Sr. Team Member Business Planning

Division

Department

Sub Department 1

Job Purpose

1. Lead Revenue discussion for EM DTM and Manage LBE / Revenues monthly, Qtrly & Annually. To achieve sales targets for the allocated region/country/cluster, in line with overall Cipla vision


2. Perform in-depth analysis to achieve reduction in operational complexities, Resolve Red buckets with cross functional teams, Reduce COPE, Supply visibility to DTM Partners, calculate and Improve OTIF, optimisation of cost and improvement in service delivery for products available in the cluster, to ensure no supply constraints are present, thereby drive operational excellence for the cluster

Key Accountabilities (1/6)

Provide Revenue projections on monthly basis to the management to establish clear sales visibility for complete financial year on a rolling basis

• Lead monthly LBE for the region partner, molecule wise


• Finalise monthly rolling forecast for the region (S&OP)


• Identify major risks and opportunities impacting business in the region/ country, and prepare a weekly update report to submit to Head of emerging markets. Also propose a risk mitigation plan


• Conduct and drive weekly sales update meetings with the business operations team, to ensure LBE achievement


• Submit MoM for this meeting, to regional head


• Prepare monthly stock liquidation plan for the region


• maintain IBP file


• follow up for Purchase orders from partner and raise in SAP


• Give supply visibility to partners weekly


• Connect on teams with partners wkly


• Work on Order book gap v/s Budget

Key Accountabilities (2/6)

Manage sales related operational activities for the region to ensure on-time supply of products

• Conduct regular follow-ups with all stakeholders involved in the sales process, to highlight ‘Red Buckets’


• Track partner in-market stocks by following-up with customers/ country managers to maintain minimum agreed levels of inventory


• Establish cross-functional coordination with planning team to check inventory levels and hence reduce cycle time for key/ urgent tenders/ orders


• Prepare and update weekly Order Book for the entire region


• Follow up with unit planner for timely dispatches


• Liase with logistics to plan shipments


• Follow up on VCR, BPR, BMR approvals from partner and other stake holders

Key Accountabilities (3/6)

Monitor and evaluate prices of products to ensure they are in line with approved budgets

• Track and ensure all product prices are maintained in line with the budgeted primary price defined at start of the year


• Arrange for all approvals as per DOA and Hurdle Rate Policy for the region, for any discounts/ changes in price (such as price directives from MOH, currency fluctuations), over written email with logical justification causing no impact on final P&L

Key Accountabilities (4/6)

Key Accountabilities (5/6)

Key Accountabilities (6/6)

Major Challenges

• Non serviceability / delayed delivery of orders due to capacity constraints, trade-offs & technical issues causing penalties raised on the company
  
  
  
  • To overcome above issues, provide advance intimation to the Business Finance team, on high value tenders & to Regulatory Affairs team to check for serviceability of registered product
  
  
  • No tracking of supply drops v/s committed
  
  
  
  

Key Interactions (1/2)

Internal

• Regulatory & Portfolio team (daily) for
  
  
  
  • Product evaluation
  
  
  • Dossier / Variation filing
  
  
  • Product serviceability
  
  
  
  


• Packaging Development team (daily) for
  
  
  
  • Artwork developments
  
  
  • PBOM updating
  
  
  
  


• Logistics team (daily) for


• 
  
  
  
  • Dispatches
  
  
  • Freight negotiations
  
  
  • Inputs on monthly LBE
  
  
  
  


• Business Finance team (daily) for
  
  
  
  • Costing
  
  
  • Credit block release
  
  
  • Budget / QBR
  
  
  
  


• Planning team (daily) for
  
  
  
  • On-time order deliveries
  
  
  • Reduction in lead time for tenders submitted in the region
  
  
  • Advancement of deliveries
  
  
  
  

Key Interactions (2/2)

External

• Partner / Customers / Agents (regularly/ weekly) for
  
  
  
  • Order follow-ups
  
  
  • Outstanding payments
  
  
  • Commissions
  
  
  • Regulatory filings
  
  
  • Quality issues
  
  
  • Batch size issues
  
  
  • 
    
    
    
    • Forecasting
    
    
    • Market insights
    
    
    
    
  
  
  • Tender boards (regular) for
    
    
    
    • Order follow-ups
    
    
    • Outstanding payments
    
    
    • Special waivers / import permits
    
    
    
    
  
  
  • Translators for translation of dossier documents, agreements, promotional material, artworks etc. (need based)
  
  
  
  

Dimensions (1/2)

• Sales Target:


• LBE accuracy: >= 95% for DTM B2B


• Revenue commitments month on month

Dimensions (2/2)

Key Decisions (1/2)

Decisions

Batch size +/- 10% of order quantity

Key Decisions (2/2)

Recommendations

Recommendations to regional head:

• Product pricing


• Product selection


• Partner selection


• Replacement of stock


• Sales commission percentage for field force


• Credit limits to vendors


• Provision for write offs


• Marketing expenses control strategies

Education Qualification

Science / Pharmacy graduate with MBA

Relevant Work Experience

Minimum 8 – 10 years of experience in international business development with exposure to operations

Well versed with production planning and regulatory path of Latin American market for Pharma products