HR Manager at Adroit Group
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GM - SBU Head - Transplantation & Nephrology/Dialysis - Pharma (15-23 yrs)
Company: is One of the largest Pharmaceutical Company in India. Co is into manufacturing, and marketing of pharmaceutical formulations, vaccines, and natural products. Its is one of the three largest biotech companies in India
Role: SBU Head - Transplantation & Nephrology (Sales & Marketing)
Designation: General Manager
Reports to Head - Pharmaceutical Business
Location: New Delhi
Directly Reported by:
1.Marketing Manager
2.National Sales Manager
3.Medical Affairs
4. Training (Sales)
MUST HAVE: Total - 15-20 Years of experience. Relevant - last 3-4 years as Head of Speciality division or National Sales Manager on Pan-India basis. Should have handled both sales and marketing in his career so far.
2.4 Preferred Industry - Preferred to have worked in Nephrology / Transplantation / Dialysis / Urology SBU of a pharmaceutical organization with Rs.50 Crore plus annual turnover.
Job Summary
- Responsible for the entire P & L of the business
- Formulate AOP, strategic and tactical plan for the SBU, Suggest new launch etc
- Playing a key role in team building, new product identification and then launch, developing and maintaining relations of the team with key customers, ensuring that the business hygiene is maintained. Would control the expenses to meet the set objectives by the organization.
- Would help Marketing team in developing robust marketing plans and ensuring implementation with the help of the sales team
1. Competencies (KSA)
1.1 Functional -
1.1.1 Must - Pharma Sales, Brand Management and Strategic Planning
1.1.2 Preferred - Exposure to Business Finance.
1.2 Behavioral -
1.2.1 Must - Analytical, People Leadership, Breakthrough Thinking, Communication, Co-Creation, Net working and Institution Building
1.2.2 Preferred - Envisioning
2. Ideal Incumbent Profile
2.1 Qualification - B Sc/ B Pharma & MBA from Premier Institute
2.2 Age - 40-45 years ( 2 yrs relaxation on both the sides)
2.3 Experience
2.3.1 Total - 15-20 Years
2.3.2 Relevant - last 3-4 years as Head of Speciality division or National Sales Manager on Pan-India basis. Should have handled both sales and marketing in his career so far.
2.4 Preferred Industry - Preferred to have worked in Nephrology / Transplantation / Dialysis / Urology SBU of a pharmaceutical organization with Rs.50 Crore plus annual turnover.
1.1 Expectations
Sr. No.
Touch point
Expectations
Head - Pharma Business
Top Line and Bottom Line growth as per plan
Head New Products
Timely identification of New Products as per strategic fit of the organization. ROI of new products being planned
Supply Chain & Logistics
Scientific sampling based requirement of Samples, inputs as per cycle plan.P2P requirements well in advance
Market Research
Use of available research data for making AOP, launches. Customer profiling, positioning etc
R&D Heads
Pulse of the market and New Insights from the field
PH Office
Timely reporting of deviations and make up action planning
Financial Controller
Budgeted expense and profitability.
Chief Financial Officer
Risk analysis and mitigation plan
Human Resources
Reduction in time to fill in, reduction in attrition and effective vacant territory management. Training as per plan
KOL
Their branding, updation with recent developments in their field
Medical Advisor
To co evolve the positioning strategy
Job Inside View (align to 3 & 4 above)
Perspective
Activities
Indicator
Finance
- Making robust AOP based on scientific data and market insights
- Do risk analysis and have the mitigation plan in place
- Brand positioning and tracking
- New and profitable product launch
- Territory assessment and achieving breakeven for all the territories
- Monitoring of MIDs and CEIs to have positive return
Top Line, Bottom Line and revenue through Focus Brands
Customer
- Customer Profiling and review of my list of doctors
- Review of uninterrupted customer contact prorgrammes
- Constantly being in touch with KOLs and top prescribers
- Market visit and review with Channel partners
Customer satisfaction, Market share
Conversion
Process
- Effective utilization of Incentive scheme to drive growth
- Ensuring that the operating channel of distribution is being handled expertly with the objective of speedy availability of stocks everywhere and timely payments by the customers in accordance with the receivable norms of the Company
- Monitor and ensure implementation of sales administration systems
- Review & keep track of performance of brands on weekly basis, and speedy measures to be taken for not only setting the path right but also covering earlier emerging deficiencies.
- Monitoring of Secondary sales data
Turn Around Time, Complete, Error Free, Convenience
People
- Define Business Level KRA's and help drill down the same to First Level of Leadership. Ensure Vertical & Horizontal Alignment. Review Performance and provide Value Adding Inputs for all Red Button Parameters
- To ensure that SBUs- Sales & Marketing teams are adequately trained & directed to perform sales promotion tasks.
- Participation in various scientific symposia- s, sponsorships and Conferences on a long term basis.
- Recruitment & Selection of the Sales & Marketing teams along-with HRD.
- Coordinate with HRD for performance evaluation of the team.
- Resolve all grievances / conflicts or industrial disputes within the SBU in consultation with HR and Legal Department. Resolve any grievances and conflicts in the field force so that their productivity does not get channelized into unproductive tasks.
- Handling all human-relations problems deftly without leaving room of emergence of serious industrial relation problems.
- Build competencies and skills and lead / inspire site leadership teams to achieve stretched targets.
- Complete Employee Assessments, provide objective and timely feedback and review Career Paths
Engagement level, Attrition, Satisfaction Index, No. of belts
IT
Popularize use of emails, SFA, Dashboard etc in your SBU
% improvement in usage of various modules
Innovation
Identify new & innovative streams of revenue generation and profit enhancement
Achievement of Stretched Targets
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