Deputy Business Development Manager

Salary: Market related

Location: Midrand

Job type: Permanent

Industry: Pharmaceutical

Reference Number: RDT.S.DBDM.30072024

COMPANY DESCRIPTION:

Our client is an international pharmaceutical company with offices in Midrand and they are looking for a Deputy Business Development Manager to join their team as soon as possible.

JOB DESCRIPTION:

The deputy to the Export and commercial manager will be responsible for spearheading the subsidiary's efforts in strengthening its market reach within designated export countries, namely Namibia, Botswana, and Angola and East Africa (Kenya, Rwanda, Sudan, Ethiopia, Uganda). This role involves strategic planning, establishing and nurturing partnerships, commercial management, and cross-departmental collaboration to ensure the effective distribution and promotion of pharmaceutical products.

The individual will be tasked with identifying new business opportunities, ensuring that the current set up of business with export partners and commercial partners in SA is effective, identifying strategies and tactics to further reinforce it. The role relies on fostering long-term relationships with key partners and navigating the complexities of the export countries. Through strategic planning and collaboration with various departments, the commercial and export Manager will ensure that the subsidiary's goals are met with efficiency and excellence, ultimately contributing to its long-term success in the international market.

This role is pivotal in driving the growth and expansion of the subsidiary's business beyond South African borders. The ideal candidate will be a dynamic and strategic thinker with a passion for international business and a track record of success in similar roles.

MAIN DUTIES & RESPONSIBILITIES:

Export Markets Management

• Develop and execute business strategies to boost market share and revenue in the export markets
• Identify and evaluate new business opportunities, including partnerships, to enhance the subsidiary's presence in existing and potential markets
• Lead commercial negotiations and manage contracts with international partners and distributors
• Collaborate with the Regulatory Affairs department to ensure compliance with export regulations and standards
• Work closely with the marketing team to align export strategies with overall brand positioning and marketing campaigns. Feedback local specificities to be incorporated into the cluster marketing strategies

Commercial Management

• Develop and execute business strategies to boost market share and revenue in South Africa
• Identify business opportunities amongst the pharmacy markets (corporate and independent)
• Establish and strength close relationships with key decision makers in the pharmacy market, particularly at corporate pharmacies groups to co-develop product strategies
• Establish and strength close relationships with key decision makers at wholesalers and courier pharmacies to develop our commercial activities
• Provide leadership and direction to the commercial team, setting objectives and evaluating performance

Common Across the Two Functions:

• Co-ordinate with the supply chain and logistics departments to optimise the distribution network and ensure timely delivery of products
• Monitor market trends, competitor activities, and regulatory changes in the export countries to adapt strategies accordingly
• Establish clear communication channels and foster relationships with key stakeholders across various departments to facilitate transversal collaboration
• Prepare and manage the export department's budget, ensuring cost-effectiveness and profitability

Translation and implementation of company strategy within the local context

• In consultation with executive team, build and sustain an integrated plan for the function that talks to the company strategy
• Clarify business opportunities and challenges and use influence to prioritize and progress these at management level
• Oversee the translation of strategy into action plans and manage and monitor the implementation thereof, adapting plans where needed
• Use data analytics to measure, assess and predict any business risks
• Build, maintain and refine analytics to improve efficiencies and reduce costs where possible in a responsible and sustainable manner
• Stock and Sales Management

Internal and external stakeholder engagement

• Engage with both internal and external stakeholders to understand their needs, expectations, and concerns
• Establish and nurture a trusted advisor relationship with key stakeholders, positioning oneself as a reliable source of knowledge and support, by providing them with access to relevant information and resources, enhancing their understanding of the company's products, services, and market position
• Facilitate open communication channels with stakeholders to ensure transparency and regular updates on business developments
• Collaborate with stakeholders to identify opportunities for partnerships and joint ventures that align with the company's strategic goals
• Leverage stakeholder insights to inform business decisions and strategy adjustments. Advocate for their interests within the company, ensuring their perspectives are considered in decision-making processes
• Build and maintain sound trusted advisor relationships with staff and management at all levels, both locally and internationally, through open, proactive, and regular communication and ensure internal teams understand the functions mandate and value
• Work with other departments (Supply chain, Regulatory Affairs, Finance, HR and legal) to advocate and champion specific product strategies, tactics, projects, and initiatives
• Secure, manage and maintain supplier relationships
• Support the Marketing and National Sales Manager in promoting the Company as an attractive third-party partner to other pharmaceutical companies and suppliers

Participate in a variety of internal committees and forums, e.g., attend OSC meeting to provide input into strategy from a promotional perspective

• Plan and attend pharmaceutical congresses
• Manage inter-departmental dynamics to facilitate smooth workflows
• Directly manage specific key accounts (e.g., with pharmacy groups, wholesalers, and joint venture partners)

Achievement of commercial and key account objectives

• Provide support, leadership, and insights to the Commercial Operations Manager with regards to key account and supply chain management (Clicks, Dischem, wholesalers and distributors)
• Provide ongoing project leadership and support
• Optimization of business through negotiating deals

Formal and ad hoc project management

• Lead / participate in company-wide projects, working groups, etc.
• Develop reports to assist with ROI evaluation of current and prospective projects with key customers

EDUCATIONAL REQUIREMENTS:

• Grade 12
• Bachelors Degree in Business Administration or BSc Life Science Degree
• Post-graduate business qualification, e.g., MBA / PDM added advantage

EXPERIENCE AND SKILLS REQUIRED:

• Minimum 5 10 years proven experience in commercial role within the pharmaceutical industry
• Sales and Marketing experience
• Strong understanding of the pharmaceutical regulatory and compliance and procedures in various export countries
• Knowledge of corporate pharmacies in SA
• Knowledge of export markets is an advantage
• Excellent negotiation, communication, and interpersonal skills
• Ability to work independently and collaboratively in a cross-cultural environment
• Proficient in English

POPIA

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