BU Head Nerandomilast - Mumbai
Boehringer Ingelheim
The Position
To successfully drive and develop sales activities of Boehringer Ingelheim products in the private and /or institutional sector in close cross-functional collaboration with the objective of increasing market share whilst adhering to best practice principles and standard operational procedures (SOPs). Providing a strong focus on developing the sales team in order to form a high performing, competitive sales team aligned behind one common goal contributing to the OPU's vision and sustainable success in the region. Responsible for allocating resources needed for the sales operation to perform promotional activities and calls on HCPs on Boehringer Ingelheim Brands. Responsible for the achievement of the pre-set sales target for the area under responsibility while reporting on monthly basis the sales performance against budget and reporting on variances to management. This role will be with Boehringer Ingelheim India; will manage all business aspects, marketing/demand/supply, inventory, expenses, Debit Notes review and approvals, people management while adhering to Boehringer Ingelheim SOPs and Code of Conduct.
Tasks & Responsibilities
- Works closely with direct reports in implementing an effective Sales Action Plan with the objective of maximizing Boehringer Ingelheim business iand to ensure achievement of annual company sales and market share targets/objectives.
- Monitors the sales development and performance of Boehringer Ingelheim products by coordinating with direct reports, takes corrective measures when required.
- Review targeting and segmenting of Boehringer Ingelheim customers by building a Customer Value Matrix per core brands to maximize Field Force efficiency.
- Secures consistent and sustainable growth in sales and revenue by identifying and developing new market opportunities.
- Ensures adherence to the operating budget by setting individual budgets and exercising fiscal control to improve profitability.
- Drive Boehringer Ingelheim Brands’ Performance in line with OPU objectives.
- Ensures achievement of sales and revenue targets, as approved by corporate, by setting sales targets for each direct report and closely monitoring performances on a monthly basis.
- Ensures direct reports have sufficient time and resources for agreed segmented areas.
- Builds and retains relations with key opinion leaders, public authorities and healthcare agencies to become preferred partner supporting common vision & mission.
- Monitors the presence of Boehringer Ingelheim products on government listing and takes actions accordingly.
- Leads and monitors all account management activities to ensure reoccurring business.
- Oversees and participates in different marketing activities (e.g. CME, AV’s, PMS Etc.)
- Responsible for leading Marketing and overseeing the creation of materials for local congresses and related events.
- Liaise with market access to ensure optimal access and pricing to benefit patients in need.
- Act as a role model representing Boehringer Ingelheim values of trust, respect, empathy and passion.
- Establishes an operational sales strategy and sets clear priorities for his sales teams.
- Ensures full understanding of the strategy and builds operational action plans together with his regional sales managers and the cross functional partners.
- Liaises with the Sales Training Manager and HR to ensure development of sales staff and capability building to address current and future challenges.
- Identifies issues that affect employee satisfaction and raises the issues to senior management.
- Builds opportunities for direct reports to suggest, participate in and contribute to improvement, innovation and knowledge sharing initiatives.
- Provides timely inputs on an annual basis for workforce planning for direct reports and co-operates with the HR department accordingly.
Requirements
- Education: Bachelor’s degree or equivalent related work experience required; master’s degree, Business Administration or Marketing strongly preferred
- Minimum of 10 years’ experience financial forecasting (Sales and Cost Centre budgeting)
- Knowledge of technical aspects of the industry including pharmacovigilance.
- Management Competencies
- Requires a good understanding and theoretical knowledge in a subject area, requires a blend of formal knowledge and experience
- Understands how tasks are structured, understands how the business is organized, understands external best practice.
- Requires good analysis skills and makes reasoned judgements based on experience.
- Analyses information. Resolves problems by making judgements based on experience of similar situations
- Management Competencies (Agility, Intrapreneurship, Accountability, Analytical, Planning & project management, Business Orientation, Influence & Customer orientation
- Position will be based at Mumbai.
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