Pricing Manager - Pharma

Job Purpose:

Partner with diverse Business functions such as Sales and Marketing, Legal and Compliance to ensure appropriate decision analysis support and play a key role in finalising Budget and resources and monitoring actual performance on Key Performance Indicators, in order to achieve long term sustainable and profitable growth.

Key Accountabilities:

Accountability Cluster:

Major Activities / Tasks:

I. I) Analytics in Pricing of India Business RX & GX products:

- Drive quarterly and annual price hike in coordination with CFMs aiming topline benefit in time.

- Provide Insights to Business on the products' pricing governed by NPPA and make informed decisions.

- Support business to achieve the Top line and bottom-line numbers as per therapy budget via pricing.

- Driving analytics and possibility of top line benefit by proper planning of Hike & MRP Implementation on new stocks.

- To continuously thrive towards providing actionable insights through Big data analytics.

- Maintaining Price Master with details of MRP, Margins alongwith hike due date for all products.

- Providing Insights on Budgeted Hike due date for each of the products and ensuring actual hike is taken as per Budgeted Plan.

II. Addressing notifications and notices of NPPA:

- Responsible for addressing notification issued by government (NPPA) and complying with all the regulatory requirement.

- Addressing demand notices received from NPPA with supporting and reasoning.

- Preparing submissions to be made to NPPA for Preliminary Notices received & other data asked for by NPPA

- Help the management in decision making with respect to new launches and upcoming regulatory changes.

- Taking action on all price related notifications and providing the Business with Insights as regards Impact & Mitigation Plan to reduce the impact on Business.

III. Automation & Simplification:

- Drive automation of reports through advanced IT platforms like QlikView to reduce manual process and save time.

- Automate the P&L and pricing process through SAP / Qlikview to capture the date effectively for any detailed reports and review and minimise errors.

- Leading project on automation of existing data into single platform and driving insights from it.

- Driving Automation Project through vendors and successfully completing the UAT & Validation and ensuring Go-Live of the reports developed.

- Blending finance and non-finance data and come up with analytics for top line and bottom-line benefit.

- Drive predictive and prescriptive analytics in coordination with cross functional team.

IV. Provisions & MIS:

- Making timely provisions for MRP Audit related cases & products which are Launched at Risk.

- Anticipating the Demand that can be raised in future and making provisions in books after discussion with Legal Team.

- Providing MIS related to MRP, PTR & PTS to Project Naveen Team, IMS team & our Internal teams by preparing one consolidated master.

V. Critical Stake holder management:

- Resolving the queries of Internal & External Auditors by maintaining proper records & working out calculations as is necessary.

- Preparing SOP for all processes and ensuring their compliance.

- Ensuring MRP updations in system at material level for all products & at batch level for P2P & LL products & providing approvals wherever necessary for the MRP & stock acceptance.

- Monitoring the process change for Hike and ensuring that Inventory is packed with correct MRP as per defined process.

- Taking effective & immediate decisions on any deviations in MRP and providing suggestions & action plan to Depots.

Major Challenges:

- Dealing with multiple stakeholder

- Overcome by: Conducting regular meeting by communicating the agenda well in advance and assigning responsibilities, regular monitoring of the action plan and follow ups.

- Dependency on Multiple IT systems

- Overcome by: Coordination with IT team and automating reports in Qlik view through integration of various IT systems.

Key Interactions:

- Internal

- External

- India Business Head: As and when required to discuss on P&L, Latest Business Estimates, Monthly operational Report, finalising Budgeting, finalising Pricing, finalising product discontinuation, finalising any In-Licensing deals.

- India Marketing Head: As and when required to discuss on monthly P&L and Latest Business Estimates, Proposing Pricing, Proposing Product discontinuation , Discussion on improving Gross Margin through various initiative , Discussion on In-licensing deals , Discussion on performance of Key KPI's of business.

- Business Development Team: As and when to discuss and evaluate In-license deals

- India Business Strategy Head: As and when required to discuss on various projects.

- Field force: Monthly interaction during Market visit on territory performance, support required and sharing observation on market visit.

- Corporate affair Team: Monthly discussion on Pricing compliance and opportunities.

- Supply Chain Team: Monthly discussion on Stock Outs and inventory management to maximise the pricing benefit.

- Distribution Team: As and when required to discuss on DPCO implementation, Revenue recognition, Distribution Budget Variance.

- IT team : Monthly to review status of projects for automation

- Peer Team Member: Monthly Meeting to drive objective set by India Business.

- Corporate Accounts Team : Monthly discussion for Month closing activities , Provisions , Revenue Recognition , IFC adherence

- Internal Audit Team: Annually on conducting audit of Budgeting, Pricing and Marketing spend activities.

- Investor Relation Team: Monthly to share business Insight and answer the question asked by the Investor relation team.

- Central FP&A Team: Yearly on submitting the Budget and Monthly on submitting MOR and addressing any query raised by the team

- Procurement Team: As and when required to discuss on new SOP, deviation of process by marketing and tracking actual Vs Budget for promotional material.

- Costing Team: As and when required to discuss on annual costing for budgeting, costing of new product, Major variance Std. Vs Actuals etc.

- Contract Manufacturing Team: Monthly discussion to approve increase / decrease in processing charges.

- Legal Team: As and when required to discuss on any specific agreement.

- M&A team: As and when required to discuss on probable acquisition and divestment.

- HR team: Annually to prepare Manpower Budget and Monthly to discuss on Variance Vs Budget.

- Stockiest & Chemist : Monthly interaction to discuss on overall performance of Pharma Market , Cipla's performance , Performance of New products, PPP Performance , DPCO impact , Any new initiative by competitor to fuel growth.

- Doctor's: Monthly interaction during market visit to understand Cipla's performance , MR Visit frequency , View on recent regulatory norms , Ideas for growth , Specific Molecule Cipla to focus on.

External Auditor : Annually on IFC Process compliance

Other Consultants :

- As and when required, Assisting Consultant in driving the organisational goal through various process

- Seeking Consultant help in driving pricing opportunity, Beyond regular pricing process.

- Yearly Discussion with IMS consultant on Cipla's performance Vs Market.

- In-licensing / Third Party Vendor: As and when required on various matters.

Dimensions:

- Span: 1 Trainee

- Review and Finalise Budget for India Rx Business (7 Clusters) with revenue of INR 8000 Cr and Management contribution of 3400 Cr.

- Product Pricing : of approx. 1500 SKU's

Key Decisions:

- Decisions

- Recommendations

- Pricing of products

- Budget Final Approval

- RM/PM Produce Vs Destroy

- In-Licensing deals approval

- Processing Charges approval

- Product Discontinuation

- FG - Destroy Vs Sample

- Exception approval of procurement

Comments:

Skills & Knowledge:

Educational qualifications: Chartered Accountant or MBA

Relevant experience:

Minimum 1-2 years of experience along with strong financial and business acumen and strong action orientation, analytical Skills, interpersonal Skills, problem solving, influencing and negotiation skills.