BU Head Marketing: GenMed (JHB North) at Aspen Pharma Group

OBJECTIVE OF ROLE

• To lead growth strategies, develop and maintain the market share of all products within the GenMed BU

KEY RESPONSIBILITIES

Commercial capability 

• Setting and achievement of sales budgets and forecasts.
• Ensuring the close monitoring of market trends and providing guidance for appropriate interventions.
• Oversee Advertising and promotional budgets as well as monitoring spend initiatives and OPEX
• Market analysis and performance, pricing (competitor and reference/ access and re-imbursement), and new competitors 

Strategic Decision making, leadership and collaboration 

• Ensuring the development and implementation of short-, medium- and long-term marketing strategies for all promoted brands within the BU
• Drive Brand strategies and deliverables within the Division to ensure dominance within the identified therapeutic areas.
• Close collaboration with 3rd party providers to the BU as well as close collaboration with other commercial functions (Sales, Key Accounts as relevant to brand) to ensure effective implementation of brand strategies
• Identifying and exploiting new business opportunities and actively collaborating with other business units to ensure optimal synergies across business units.
• Key opinion leader management, engagement and development 
• Coaching, motivating and leading managers to optimize their effectiveness and that of the teams around them
• Coaching, motivating and leading managers and their teams to optimize productivity

Sustainable business growth and profitability 

• Demand forecast accuracy and stock management which entails minimizing write-off costs and returns, monitoring and managing distributor and wholesaler’s stock holding as well as backorders
• Effectively manage and monitor sales as well as margin performance vs target
• Work to improve margin health of BU
• Effectively manage and initiate the required Advertising and promotional campaigns to support execution excellence and maximize ROI
• Initiate robust measurements for tactical execution outcomes to maximize ROI and future commitment decision making
• Assess market potential of opportunities/pipeline with NPL team to successfully implement new products once launch ready and to ensure launch success through performance and execution management across the business
• Pipeline management to secure future portfolio assets with NPL team

Internal and external customer interaction 

• Enthusiastically communicate plans and results with the Sales force, business leadership and relevant teams within the business regularly
• Drive cross functional efficiencies and collaboration with key stakeholders to deliver on quantitative and qualitative targets and achieve brand/portfolio priorities through engagements
• Sense of urgency in resolution of customer queries
• Quality assessments of portfolio/ brand strategy and tactical implementation through customer interactions / infield visits to obtain required intelligence and insights
• Optimize Training department engagements to ensure field force is fully equipped and aligned with strategic and execution requirements
• Compliance

Requirements
EDUCATIONAL REQUIREMENTS

• Matric
• Commercial / Marketing Bachelor’s degree and/or MBA would be a definite advantage 

KNOWLEDGE & EXPERIENCE REQUIREMENTS

• Min 5 - 10 years preferred Marketing Management experience
• Min 5 years management of people experience at a senior level will be an advantage
• Relevant therapeutic area knowledge a definite advantage
• Understanding and experience in relevant market of portfolio operation is important
• Solid knowledge of excel, ppt, word, SAP, and data mining via BI.  Well-developed business analytics abilities
• A solid understanding of the SA pharma market
• Deep working knowledge of strategy and tactical execution at commercial level for both prescribers and pharmacies
• Solid knowledge of therapeutic areas, market dynamics and competitors operating in specified therapeutic areas and market.
• Financial modelling expertise
• Vast experience on new product launches as well as building strategies to drive performance for in-line brands.  Solid knowledge on sales force excellence in order to determine optimal sales resource required to drive performance
• Comprehensive knowledge of market access environment and how to secure positive reimbursement and access for key focus brands
• Well developed people management and development expertise and competency 

SOFT SKILLS REQUIREMENTS

• Enthusiasm, passion and strong leadership skills
• Results driven
• Commercial and strategic awareness and capability
• Negotiating at all levels
• Experience in setting and strategizing of departmental budgets including forecasting (demand and financial)
• Exceptional interpersonal skills
• Excellent planning and analytical skills
• Exceptional decision making and mentoring skills
• Excellent communications skills (written and spoken) at all levels
• Understanding and experience of generating demand on both prescription and dispensing basis
• Understanding of major therapeutic areas
• Track record of Key Opinion Leader management
• Proven track record of successfully launching new products in the ethical or generic environment