Job Title SBU Head - Revitalite Job Summary SBU Head would be required to develop and Monitor sales marketing strategy to drive profitable growth with increased market share Oversee brand strategies and drive key brand market share and prescription share increase Implement best-in-class sales marketing practices with a drive for innovation The role also requires the incumbent to develop leaders who can shoulder the growth of the business The role requires the incumbent to ensure that the business unit delivers profitability objectives Accountability MAJOR ACCOUNTABILITIES TIME SPLIT SUB-ACCOUNTABILITIES Financial Accountabilities 20 10 20 Revenue - Achievement of HO Objective Key Brands Portfolio - Achievement of HO Objective Profitability as per P L- Net Profit Absolute Value Market Share Growth Objective 10 SBU Brand Market share Gain SBU or Brand growth Vs PM growth Prescription Progress 10 Y-o-Y increase in Rx Weak State Market Share 5 115 of field budget or MS to improve by 1 Brand Management 10 Implementation of the marketing plan Drive Digital initiatives Incremental Innovations NDAC KOL Engagement 10 Meet the NDAC KOL at least once in a quarter Innovation new ideas 5 New business ideas for sales brands marketing practices etc Key Decisions and Authority Limits Decision regarding allocation of budgets for direct investment brands Decision on the strategy for the increase in the market share of the product in terms of IMS ranking and prescriptions Decide on pricing and placement of product Decision regarding the quality and productivity of people Optimal decision making as opposed to reactive stop-gap decisions which then become precedents Decision regarding succession plans for the key positions within the group Decision on implementation of Cutting-edge ideas special campaigns and price pack changes Decisions related to Digital Marketing initiatives Decision regarding the division s marketing strategies implementation timelines to achieve healthy cash flow margins growth market share sales prescriptions Decision on expense revenue budgets Resource pooling plan within the cluster Target setting for territories Areas Regions Zones Brand portfolio management Identification of key brands new introductions Identification of potential candidates for acquisition Decision on implementation of Innovative ideas special campaigns and price pack changes KOL management Decision regarding succession plans for the key positions within the group Decisions related to Digital Marketing initiatives Pro-activeness consistency in the decision-making process Decisions related to motivational schemes - incentives reward system training and development needs etc Decision regarding allocation of budgets for direct investment brands Decision on the strategy for the increase in the market share of the product in terms of IMS ranking and prescriptions Decide on pricing and placement of product Decision regarding the quality and productivity of people Optimal decision making as opposed to reactive stop-gap decisions which then become precedents Decision regarding succession plans for the key positions within the group Decision on implementation of Cutting-edge ideas special campaigns and price pack changes Decisions related to Digital Marketing initiatives Decision regarding the division s marketing strategies implementation timelines to achieve healthy cash flow margins growth market share sales prescriptions Decision on expense revenue budgets Resource pooling plan within the cluster Target setting for territories Areas Regions Zones Brand portfolio management Identification of key brands new introductions Identification of potential candidates for acquisition Decision on implementation of Innovative ideas special campaigns and price pack changes KOL management Decision regarding succession plans for the key positions within the group Decisions related to Digital Marketing initiatives Pro-activeness consistency in the decision-making process Decisions related to motivational schemes - incentives reward system training and development needs etc Major Challenges Keep pace with and align with market developments Needs to be aware of market dynamics fluctuations innovations etc Understands scientifically how various product are placed in relation to competitor products and devise appropriate strategies to deal with them Perform detailed sales reviews for accurate and effective sales management Mitigate Risks and take advantage of being one step ahead of the competition to build a brand during the window of opportunity Understand the market potential and drives the business Make recommendations to Top Management for the acquisition of new companies and products Influence highly intellectual people Doctors about products and therapies Build relationships and develop loyalty with senior customers and decision-makers Establish implement Business Processes and systems Generate healthy cash flow margins Deliver growth market growth To be among the top 3 brands in every brand category Competitor analysis Knowing the competition at each step anticipating their strategies work proactively to have an upper edge Consistent achievement of high productivity incremental productivity Channelize expenses towards the right brands campaigns customers and terrs for high ROI Achieve scale quickly with new introductions Achieve consistency in performance- Both earnings savings Generate prescriptions from every customer Ensure that at least 80 of the field force achieves targets earns incentives Resource pooling within the cluster High accountability To build a team of consistent performers weed out the inconsistent ones Mentoring process to create a new set of leaders Time-bound executions of strategies Excellent understanding of goals responsibilities domain knowledge customer relationship product knowledge in clinic effectiveness of every team member Strong review mechanisms to monitor the progress of various assignments Alignment of field force other support functions with the division s vision goals for better success People-intensive industry- Better coordination man management skills for the smooth functioning of the team Healthy relationship understanding with other support functions for smooth implementation of strategies KRA and KPIs Sl No Key Result Areas Key Performance Indicators A Financial Objective 1 Revenue Generation Achievement of Targets 2 Key Brands Portfolios Achievement of target agreed at the beginning of the financial year 3 Profitability as per Profit Loss P L Statement of the net profit recorded vis-a-vis target B Market Share and Growth 4 SBU Brand Market share Gain SBU or Brand growth vs PM growth Absolute Increase C Prescription Progress 5 Prescriptions Received Vs previous year period Absolute increase D Territory Development 6 Weak States Increase of field budget or Market Share Absolute improvement in Market Share 7 Low PMPM Territory Improve PMPM by 80 of previous year Incremental PMPM E BRAND DEVELOPMENT 8 Digital initiatives Incremental Innovations F NDAC KOL Engagement 9 Meet NDAC KOL At least once a year G Innovation New ideas 10 Innovation New Ideas MS Rx share sales efficiency or savings or people related etc Education skills and relevant experience MBA similar equivalent qualified qualification Science graduation preferable Leadership people management skills Strong influencing and interpersonal skill Collaboration Skills Strategic thinking with superior business acumen Ability to manage large business and complex geographies is essential for this role Ability to manage teams 15 years of experience in Marketing Sales Should have handled similar P L role or if internal promoted then either marketing head or sales head with relevant exposure

📌 Sbu Head (Mumbai)
🏢 Sun Pharmaceutical Industries
📍 Mumbai