Job Vacancies at Cipla

ob Purpose
Interface and responsible for management of sales and relationships with key customers & major accounts and planning and implementing sales to cultivate existing relationships and identify opportunities with respect to major accounts.

Accountabilities-1
Drive and implement Cipla Medpro Key Accounts Strategy and Policy to meet the revenue and profit plans of the company:

• Identify and facilitate local sales opportunities within the respective region with the Sales Managers
• Collaborate to establish and recommend the most realistic sales goals for the company
• Provide active input into new business development strategies and how opportunities will impact sales for Cipla Medpro within the specific regions
• Construct detailed customer business plans aligning with marketing, distribution, and logistic capabilities
• Translate company priorities into sales priorities, identifying implications of pricing strategies, marketing strategies, etc. on both individual customers and overall customer base

Accountabilities-2
Manage each key account to achieve business objectives:

• Segment accounts by potential and propensity and maintain accurate customer records and complete administration in a timely manner
• Monitor and critically review implementation of tactical plans against key performance indicators/critical success factors and to take corrective action with relevant sales managers
• Develop/propose commercial strategies within area (e.g. Corporates) to optimise sales growth and profitability
• Review sales results to determine problem areas and recommend actions versus planned result analysis
• Plan and initiate changes to the use of existing resources and forecast changing requirements for resources in the medium and long term, initiating and recommending the necessary changes
• Liaise with customers on their specific requirements and adjust account plans accordingly and ensure related SLA's are in place, adhered to and refined
• Advise and guide key customers on the benefits and advantages relating to Cipla products and negotiate mutually beneficial pricing agreements with the customers

Accountabilities-2 continued

• Conduct field visits with decision making customers and advise them on current scripting data and account goals for the future
• Conduct Business reviews on customer for compliance to governance and business procedures
• Develop in-depth analysis on market and competitors, evaluate trends & positioning of assigned products, and methods of field-testing promotional programs to determine customer acceptance
• Sales financial management to maintain checks on costs
• Review and provide suggestions to feedback the relating customer complaints on assigned products
• Collect data relating to target Doctors and customers and marketing activities to achieve goal of assigned product
• Reports on monthly/quarterly variances
• Accountabilities 3 and 4

Develops and manage stakeholder relationships to leverage Sales expertise and alignment with Global Sales:

• Liaise and interact with Sales authorities both inside and outside South Africa
• Coordinate adherence to customer and stakeholder policy and procedure
• Engage internal customers and stakeholders on service/delivery needs

Coach and mentor individuals to facilitate knowledge and skills transfer within the team:

• Follow HR procedures
• Provide advice and support
• Compliance to Performance Contract
• Accountable for IDP

Accountabilities-5

• Responsible for cross-functional key accounts alignment to share insights and ensure regional needs are appropriated, considered and represented in strategies and plans:
• Align key stakeholders – marketing and medical colleagues, region and country management, functional group colleagues, and Therapeutic Area(s) counterparts in the Marketing and Regulatory Units - in business objectives and strategies
• Attend and present at quarterly meetings with the marketing department to reflect market feedback and discuss product business strategies and product knowledge
• Responsible for ensuring opportunities for cross selling and up selling of products between the various therapeutic categories
• Drive an internal matrix organization in order to capitalize on valuable market intelligence gathered by the sales strategy and relationships with key partners
• Determine how the function can service the business optimally and represent in performance indicators and scorecards
• Promote and implement plans to promote therapeutic focus as opposed to product centricity both internally as well as with customers
• Work in partnership with marketing, sales and medical to provide a value added service and proposition to key accounts
• Measure stakeholder satisfaction and performance and means to improve performance

Education Qualification

• Business degree

Relevant Work Experience

• Minimum 5 years of experience in an Account Management of which at least 2 years of experience within a management role also experience within Pharmaceuticals is a prerequisite

Competencies/Skills

• Purpose Inspired
• Integrity and Trust Anchored
• Responsibility Centered
• Inspirational
• Excellence Focused
• Talent Mindset
• Innovation Driven
• Achievement Orientation
• Systems Thinking
• Innovation and Change
• Enterprise First

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Job Purpose

• The Marketing managers are the clients’ representatives for the respective Therapeutic Category within Cipla. He or she shoulders the responsibility of launching new medications in the market based on the requirements of the client. With the aid of market research findings, the product managers plan launching existing products in a new market or launch a new product through new target market identification within the Therapeutic Categories. These individuals identify and utilise client demographics and requirements to market the products of the organization to those clients who will be the most likely target audience for the products.

The Marketing Manager contributes and implements marketing strategy for the assigned products to achieve the sales, profit and growth performance objectives in the annual budget

Accountabilities-1
Therapeutic Category Product Management:

• Contributes to the development and the validation of long range planning and forecasting models
• Contributes to the development of positioning and key strategies for the brand
• Implements the marketing plans and key strategies
• Is an integral part of cross-functional brand team through the development working relationships with clinical, medical, regulatory affairs, sales and finance departments
• Develops relations with Sales Managers and Representatives where appropriate
• Manages all business and promotional activities in accordance with relevant Acts, legal demands and ethical standards, including internal procedures
• Maintains and updates the market intelligence databases
• Evaluates the effectiveness of promotion and advertising programmes, using set guidelines, and makes recommendations for improvements within internal guidelines
• Manages working relationships with advertising agencies and other servicing companies
• Developing a name and product brand
• Collecting and analysing the client feedback

Accountabilities-2
Product Management Business Alignment and Integration:

• Responsible for providing the sales team with the necessary technical expertise to enable them to sell the product. This involves printed and electronic promotional material, product training, and relevant clinical papers
• Responsible for reviewing product data to ensure that the field force is kept up to date on new developments regarding the companies or competitors’ products
• Close liaison with the field force to assess the response to and suitability of current promotional material and to ensure that the printed promotional material is being used optimally
• Act as point of first reference for all product related enquiries and work collaboratively with colleagues in Medical and Regulatory to address any issues that may arise
• Assist with the development of the annual marketing plan and for controlling advertising, promotion and sales aids in accordance with the annual marketing plan
• Close liaison with the field force to assess the response to and suitability of current promotional material and to ensure that the printed promotional material is being used optimally

Accountabilities-3
Develops and Manages Stakeholder Relationships:

• Leverage Marketing expertise and alignment with Global Marketing
• Regularly interacts with line managers to ensure Marketing meets the needs of the business   
• Builds and pro-actively maintains critical relationships with key thought leaders locally and internationally in terms of therapeutic areas in order to drive best in class product management
• Coordinates adherence to customer and stakeholder policy and procedure
• Provides support and guidance to customers
• Adheres to customers SLAs

Accountabilities-4 and 5
Marketing Financial Management:

• Tracks monthly cost centre spend
• Generates monthly cost control report
• Reports on monthly variances

People Management:

• Manages Team Delivery based on targets/outputs
• Facilitates knowledge and skills transfer within the team
• Provides advice and support
• Compliance to Performance Contract
• Accountable for IDP
• Education Qualification
• Relevant Marketing Degree

Relevant Work Experience

• 4-5 years of experience in marketing & sales within the pharmaceutical industry.
• Understanding the potential of the Private Hospital Environment
• Analytical skills with creative business insights, ability to multi-task , take independent decisions and good social skills.