Excel Industries - Head - Sales - Pharma Sector

Profile Description: Sales Head - Pharma

Level: Upto Sr. Manager

Reporting to: Business Head - Pharma

Reportees : Back Office Sales Function

Qualifications: Masters Degree in Chemistry / Bachelors Degree in Chemical Engineering + M.B.A - Marketing

Prior Experience: 10 Years in the Sales and Business Development of Pharmaceutical Intermediates and APIs out of which around 3 years should have been heading the Sales function. Exposure to international sales and marketing will be preferred.

Role Overview:

This position shall lead the sales function for the Pharma Product Group. This position will have a key role in expanding the product portfolio of the Pharma Product Group, building the business and taking the turnover from the current level of Rs 80 Cr to Rs 300 Cr.

Job Description:

Description of Job Element

1. Achieve the Targets for the Sales Function Annual Operating Plan (AOP) Targets, Monthly Operating Plan (OPG) Targets, Market Share and Price Realisation Targets.

2. Achieve the collections (DSO) targets.

3. Customer relationship management

4. New customer acquisition

5. Lead Generation for new products / Business

6. Coordinate with other functions Production, SCM, QA and QC for order fulfillment and meeting of customer requirements

7. Gathering of Market Intelligence Demand / Trend Monitoring, Competitor activities and developing MIS and action plans based on this market intelligence.

8. Contribute by way of market inputs in formulation of the Strategic Medium Term Plan (MTP)

9. Participation in exhibitions and trade shows and networking

Knowledge & Skill Matrix:

Required Knowledge & Skills:

1. Domain Understanding - Pharma Markets - Products / Therapeutic Segments (Which will help the person develop insights w.r.t. Market Opportunity, Market Size, Broad Trends, Factors affecting demand, competitive landscape, Opportunities and Threats) and the ability to use the domain understanding in his / her day to day sales job - Expert

2. Understanding of Chemistry Specifications, impurity profiles, analytical methods, chemistries / ROS, processing methods Practitioner - Proficient

3. Knowledge and understanding of regulatory affairs - Adequate

4. Commercial Acumen and knowledge INCO Terms, International payment terms, logistics, commercial taxation and commercial law - Practitioner - Proficient

5. Interpersonal Skills : Expert

6. Communication Skills : Expert

7. Rational Decision making data analysis and application to decision making : Practitioner Proficient

8. Change Agility Tactical ability to respond to changes in the environment and take mid-course corrective actions : Advanced

9. Team Work / Collaborative Working : Advanced

10. Execution for results Results orientation : Advanced

11. Integrity : High