Job Summary/Main Purpose
- The main purpose of the role is to develop business strategies and ensuring their alignment with Julphar Corporate objectives. The goal of the position holder is to secure and increase the category's Sales volume, achieve market share and sales top line & bottom line to drive budget along with growth.
- Ensure end to end overseeing of all operations and business activities to ensure they produce strong revenue growth and profitability improvements.
- The Cluster HOD provides general management over sales and marketing and support functions for Julphar international markets.
- Overall responsibility for identification of emerging risks in the markets, ensuring compliance with Julphar policies and applicable industry standards, laws and regulations, and building a "Tone at the Top" that reinforces integrity, ethical values and compliance.
- The incumbent provides general management over sales and marketing and support functions for Julphar international markets. Must be working closely with Corporate management team, to ensure strong collaboration and synergies.
- The role holder should be strong in business acumen & operations management and having a strategic imperative to foresee the market projections, under the guidance of CCO, the person is responsible to implement CRM initiatives, do market intelligence to recommend future product categories and new molecules which are predicted to be successful in coming years.
Geographic Scope:
Managing Julphar Business in international markets across 3 geographical clusters – Africa, Latin America & ITC.
Key Responsibilities & Key Result Areas
Business Leadership
- As a member of the core team working with CCO, the cluster HOD must contribute towards successful implementation of the overall business.
- Responsible to meet financial targets for profit and loss of the company, to ensure revenue growth and launch successfully new products.
- Manage the preparation of budget to achieve the company’s business Plan.
- Develop annual business plans and monitor through regular business reviews.
- Manage key customer relationship and actively develop new business opportunities.
- The role is responsible for continuing to build collaborative partnerships and alliances between the company and its stakeholders including government, authorities, like-minded organizations, sponsors, members, and customers.
- Must ensure that Julphar develops new commercial partnerships, new revenue streams and leveraging relationship to commercially benefit the organization.
- Participate in institutional forms to protect Julphar interest and support the other commercial sub functions like Julphar Diabetes, Julphar Tender Business etc.
- Oversees and evaluates market research and adjusts marketing strategy to meet changing market and competitive conditions in the country/area under responsibility.
- Monitors competitor products, sales and marketing activities.
- Establishes and maintains relationships with industry influencers including the country /area distributors /agents and key customers, eminent and strategic partners.
- Establishes and maintains a consistent corporate image throughout all the area, product lines, promotional materials and events.
- Directs sales forecasting activities and sets performance goals accordingly.
- The HOD will oversee the commercial strategies for Julphar international markets and will be fully accountable for commercial activities execution across all channels.
- Should be in the forefront to lead the income generation, set targets and work across the organization to manage the delivery of commercial benefits.
Operational Leadership
- The cluster HOD must maintain control of diverse business operations, collaborate with CCO to manage key customers in the form of KOLs and key distributors, should be an experienced and efficient leader with leadership skill to inspire large teams, having good mentoring skills.
- The position also requires making decisions regarding improving efficiency of operations.
- Familiar with variety of the field’s concepts, practices, and procedures, relies on extensive experience and judgment to plan and accomplish goals.
- Performs a variety of complicated tasks, leads and directs the work of others.
- Responsible to work with different business development functions to establish strategies.
- Demonstrate leadership of all operations and sales and marketing activities.
- Implements and adheres to the company’s standard policies and procedures and acts as a role-model to all employees.
- Represent Julphar international markets and manage negotiations and relations with distributor and government authorities.
- Monitors performance of the personnel and conducts effective Performance Appraisal as per company policies.
- Develop inventory control systems and establish procurement plans.
- Ensure compliance with all statutory requirements for storing and handling of products and other items subject to government regulations.
People Leadership
- Ensure that the required initial and continuing training of the department personnel is carried out and adapted according to the needs of the organization in coordination with HR and training.
- Drive the country and sales management through objectives, managing Top Line sales performance, developing and motivating staff, providing formal and informal feedback and appraisal – in order to ensure that the highest level of performance is achieved.
- Define an optimum organization structure for the HOD’s various function so that resources are optimally utilized and communications can be executed in an efficient manner.
Core Competency
- High in strategic planning and understanding of bigger picture with proper business acumen, analytical thinking skills.
- Must be resourceful problem solvers and must possess strong leadership skills.
- Demonstrated experience in providing critical market insights to all relevant stakeholders.
- Highly developed written, verbal and presentation & interpersonal skills with the ability to communicate with stakeholders and colleagues at the highest level.
- Experience working in matrixes environments where influence and collaboration are dominant behaviors for success.
- Having leadership competencies & demonstration of capabilities of working cross-functionally in a collaborative manner.
- Results-orientated with the ability to drive and deliver the implementation of new ideas.
- Strong attention to detail, proactive and flexible approach with ability to multi-task.
- Ability to work effectively under pressure and meet established deadlines.
- Ambitious, resilient and driven with the desire to succeed.
- Customer-oriented approach with strong aptitude and innovative flair of mind.
Qualifications & Experience (Knowledge, Skills & Attributes)
- 4 years bachelor’s degree, or equivalent certification in Pharmaceuticals, Business, Marketing, Retail Management or related field.
- MBA is Marketing / International Business is highly preferred.
- Knowledge of international Markets is must.
- 10+ years of extensive management experience, can demonstrate a track-record in delivering sales revenue targets that are not only achieved but exceeded.
- A highly motivated sales & marketing professional with track record of success across Pharma industry.
- Experienced in preparing, monitoring, analyzing and delivering detailed financial plans is mandatory to be successful in this role.
