Commercial Manager B2B (MENA)

1. Job Purpose

Managing existing partners and products, and selection of new partners in allocated countries to increase market penetration in those regions, and hence achieve sales targets, in line with organization-wide goals

Key Accountabilities

P&L responsibility for allocated markets in Middle east

• Achieve annual sales and profit targets for the allocated counties
• Prepare and drive strategy for long term growth (15% CAGR)
• Building and maintaining partner relationships
• Wishlist preparation for the region and Identifying product source through discussion with P2P and SCM team
• Getting price approval from finance for newly identified products
• Work on price renegotiations with partner
• Brand name finalization and new product specification approval from partner
• Work with Business planning, P2P and SCM team in timely servicing of orders to meet the on time delivery targets.
• Discuss with partner to place orders in line with annual forecast & budget
• Identify and participate in tender opportunities

Driving portfolio for the region and resolve regulatory issues for existing products

• Work on identifying new products for the region through discussion with portfolio, P2P and BD team & IMS analysis
• Monitor filings for the region through bi-weekly calls with RA and partners
• Resolve variation issues and renewal filings issues of existing products for the region

Lead Localization project

• Work on existing projects for Localization in ME for various market
• Drive the cross functional teams to deliver localization targets
• Find new opportunities for localization as part of growth for the region.
• Negotiation and signing of deals with partner for localization project

Generating new business leads

• Reaching out to potential partners in MENA to identify new product opportunities
• Presenting Cipla’s capability and portfolio to potential partners
• Signing CDAs
• Negotiating commercials for new products and singing deals

Major Challenges

• Managing VUCA businesses in Middle east involving large product portfolio with multiple challenges of supplies and regulatory
• Co-ordination with multiple cross functions

Skills & Knowledge

Educational qualifications:

MBA from a premier institute, and preferably having a Pharma background

Relevant experience:

• 6-7 years of experience in Sales and marketing & Key account management role within a pharma company, handling complex business regions
• Must have strong communication, and negotiation skills