BU Manager

cap NA Topjobs' client

Our client is one of MNC Pharmaceutical company

post time Posted 86 months ago

Major Accountabilities

Financial and Business Results:
 Responsibility for distributor sales performance, resource allocation and cost management of the business to achieve targets.
 Manage expenditure in place within annual budget (A&P, TFC, HC).
 Responsible for achievement of financial targets of operational plan.
 Ensure annual expense budget is met and maintained within budget parameters.
 Ensure short and long-term market share targets are reached.
 Contribute/lead proactively in conjunction with SFE, HR and Country Head the quarterly / annual incentive system and design (following regional guidance). Actively monitor performance and collaborate with finance for Incentive pay-outs.
 Where applicable, provide input on rebate systems to ensure success in listing of products and resulting distributor sales performance.
Design & Implement the Marketing Plan
Develop the annual marketing plan including objectives and strategies by target customers/ channels, key focus products and product strategies and inform financial forecast for the annual planning cycle. Based on market, competitor and customer insights, and based on deep dive market analysis:
o Develop brand plan of strategic products
o Develop launch plan of new products
o Develop and implement key marketing programs/ tools
o Commence clinical projects for strategic products (if applicable)
o Launch new products with excellence
o Develop and manage KOLs in conjunction with field force team
o Explore opportunities to maximize the medico-marketing interface
 Translate brand objectives into distributor sales metrics/ targets that guide distributor sales plan execution.
 In conjunction with FFE to develop the field force call plan.
Drive Business Analysis and Understanding
 Drive analysis of in-market performance of products, customers and competitors via IMS analysis.
 Lead analysis of competition across all business segments to identify their strengths, weaknesses and the threats they pose, identify which competitors to target, and anticipate how they will most likely respond.
 Establish mechanisms to analyze track and communicate economic, market, and competitive trends
that are relevant to the market.
 Require on-going performance assessment of in-year marketing programs via requisite methodologies.
Document prepared by:
Date of issue: 2
 Provide on-going organizational thought leadership on state of business performance, causal factors and indicated actions.
 Respond quickly to changing market dynamics, program performance, etc and develop recommendations for reallocation of resources, as needed.
Influence to Action
 Responsible for providing the needs to optimize the product portfolio within the country and identify portfolio gaps, and aligning with country and regional portfolio manager.
 Collaborate with Supply Chain to ensure accurate forecast.
 Work with finance team to inform financial view (LF) processes.
 Collaborate with BD&L for portfolio strategies and licensing-in/out.
 Significantly contribute to the development of the 5 year strategic plan.
Customers focus and management
 Develop and maintain close wholesaler relationships (or relevant distribution channels) to develop long term partnership with commercial customers.
 Communicate across divisions to align and update on the respective commercial strategies/ tactics partnership.
People & Organizational Development:
 Recruit, develop, retain and motivate staff by assuring development and advancement is in line with talents and expectations.
 Responsible for setting performance management objectives based on department targets and assessment of individual performance vs. objectives.
 Actively coach and partner with direct reports to grow the team capabilities.
 Ensure an optimized organization structure to support business growth
Compliance:
 Ensure that field force operations are carried out with the highest level of ethics, in line with Company SP3 policies), industrial code and local law/regulations.
 Ensure that all compliance trainings are executed in timely manner within the field force.
Others:
 Perform additional tasks/projects as assigned and discussed with direct/functional manager.
Key Performance Indicators
Financial and Business Results:
 Distributor Sales targets
 Expense budget
 Country Revenue
 Market share
 Budget adherence
 Execution rate of expenditure
Strategy/Market Focus:
 Delivery and quality of marketing plan: timeliness, detail, insight, innovation
 Business understanding and analytics: competency, accuracy and insight-driven
 Timely and effective product launches with marketing strategy
 Execution of key marketing programs (investigator meeting or study initiation, new products launch
campaign, branding work for strategic products etc
Operational Excellence:
 Tender winning rate
 Field force effectiveness: performance against product targets, product share, key product objectives
 Field force efficiency: ROI on resources deployed, associate productivity, percentage of field force achieving distributor sales targets
 Product launch success: milestones, time to peak distributor sales
 Budget adherence of field force training and motivation/compensation programs
People, Capabilities, and Management:
 Strong culture: employee satisfaction/commitment
Document prepared by:
Date of issue: 3
 Marketing talent management: hire quality, HiPo retention and development
 Retain high performers and high potential
 Create talent pipeline and succession planning
Ideal Background (State the minimum and desirable education and experience level)
Education: A University degree in Pharmacy/Medicine.
Languages: Fluent in English
Experience:  At least 8-10 years’ experience in pharmaceutical marketing, field force ideally in MNC and/or Generics.
 Strong leadership experience.
 Successful record of contribution and/or P&L responsibility.
 Strong ability to communicate with senior management on country and regional level and beyond.
 Good understanding of country, regional and local dynamics, including re