Head of Commercial Operations

Our client is a leading Indian pharmaceutical company, headquartered in Bengaluru and a footprint across 100 countries. The company manufactures pharmaceutical products, over-the-counter drugs, and nutraceuticals. They operate two business verticals, Regulated Markets and Emerging Markets. Their manufacturing footprint covers 8 manufacturing facilities in 4 continents, including 5 US FDA approved facilities and a dedicated R&D facility in India with global filing capabilities.

The company partners with generic companies in US and Canada, to supply retail and hospital generics in injectable products and soft gels. In European markets, it has long-term relationships for the development of projects and supply agreements. In Australia and New Zealand, the company is engaged in manufacturing and supply of soft gels and value-added manufacturing.

Reponsibilities:

Product Level Strategy

• Market data and internal financials
• Strategy (gain share, hold share, rationalize volume, improve price, etc.)
• Target share
• Inventory targets based on market dynamics, product strategy, etc.
• Provides input for Product Champions
• Decision-making for Day-to-day Commercial Operations
• Incorporate Product Strategies while leading/making the following decisions:
• Order processing
• ROFR responses
• New business bids

Rolling 12-month forecasts

• New Product Intel and Near-term Launch Evaluation & Tracking
• Maintain master database of future product pipeline information at the customer level.
• Share with Portfolio as needed.
• Assess the right frequency of pricing & volume intel requirements
• Interpret the accuracy of intel based on existing data points and those gathered via subscriber information (IQVIA, export data, etc.)
• Rolling 12-month New Product Launch Prioritization and Planning

Tracking results vs. business case on new launches

• Provide leadership for Product Management, Pricing/Contracts, Customer Service, Forecasting and Marketing
• Identify/execute process improvements, including IT solutions
• Manage all aspects of OTB strategies & tactics (price, vol, production)
• Improve UPS execution and shipping costs while analyzing other 3PLs

Requirements:

Qualifications Education & Experience

• Minimal acceptable level of education, work experience and certifications required for the job
• Bachelor’s or master’s degree preferred
• 10 plus years related work experience in the pharmaceutical industry, preferably generics
• Excellent computer skills, including data collection experience

Knowledge 

• Proficiency in a body of information required for the job e.g. knowledge of FDA regulations, GMP/GLP/GCP, Lean Manufacturing, Six-Sigma, etc.
• Industry/Customer recognition
• Financial acumen

Skills & Abilities

• Often referred to as “competencies”, leadership attributes, skills, abilities or behaviors that may be enterprise, functional or job specific (e.g. coaching, negotiation, calibration, technical writing etc.)
• Interpersonal Skills - Focuses on solving conflict; Maintains confidentiality; works well in a collaborative environment
• Adapts to changes; Manages competing demands; Changes approach or method to best fit the situation; Able to deal with frequent changes or unexpected events. Teamwork - Balances team and individual responsibilities; Exhibits objectivity and openness to others' views; Gives and welcomes feedback; Contributes to building a positive team spirit; Puts success of team above own interests; Able to build morale and group commitments to goals and objectives; Supports everyone's efforts to succeed.
• Analytical - Synthesizes complex or diverse information; Collects and researches data; Uses intuition and experience to complement data; Designs workflows and procedures.
• Problem Solving - Identifies and resolves problems in a timely manner; Gathers and analyzes information skillfully; Develops alternative solutions; Works well in group problem solving situations; Uses reason even when dealing with emotional topics.
• Oral Communication - Speaks clearly and persuasively in positive or negative situations; listens and gets clarification; Responds well to questions; Demonstrates group presentation skills; Participates in meetings.
• Written Communication - Writes clearly and informatively; Edits work for spelling and grammar; Varies writing style to meet needs; Presents numerical data effectively; Able to read and interpret written information.

Physical Requirements

• Physical & mental requirements (e.g. lift 40 pounds, walk across plant/warehouse, business travel (% of time), driving as part of work responsibilities, etc.)
• General Office environment
• Occasional Travel