Cipla Looking For Cluster Manager – Large at Mumbai Metropolitan Region Full Time

Job Purpose

Achieving business objectives by initiating deals & taking end to end accountability of business operations which includes partner management, supply chain, regulatory, compliance and driving organic and in-organic growth by new product launches, new partnerships, engagements with MOH officials for B2B markets less than USD 5M

Key Accountabilities

Drive the P&L for the cluster by managing revenue targets, to achieve/ outperform expected top line and bottom line in line with company objectives for the year.

• General and fulfil demand to achieve sales and profit targets for region (27+ countries) by effective engagement with existing partners and establishing new partnerships.
• Design the annual business plan for the cluster based on the 5-year company strategy received from the board
• Drive the team towards achieving the targets by providing support for key customers, and tracking progress in weekly basis
• Liaise with and influence key regulatory agencies connected to MOH for faster registration and minimum rejections of Cipla products
• Manage key account relationships with channel partners to ensure adherence to forecasted orders for steady revenues
• Coordinate with planning lead/ support to ensure availability of products as per forecasted sales, and track placed orders for their delivery schedule, to minimize delay penalties
• Create a stock liquidation plan for the cluster, and proactively place orders for customers, to maintain inventory levels
• Follow up with customers to recover outstanding payments

Provide inputs to the board on desired portfolio and opportunities to enhance Cipla’s presence within the cluster.

• Prepare a dream portfolio for the cluster, on basis of market trends and competition, and validate it against that proposed by portfolio team
• Coordinate with portfolio team to scout for external opportunities such as in licensing, acquiring a company, acquiring a brand etc.) for portfolio products not being manufactured in house
• Participate in negotiations with identified external partners by providing cluster specific know-how to convert the best deal
• Gather business and market intelligence for the cluster on a continuous basis to measure Cipla’s competitiveness, and track product market shares
• Proactively identify new molecules, therapy areas, products, channels, geographies and propose the same to the board for approval
• Design and implement the market entry and launch strategy for new products

Drive the setting up of manufacturing facilities as planned for the cluster, during construction and operations phase, to optimize capex and facility utilization

• Identify suitable land space to set up the manufacturing unit by analysing key questions like capacity of plant, size of warehouse required, logistics costs, area of land etc.
• Identify and negotiate with dealers to obtain the required area for facility set up to ensure costs are in line with estimated capex
• Procure required equipment ensuring the best deal in terms of quality and costing
• Hire local staff for plant operations in coordination with the HR team, to bring plant fully functional
• During operations phase, provide business forecast and product-mix planning to ensure optimum capacity utilization, in close coordination with the plant manager

Perform expense tracking and other administrative and people management/ development tasks on day-to-day basis for smooth functioning of the cluster

• Act as signing authority to approve all expenses related to the cluster (such as travel bookings, on-filed expenses, promotional material designing and printing, event expenses etc.)
• Perform regular manpower planning, by considering skill set of employees, number of employees, manpower costs and reporting structures, to ensure the cluster is rightly staffed to achieve revenue targets
• Recruit resources as required, motivate and empower existing employees by delegating more responsibilities, and guide & coach the team for their personal development within the organization
• Optimize expenses by personally being involved on vendor negotiations (such as with printing vendor for promotional material)
• Prepare and maintain all books and documents required for statutory audits
• Arrange for the social security/ insurance of all employees, as per the law of the region

Perform indirect marketing for the company, to develop and enhance Cipla’s brand image within the cluster

• Develop Cipla’s brand image with key government authorities and KOLs to influence their decision and enhance deals
• Identify and implement opportunities to create brand differentiation of Cipla products from competitors
• Run press releases as required for new products in the cluster in coordination with the corporate communications team
• Attend product specific events and drive Cipla initiated events in the cluster, to enhance brand image

Key Interactions:

• Portfolio team to suggest new products/ therapies/ molecules for the cluster (need based)
• HR for staff hiring, and other employee related concerns (need based)
• Business finance to provide sales and other reporting data, and analyse pricing data (monthly)
• Planning lead to liaise between the cluster and SCM for order and material tracking (daily)
• Regulatory for product registration documentation (need based)
• Medical affairs for conference agenda and content, list of doctors/ CMEs etc. (need based)
• Partners for relationship management & driving sales (regular)
• Regulators for filings and influencing product registrations (regular)
• MOH, Department of Pharmacies, Tendering authorities, Institutions/ Hospitals to drive tender business (regular)

Education Qualification:

MBA with strong analytical abilities and understanding of P&L

Relevant Work Experience

• At least 12 years of total experience with 3 years in a cluster/ country/ region management role
• Understanding of the regulatory environments of the region as well a local language skills highly preferred