Head - International Marketing - Pharmaceuticals

HEAD INTERNATIONAL MARKETING - PHARMACEUTICAL INTERMEDIATES.

COMPANY PROFILE: - Our client is a 25-year-old API manufacturing company with two manufacturing units located in North India. They have USFDA, EU-GMP, WHO - Geneva, KFTA, PMDA and TGA, Australia certifications thereby opening the global markets.

The company believes in planet, people and profits and has a dedicated cell for CSR working on rural schools. It has doubled its profits and turnover in the last three years and is being run by a professional board of both executive and independent directors.

JOB PROFILE - The job calls for a product manager or key account manager role wherein you can either handle a product across the globe or a set of customers limited to a geographical region. The role depends upon the business strategies and your acumen to work across geographies or in defined geographic location.

KEY DELIVERABLES

A. Qualitative:

1. Full time trouble shooter

2. Essential team player, builder, inspire confidence in existing members and inducing New members.

3. Patient Listener

4. Level headed to deal with crises

5. Non judgmental, firm but sensitive

6. Ability to create positive good will

7. Maintain and foster relationships

B. AOP Planning:

1. Territory wise growth to be planned and projected each year

2. Volume of growth will be proposed by him and then he will share with TM and TMS will come with plan to manage this.

3. While doing so, Growth in Revenue and Growth in Cost to kept in mind

4. Predict the product growth tends to Ops and purchase.

5. Special focus on new products.

C. Market watch, analytics and directing action:

1. New gathering, sharing and sensitizing ops, and other teams about price, RM shortages, closure of major competitors and competition trends

2. Monitor competition and their capacity swings, identity problems, anticipate sudden surges or dips demand worldwide. Sensitize sister department on timely basis.

3. Monitor FEX rates and manage process according. Review/Set the price range every quarter with the help of COO/CFO

4. Keep track of defaulting customers and geopolitical issues in main regions.

5. Analyse market potential for existing APIs. Identify and guide Territory manager to getting the market.

6. Record new requests of clients. Sharing / Reviewing with NPD

7. Seek new opportunities with current customers

8. Identity new customer in existing territories through market source and agents.

9. Analyse agents performance, identify replacements or new agents in areas where non exist.

10. Ensure payments and cash cycle

11. Closely monitor NPD cycle and introduce key market at appropriate time

12. Identify gaps occurring in market and bring to notice of NPd /R&D

D. OP Monitoring Management:

1. Monitor territory wise performance of TMA and shortage etc.

2. Help team to negotiate annual contracts

3. Coordinate with OPS team for appropriate production to meet sales needs

4. Interacts with NPD and R&D, update sales team and customers

5. Price negotiation, closure of contracts and execution

6. Accurate sales forecast on monthly. Three month rolling and half yearly

7. Adhere to price and ouality planned in AOP

E. Client Interaction:

1. Regular, periodic face to face meetings with key clients

2. Monitoring key markets, sales of each territory.

3. Meet with BD and R&D teams of clients in order to explore and introduce new products

4. Monitor agents involved for fast tracking of new products

5. Regularly monitor client requirement, Quality, Price, Quality issues and Regulatory issues.

6. Handle crises situation /Product rejection, recall.

7. Monitor payment / cash cycle.

8. Monitor new identified opportunities

9. Ensure monthly telecoms, interaction with agents, distributors, key clients, scanning market for new opportunities-

10. Review customer history sheet

F. Market Expansion:

1. Identify agents / Representatives in market where spread is less.

2. Wherever there is SCl presence expand footprint.

G. MIS:

1. Review monthly, three months rolling, quarterly, Half yearly.

2. Review campaign planning management system plan campaign size.

3. Update the territory management and product tracker systems to monitor, predict and plan action

Contribution to revenue management

1. Closely monitor inventory levels.

2. Help reduce over dues, maintain cash cycles with the customers.

3. Monitor prices based on operations inputs.

Should be a good negotiator

Will have to ensure at least 20-25 % growth in New products and ablest 80% in AOP numbers

PERSON PROFILE: -

Age- Between 35 to 45 years

Educational Qualifications: - Graduate in any discipline with preference for science or pharma graduates. Management qualification is desirable but not a must.

Relevant Experience: - Proven track record of marketing APIs in regulatory markets. Preference to candidates having developed key accounts.

Functional Competencies: -

- Understanding of B2B marketing principles and channels.

- Understanding of API products as well as associated documentation for export.

- Handling of key accounts and demonstrated growth in the same.

- Ability to collate data from various sources for market research reports

- Ability to close the leads with firm orders and on-time payments.

- Well versed in MS office and the internet search tools.

Behavioral Competencies: -

- Good communication skills

- Preference will be given to candidates who know some European languages.

- Ability to work in collaboration with various functions to provide in time delivery to he customer and well as resolution of queries.

- Good presentation and analytical skills

Compensation - CTC 30 to 35 LAKHS

E CHANDRAN

CHIEF EXECUTIVE

THE RIGHT CONNECTION PVT LTD

Contact : 9819256448