Division

Department

Sub Department 1

Job Purpose

To support the Cluster Finance Therapy manager and partner with diverse business functions such as Therapies cluster head and marketing/sales/others teams, to ensure appropriate strategic and decision analysis support and play a key role in driving Budget/targets, resources and monitoring actual performance on Key Performance Indicators, in order to achieve long term sustainable and profitable growth vs market.

Key Accountabilities (1/6)

Financial Performance Evaluation - Review and analysis of business with respect to key financial drivers and financial performance of the business in order to achieve the Top line & Bottom line as Budgeted for the year

- Deliver topline and bottomline targets through financial reporting and analytics and manage contribution improvement initiatives
- Monitor and Evaluate key KPIs of India Rx therapy cluster and share findings and highlight key areas for effective action to Cluster Finance Therapy Manager & the therapy
- Drive better product mix by identifying and implementing COGS reduction & finding pricing opportunities in order to ensure improvement in Gross Margin
- Prepare performance insights and publish monthly dashboards - provide insights to business by in order to drive growth and improve profitability
- Report Variance Analysis Actual Vs Budget in comparison to the Last Year in order to achieve sustainable growth
- Ensure implementation of Pricing as proposed in Budget
- Prepare and evaluate the sourcing matrix to maximise the Fiscal and Excise Benefit and minimise COGS

Key Accountabilities (2/6)

Business Partnering - Partner with businesses effectively in order to ensure long term sustainable and profitable growth

- Prepare and regularly monitor the Therapy Cluster Budget
- Ensure focus on quality of topline and understanding drivers of growth for the therapy through insightful MISs(PPP products and new launches)
- Analyse competition and provide insights to achieve market beating growth
- Evaluate and vet the assumptions for In-Licensing deals Prepare LBE and share revised target with the Management on real time basis in order to communicate the same
- Prepare and implement a mitigation plan against DPCO Loss (Price loss on account of Price control regulation) in order prepare for the market risks
- Propose discontinuation of certain products in order to ensure complexity reduction (5%)
- Prepare Monthly Operations report for Therapy cluster Business
- Prepare ROI of major spends and review bonus scheme to ensure effective utilization of funds
- Market Visits– Plan visits to gain market/competition insights

Key Accountabilities (3/6)

Stakeholders Alignment – Steer business agenda through ensuring stakeholders buy-in across cross functional teams

- Evaluate PSC and new product cases monthly – with Business development team




- Analyse & find opportunities for Product cost reduction with Supply Chain
- Prepare ROI optimization and identify improvements on marketing spends by reducing the red ROI activities;
- Reduce inventory levels and have a explicit plan along with the therapy for near expiry.
- Marketing initiatives/Incentive allocation – with depot/field force

Key Accountabilities (4/6)

Simplification - Drive simplification through automation and prepare SOP to ensure activities are process driven and effective

- Drive automation of reports through advanced IT platforms like QlikView in order to reduce manual process & save time
- Identify and execute areas of process simplification for therapy to drive improvement in Bias for Action

Key Accountabilities (5/6)

Key Accountabilities (6/6)

Major Challenges

Dealing with multiple stakeholder including Therapy Cluster Head & marketing/sales/other teams

Overcome by: Conducting regular meeting by communicating the agenda well in advance and assigning responsibilities, regular monitoring of the action plan and follow ups. providing timely MIS reports/regular follow ups/in-person meeting

Dependency on Multiple IT systems

Overcome by: Coordination with IT team and automating reports in Qlik view through integration of various IT systems.

Hyper Competitive market leading to challenge in mix improvement/special rate business negotiations

Overcome by: Initiate new/relevant MIS reports to Improve the depth and coverage of analytics (including IMS/ORG/secondary sales analysis etc)

Manage and monitor stock situations in the market

Overcome by: Discussion with supply chain team to manage in market inventory for key SKUs

Key Interactions (1/2)

- India Business Cluster Head: As and when required to discuss on P&L;, Latest Business Estimates, Monthly operational Report, finalising Budgeting, finalising Pricing, finalising product discontinuation, finalising any In-Licensing deals.
- India Business Cluster Marketing & Sales Teams: Regularly discussion on monthly P&L; and Latest Business Estimates, Proposing Pricing, Proposing Product discontinuation , Discussion on improving Gross Margin through various initiative , Discussion on In-licensing deals , Discussion on performance of Key KPI’s of business.
- Business Development Team: As and when to discuss and evaluate In-license deals
- India Business Strategy Head: As and when required to discuss on various projects
- Field force: Monthly interaction during Market visit on territory performance, support required and sharing observation on market visit




- Supply Chain Team: Monthly discussion on Stock Outs and inventory management to maximise the pricing benefit
- Distribution Team: As and when required to discuss on DPCO implementation, Revenue recognition, Distribution Budget Variance

Key Interactions (2/2)

- Peer Team Member: Monthly Meeting to drive objective set by India Business
- India FP&A; Team: Yearly on submitting the Budget and Monthly on submitting MOR and addressing any query raised by the team
- Procurement Team: As and when required to discuss on new SOP, deviation of process by marketing and tracking actual Vs Budget for promotional material.
- Contract Manufacturing Team: Monthly discussion to approve increase / decrease in processing charges.
- Legal Team: As and when required to discuss on any specific agreement.
- M&A; team: As and when required to discuss on probable acquisition and divestment
- - Stockiest & Chemist: Monthly interaction to discuss on overall performance of Pharma Market, Cipla’s performance, Performance of New products, PPP Performance, DPCO impact, Any new initiative by competitor to fuel growth.
- Doctor’s:- Monthly interaction during market visit to understand Cipla’s performance, MR Visit frequency, View on recent regulatory norms, Ideas for growth, Specific Molecule Cipla to focus on.
- External Auditor:- Annually on IFC Process compliance
- Other Consultants –
- Seeking Consultant help in driving pricing opportunity, Beyond regular pricing process.

Yearly Discussion with IMS consultant on Cipla’s performance Vs Market.

In-licensing / Third Party Vendor: As and when required on various matters

Dimensions (1/2)

- Prepare, review, finalise and drive budget for Sub-therapy in respective India Rx Cluster
- Geography: All India (36 depots, 100+ mini regions)
- Product Pricing : of approx. 100+ SKU’s in each sub therapy.
- Other Key decisions: Costing, Procurement, Supply Chain for Inventory Management, Business Development, Product discontinuation
- Span of Control: 1 off role report
- Measuring Manpower productivity:

Dimensions (2/2)

Key Decisions (1/2)

Pricing of products

FG – Destroy Vs Sample, RM/PM Produce Vs Destroy

Driving Topline and P&L; delivery

Product Discontinuation

Implement margin improvement initiatives by partnering with cross function teams

Exception approval of procurement

Processing Charges approval

Key Decisions (2/2)

Budget Final Approval

In-Licensing deals approval

HR initiatives/activities

Cross functional project suggestions, Project support for Global CFO or India CEO

DPCO Mitigation Plan

Education Qualification

MBA or Chartered Accountant

Relevant Work Experience

Minimum 2-4 years of experience with strong financial and business acumen and strong action orientation, analytical Skills, interpersonal Skills, problem solving, influencing and negotiation skills

📌 Cluster Finance Manager (Maharashtra)
🏢 Cipla
📍 Maharashtra