Job Title

Job PurposeLead Revenue discussion for EM DTM and Manage LBE / Revenues monthly, Qtrly & Annually. To achieve sales targets for the allocated region/country/cluster, in line with overall Cipla visionPerform in-depth analysis to achieve reduction in operational complexities, Resolve Red buckets with cross functional teams, Reduce COPE, Supply visibility to DTM Partners, calculate and Improve OTIF, optimization of cost and improvement in service delivery for products available in the cluster, to ensure no supply constraints are present, thereby drive operational excellence for the clusterKey AccountabilitiesProvide Revenue projections on monthly basis to the management to establish clear sales visibility for complete financial year on a rolling basisLead monthly LBE for the region partner, molecule wiseFinalise monthly rolling forecast for the region (S&OP)Identify major risks and opportunities impacting business in the region/ country, and prepare a weekly update report to submit to Head of emerging markets. Also propose a risk mitigation planConduct and drive weekly sales update meetings with the business operations team, to ensure LBE achievementSubmit MoM for this meeting, to regional headPrepare monthly stock liquidation plan for the regionmaintain IBP file follow up for Purchase orders from partner and raise in SAPGive supply visibility to partners weeklyConnect on teams with partners weeklyWork on Order book gap v/s Budget Manage sales related operational activities for the region to ensure on-time supply of productsConduct regular follow-ups with all stakeholders involved in the sales process, to highlight ‘Red Buckets’ Track partner in-market stocks by following-up with customers/ country managers to maintain minimum agreed levels of inventoryEstablish cross-functional coordination with planning team to check inventory levels and hence reduce cycle time for key/ urgent tenders/ ordersPrepare and update weekly Order Book for the entire regionFollow up with unit planner for timely dispatches Liase with logistics to plan shipmentsFollow up on VCR, BPR, BMR approvals from partner and other stake holdersMonitor and evaluate prices of products to ensure they are in line with approved budgetsTrack and ensure all product prices are maintained in line with the budgeted primary price defined at start of the yearArrange for all approvals as per DOA and Hurdle Rate Policy for the region, for any discounts/ changes in price (such as price directives from MOH, currency fluctuations), over written email with logical justification causing no impact on final P&L Major ChallengesNon serviceability / delayed delivery of orders due to capacity constraints, trade-offs & technical issues causing penalties raised on the companyTo overcome above issues, provide advance intimation to the Business Finance team, on high value tenders & to Regulatory Affairs team to check for serviceability of registered productNo tracking of supply drops v/s committedSkills & KnowledgeEducational qualifications: Science / Pharmacy graduate with MBARelevant experience: Minimum 8 – 10 years of experience in international business development with exposure to operationsWell versed with production planning and regulatory path of Latin American market for Pharma products