Head - ARV & Hospital Business

Job Purpose

Drive the strategy and development of Cipla Sales & Marketing for the Hospital and ARV business to ensure the integrated success through alignment of all critical functions within the organisation to enable the organisation to generate revenue by increasing sales through successful sales and marketing strategies and thereby achieve its short and long-term objectives. Responsible for overall consolidation of all Hospitals and associated groups with them (Pharmacross etc.) key accounts regarding planning and implementing sales to specific, major accounts where cultivating relationships, identifying opportunities, and account management skills are critical. Manage Hospital Hospital Function and the ARV portfolio

Key Accountabilities

Accountability Cluster

Major Activities / Tasks

• Acts as the Cipla Medpro voice for all Hospital Sales and Marketing functions to the COO and Senior Leadership Team in order to ensure complete alignment within the Organisation.
• Identifies and facilitates local Sales opportunities within the respective regions with the Sales Managers
• Collaborates with the Executive Director of Sales in establishing and recommending the most realistic sales goals for the company
• Provides active input into new business development strategies and how opportunities will impact sales for Cipla Medpro within the specific regions
• Develop in-depth marketing and segmentation strategies aligned to therapeutic categories
• Constructs detailed consolidated customer business plans aligning with marketing, distribution, and logistic capabilities, to meet the revenue and profit plans of the company
• Translates company priorities into sales priorities, identifying implications of pricing strategies, marketing strategies, etc. on both individual customers and on the overall customer base
• Builds relationships characterized by integrity, confidentiality and trust
• Leads the Hospital Sales and Marketing Functions in order to drive a high performing culture
• Ensures that the values and leadership standards are communicated and understood at all levels
• Lead, implement and evaluate a framework for transformation to ensure a culture that is progressive and supports diversity, inclusiveness and values driven
• Create and maintain a team culture that values, recognizes and generates high performance, supports innovation and challenges the status quo
• Provide clear role responsibility, establishing a climate of continuous measurement and performance improvement
• Provides functional feedback on how well Sales and Marketing teams are meeting the needs of the customer and business and delivering a quality service
• Actively supports development of direct reports and high-potential colleagues within and across the Team, providing insights, direction and opportunities
• Develops a Sales and Marketing value proposition that is clear and implementable across the function driven by organisation needs and cross functional requirements
• Develop Client Relationship Management and capabilities relating to Sales and Marketing excellence
• Ensure that the Sales and Marketing team aligns to the values and vision of the Company
• Actively involved in the selection process of the Sales and Marketing team
• Developmental and Implementation of Hospital Sales and Marketing Strategies and Plans on a short term and long-term basis
• Facilitate the development of integrated Sales and Marketing plans and ensures the consistency with the Global Business Strategy
• Focuses on the success of the product portfolio, ensures the product launch process through effective resource allocation, maximises product life cycles, and ensures portfolio optimisation
• Determines and drives standard of delivery on key Sales and Marketing processes
• Ensure that strategic world-class Sales and Marketing capabilities are in place, communicated and operationalized
• Develop and implement a useable and measurable Sales and Marketing strategic scorecard that measures business success and how Sales and Marketing is contributing
• Drives and evaluates the success of product portfolio and drives strategic and tactical portfolio targets within the function
• Ensure the development and implement sales growth strategy for the Hospital sectors.
• Drives Hospital Sales and Marketing Excellence and upgrade policies continuously to ensure Sales Force Effectiveness
• Recommend Sales and Marketing policies and ensures its implementation with regard to new product development, existing product base, market preparation, competitor positions, industry conditions, product life cycles, resource management and micro and macro financial conditions
• Establish, manages and controls by supervising long term divisional plans and planning systems
• Develop short, medium to long-term business plans for all Sales and Marketing areas, initiating new strategies for consideration by Senior Management and translating business plans into tangible objectives for his / her staff
• Guarantees that the Sales Force activities are in line with the local regulations and internal procedures
• Ensure the Sales and Marketing resource is optimized
• Ensure comprehensive call rate as well as achieving territory coverage in excess of 90%
• Ensure maintenance of representatives customer lists to ensure we see the right customer with the right products
• Ensure Sales and Marketing team stays motivated and high morale within in the team is maintained
• Setting of Company Sales targets by SKU up
• Ensure the setting of representatives own hand targets
• Lead a team of Category/product Manager, primarily in the alignment of Strategic Product Platforms, Brand Plans, core campaign materials for brands and best-in-class medical and scientific research
• Set and monitor specific brand objectives and performance indicators (including the budget) for the Therapeutic Area(s), to drive revenue growth across South Africa
• Manage Cross-Functional Alignment to ensure adequate support for the Hospital Sales and Marketing team to achieve their target
• Accountable for the Sales and Marketing strategy of the respective Therapeutic Areas.
• Align key stakeholders with business objectives and strategies
• Ensure alignment and support of all Sales and Marketing staff members as measured by product performance and inputs into business and product development
• Develop processes and plans that integrate cross and up selling capabilities within the Sales and Marketing function
• Develops clear operational strategies and plans that highlights opportunities and risks relating to Therapeutic areas and is transparent and utilised across the business
• Develop and manage Stakeholder Relationships to ensure that the Hospital Sales and Marketing teams are able to perform to its full potential
• Identify and develop key relationships with Cipla global
• Ensure Cipla SA needs are represented at global level
• Regularly interact with line managers to ensure Sales and Marketing teams meet the needs of the business
• Engage and interact with suppliers to explore synergies and opportunities for collaboration
• Ensure a sound relationship with HR/Finance team
• Maintain sound relationship with all key stakeholders/customers
• Maintains a high profile with health authorities, industry bodies etc. in order to positively influence perceptions of the company and its aims
• Engages and interacts with suppliers to explore synergies and opportunities for collaboration
• Ensure a robust Hospital Sales & Marketing Financial Management system so that performance is not hampered because of adequate resources
• Drive Financial forecasting for Sales and Marketing function
• Achievement of both top and bottom line Sales targets
• Identify OTC Hospital opportunities
• Develop the budget for the function, develop/present annual CAPEX /OPEX business plan/budget for the function
• Manage costs relating functional operations
• Responsible for annual Sales and Marketing expense budget
• Approve and manage all Sales and Marketing department related salary packages, increases and appointments
• Continuous salary review and adjustment based on performance to retain top performers
• Key Account Management and Hospital Territory Sales
• Provide strategic direction and oversight in terms of Key Accounts to direct reports in terms of Sales
• Identify and capacitate priority key accounts and Therapeutic areas per region and ensure that teams are enabled to meet demands and requirements, implement priority account strategies and ensure that targets are met at a region and key account level
• Ensure capacity to meet targets per region and per Therapeutic categories
• Drive targets and goals per region and key accounts
• Address escalated risks and problems relating to Key Accounts and Territory Sales
• Managing the ARV portfolio to ensure sales and marketing initiatives deliver on growth and budget.
• Manages sales and marketing of the ARV products and services and ensure consistent, profitable growth in sales revenues
• Drives and implements Cipla ARV Sales Agenda and strategy for the organisation.
• Translates company priorities into ARV sales priorities, identifying implications of pricing strategies, marketing strategies, etc. on both individual customers and on the overall customer base
• Manage profitable results
• Analyses and assists in the impact of new product launches which include all aspects of the Supply Chain.
• Manage the SLAs
• Manage and understand the ARV landscape and ensure that plans are in place to realise such opportunities
• Oversee the tender process for large scale ARV tenders
• Build relationships with key stakeholders and decision makers relating to ARV sales and tenders
• Implement Sales Excellence with the Geographical Region
• Management of Sales Plans
• Sales Reporting and Forecasting
• Cross-Functional and Therapeutic Sales Alignment

Educational Qualifications

• Business Degree
• Post Graduate Degree with Specialization in Marketing

Relevant Experience

• Post Graduate Qualification in Pharmacology or BSc with Honours
• Minimum 5 years of experience of which at least 3 years should be in a senior leadership role in Sales and Marketing in a Pharmaceutical Company
• Experience within Pharmaceuticals, Hospitals and experience in ARVs is a definite prerequisite.