Job Summary:
The Head of Institutional Business will be responsible in identifying new opportunities in Government, Semi-Government sectors, Hospitals, and clinic networks in Pakistan. The role requires building strong relationships to drive the growth of institutional channels for Getz Pharma's products. This includes establishing timely product listings, leading tender business efforts, and developing partnerships with key government and non-government stakeholders.
Key Responsibilities:
Tender Process Management:
Provide guidance, analysis, and management of the tendering process, from preparing tender documentation to contract award.
Strategic Planning & Market Share Growth:
Develop and implement annual marketing plans for the Institutional/ Government Business, including forecasting and recommending sales strategies to maintain and increase market share.
Tender & Costing Policies:
Create work plans and develop tender and costing policies. Prepare, negotiate, and manage tenders and direct purchasing opportunities with government and institutional bodies including military, navy, air force, police, rangers, private, and educational institutions.
Tender Analysis & Compliance:
Analyze tender documentation to ensure full understanding of products, services, quantities, delivery deadlines, terms, and conditions. Ensure compliance with QCBS (Quality cum Cost-Based Selection) for evaluation.
Bid & Proposal Management:
Oversee the bid and proposal cycle from start to finish, including preparation and submission of necessary documentation.
Project & Profitability Management:
Develop a business case for each project, ensuring target profit rates are maintained.
RFQ Management:
Prepare "Request for Quotation" (RFQ) documents and analyze and compare responses from suppliers/vendors based on price, delivery timelines, terms, and conditions.
Reporting & Coordination:
Provide timely reporting, forecasting, and recommendations to Planning and Supply Chain management. Establish effective communication channels with executives and managers to align sales and marketing activities with business goals.
Market Surveillance & Control:
Exercise stringent control to prevent illegal infiltration of institutional products in the trade market or illegal border crossings. Ensure proper tracking of product expiry logs and validate orders for compliance.
Global Tender Engagement:
Liaise with international networks and represent the company in global tenders from WHO, TGF, the World Bank, and other specialized programs.
Required Knowledge and Experience:
- Bachelor's or master’s degree in business administration, Pharmaceutical Sciences, or a related field.
- Proven experience in Institutional Business, Government, and Tendering processes, with at least 5 years in a senior management role.
- Strong network with government bodies, military institutions, hospitals, and clinics in Pakistan.
- Solid understanding of the tendering cycle and costing strategies.
- Excellent negotiation, communication, and analytical skills.
- Ability to manage multiple projects, deadlines, and stakeholder relationships.
- Strong business acumen with the ability to drive market share and profitability.
- Knowledge of government policies, KOLs, and key decision-makers in Pakistan.
