Commercial Manager (B2B) - KSA, Qatar, Kuwait, Bahrain

Job Purpose: Managing existing partners and products, and selection of new partners in allocated countries to increase market penetration in those regions, and hence achieve sales targets, in line with organization-wide goals for the region.

Key Accountabilities:

Collaborate with existing partners and acquire new partners for end-to-end sales cycles to achieve revenue target for allocated regions

• Ensure to achieve top line & bottom-line revenues for the assigned territories.
• Perform inventory analysis on monthly basis and placing new orders as per forecast analysis.
• Explore new opportunities with Ministry of Health for the regions, to receive special approvals.
• Ensure Tender Business- Collaborate with CFTs for participation & manage current tender supplies.
• Ensure delivery of the order on time, by coordinating with the SCM & Business Planning team.
• Conduct follow-ups with partners for on-time receipt of payments
• Visit the market to understand the market needs and fulfil all requirements.

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

• 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

Identify and recommend new products in existing portfolio to achieve expansion and growth for the assigned countries

• New Portfolio Evaluation- Identify and recommend new products opportunities within allocated countries.
• Prepare end-to-end business cases of new products, obtain prior approvals from CFTs.
• Coordinate with the internal Regulatory team, to process dossiers for new products.
• Coordinate with the marketing team of HQ & partner to provide all support required for launch of new products.

Execute and monitor sales orders for smooth flow of operations

• Resolve major bottlenecks/ issues hampering the execution of orders by conducting regular meetings with Regulatory, order processing and other teams as per the issue
• Validate all documentation related to an order, and then release the order for fulfilment
• Gather relevant data to manage a 12-month rolling supply forecast, to ensure smooth supply and inventory control.

Ensure Legal & compliance in place

• Coordinate with the internal Legal team for all the agreements related matters- S&D, CDAs, LOA etc.
• Reviewing of Legal documents in line with regional legal requirements

1. Skills & Knowledge

Educational qualifications:

MBA from Leading Business School, preferably in International Business

Relevant experience:

• 4-7 years of experience in business development within a pharma company, handling complex business regions, with 1-2 years of on-field exposure
• Well acquainted with Commercial Unit’s backend processes and systems
• Must have strong communication and negotiation skills
• Must has at least 2 years’ experience in KSA market