer satisfaction.

- Prime responsibility includes short-term brand development in the OTC segment and developing two brands mid-to-long term in the OTC segment.

- Responsible for P&L of formulation business and delivering profitable growth consistently.

Ideal Experience:

- 15+ years of strong track record in Sales & Marketing and team management.

- Minimum 5 years in GM position and at least 3 years in Director role in a pharma company.

- Responsible for P&L and handling minimum All-India team of 500 people.

- Exposure in OTC market and brand development is a must (besides Ethical division).

Education / Qualifications:

- Graduate/Postgraduate in Pharma or Science

- MBA preferred from a reputed college

Other Personal Characteristics:

- Team Player, Strong stakeholder management

- Attention to detail

- Analytical and influencing skills

- Understanding of different cultures and sensitivity

- Entrepreneurial spirit with hands-on execution capability

- Performance-focused with pragmatic approach

- High Emotional Quotient & Adversity Quotient

- Non-political and high on integrity

- Leadership Traits

- Strategic Thinking

- Sets clear strategy and ensures alignment with team goals.

- Coaches and mentors managers and teams for strategy execution.

- Positions people where they can perform best.

- Uses corrective actions when necessary to meet goals.

Control Mechanism:

- Closely monitors and enforces sales processes for quota achievement.

- Controls daily behavior and execution discipline of sales & marketing teams.

Coaching Adaptability:

- Adapts coaching to diverse selling styles.

- Drives teams to meet/exceed goals with clear direction.

- Generates proactive ideas and motivates people to exceed goals.

- Drives continuous improvement in performance, attitude, and motivation.