Commercial Head - Human Pharma

Role Purpose:

Plays a pivotal role in driving the success of the company by leading a high-performing sales team, developing effective strategies, overseeing the entire S&M operation, driving revenue growth and ensuring financial sustainability. He/she needs to possess strong leadership, communication, and strategic thinking skills, along with a deep understanding of the pharmaceutical industry and market trends.

Key Accountabilities:

• Build and maintain relationships with key stakeholders, including customers, partners, and regulatory agencies.

• Achieve national target and market-share.
• Build a good image for the company
• Negotiate and manage contracts with HCPs.
• Participate in medical conferences and exhibits to promote products and network with HCPs.

• Develop and implement a comprehensive S&M strategy aligned with the company's overall business objectives.

• Lead and motivate a team of sales managers to achieve ambitious sales goals and performance targets.

• Provide strategic direction and guidance to sales managers on market trends, competitor analysis, and product positioning.

• Set clear expectations, hold sales managers accountable, and track performance against established metrics.

• Foster a collaborative environment and encourage open communication within the S&M team.

• Recruit, hire, and develop high-performing Sales Managers/Regional Sales Managers who possess the skills and expertise needed for success.

• Provide ongoing coaching and mentorship to Sales Managers/Regional Sales Managers, helping them improve their leadership, communication, and sales skills.

• Implement effective sales training programs to ensure all Sales Managers/Regional Sales Managers are well-equipped to succeed in their roles.

• Facilitate knowledge sharing and best practices within the S&M team.
• Identify and address any challenges or performance issues faced by Sales Managers/Regional Sales Managers.
• Contribute to the development and implementation of company policies and procedures.
• Conduct thorough market research and competitor analysis to identify trends, opportunities, and threats.
• Stay abreast of industry regulations and ethical considerations to ensure compliance.

• Develop and implement pricing strategies based on market analysis and competitor pricing.
• Negotiate contracts and agreements with key stakeholders, including distributors and healthcare providers.
• Develop and manage promotional campaigns to raise awareness and generate demand for the company's products.

• Stay informed about and adapt to changes in the pharmaceutical industry and healthcare landscape.
• Develop and manage the S&M budget, expenses, and promotional activities budget, ensuring efficient allocation of resources and investments.
• Track key financial performance indicators (KPIs) such as revenue, market share, and return on investment (ROI).

• Prepare and present financial reports to senior management, providing insights into sales performance and market trends.
• Identify areas for cost-saving and improve financial efficiency within the S&M operation.
• Utilize various communication channels to connect with internal and external contacts, including:

Qualifications & Requirements:

• BSc of Pharmacy or equivalent
• Preferred to hold MBA

• Min 25 years of experience out of which Minimum 5 years of experience at the same position
• Strong leadership skills to inspire, motivate, and guide a high-performing S&M team to achieve ambitious goals.
• Ability to analyze market data, identify trends, and develop effective S&M strategies aligned with business objectives.
• Excellent written and verbal communication skills to clearly articulate vision, provide feedback, and influence stakeholders.
• Ability to build strong relationships with diverse individuals, including team members, customers, senior management, and external stakeholders.
•  Skilled in making sound decisions based on incomplete information, under pressure, and with a high degree of accountability.
• Ability to identify and solve complex business challenges, develop creative solutions, and adapt to changing market conditions.
• Skilled negotiator who can secure favorable outcomes for the company in contracts, deals, and partnerships.
• Ability to handle stress, overcome challenges, and adapt to change in a fast-paced and dynamic environment.
• Strong commitment to ethical conduct and adherence to all relevant regulations and industry standards.
• Ability to understand and respect diverse cultural backgrounds and communication styles.
• Change Management: Ability to effectively manage change initiatives within the S&M team, ensuring smooth implementation and employee engagement.
• Skilled in identifying and mitigating potential risks associated with S&M activities.
• Ability to deliver clear, concise, and engaging presentations to diverse audiences.
• Deep understanding of sales methodologies, marketing principles, and effective strategies for driving revenue growth.
• Thorough understanding of the pharmaceutical industry landscape, including market trends, competitor activity, and customer needs.
• Skilled in financial analysis, budget management, and interpreting financial data to inform strategic decisions
• Possesses expertise in identifying new business opportunities, developing partnerships, and expanding market share.
• Skilled in analyzing data to identify patterns, track performance, and make data-driven decisions.
• Proficient in using various software tools for sales force automation, data analytics, customer relationship management (CRM), and project management.
• Strong understanding of relevant regulations and ethical guidelines within the pharmaceutical industry.
• Skilled in coaching, mentoring, and developing high-performing sales managers and S&M teams.
• Possesses a global perspective and understands the dynamics of international markets and diverse business cultures. Continuous Learning: Commitment to lifelong learning, staying up to date on industry trends, and actively seeking opportunities for professional development.
• Demonstrates professional level in understanding & communicating written & verbally in English.