Division
Department
Sub Department 1
Job Purpose
Lead 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 vision
Perform 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, optimisation 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 cluster
Key Accountabilities (1/6)
Provide Revenue projections on monthly basis to the management to establish transparent sales visibility for complete financial year on a rolling basis
Lead monthly LBE for the region partner, molecule wise
Finalise 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 plan
Conduct and drive weekly sales update meetings with the business operations team, to ensure LBE achievement
Submit MoM for this meeting, to regional head
Prepare monthly stock liquidation plan for the region
maintain IBP file
follow up for Purchase orders from partner and raise in SAP
Give supply visibility to partners weekly
Connect on teams with partners wkly
Work on Order book gap v/s Budget
Key Accountabilities (2/6)
Manage sales related operational activities for the region to ensure on-time supply of products
Conduct 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 inventory
Establish cross-functional coordination with planning team to check inventory levels and hence reduce cycle time for key/ urgent tenders/ orders
Prepare and update weekly Order Book for the entire region
Follow up with unit planner for timely dispatches
Liase with logistics to plan shipments
Follow up on VCR, BPR, BMR approvals from partner and other stake holders
Key Accountabilities (3/6)
Monitor and evaluate prices of products to ensure they are in line with approved budgets
Track and ensure all product prices are maintained in line with the budgeted primary price defined at start of the year
Arrange 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;
Key Accountabilities (4/6)
Key Accountabilities (5/6)
Key Accountabilities (6/6)
Major Challenges
Non serviceability / delayed delivery of orders due to capacity constraints, trade-offs & technical issues causing penalties raised on the company
To 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 product
No tracking of supply drops v/s committed
Key Interactions (1/2)
Internal
Regulatory & Portfolio team




(daily) for
Product evaluation
Dossier / Variation filing
Product serviceability
Packaging Development
team
(daily) for
Artwork developments
PBOM updating
Logistics team
(daily) for
Dispatches
Freight negotiations
Inputs on monthly LBE
Business Finance team
(daily) for
Costing
Credit block release
Budget / QBR
Planning team
(daily) for
On-time order deliveries
Reduction in lead time for tenders submitted in the region
Advancement of deliveries
Key Interactions (2/2)
External
Partner / Customers / Agents
(regularly/ weekly) for
Order follow-ups
Outstanding payments
Commissions
Regulatory filings
Quality issues
Batch size issues
Forecasting
Market insights
Tender boards
(regular) for
Order follow-ups
Outstanding payments
Special waivers / import permits
Translators
for translation of dossier documents, agreements, promotional material, artworks etc. (need based)
Dimensions (1/2)
Sales Target:
LBE accuracy: >= 95% for DTM B2B
Revenue commitments month on month
Dimensions (2/2)
Key Decisions (1/2)
Decisions
Batch size +/- 10% of order quantity
Key Decisions (2/2)
Recommendations
Recommendations to regional head:
Product pricing
Product selection
Partner selection
Replacement of stock
Sales commission percentage for field force
Credit limits to vendors
Provision for write offs
Marketing expenses control strategies
Education Qualification
Science / Pharmacy graduate with MBA
Relevant Work Experience
Minimum 8 – 10 years of experience in international business development with exposure to operations
Well versed with production planning and regulatory path of Latin American market for Pharma products

📌 Sr. Team Member Business Planning (India)
🏢 Cipla
📍 India