Business Unit Head | Cipla Ltd


20000+ employees. 80 countries. Our secret of success, if you will, is something so simple, so pure, and yet so powerful. It’s our Purpose- “Caring for Life”. It inspires us to find innovative solutions to patients’ unmet needs and forms the core of how we do business. It propels us to create value to the communities that we serve and we’ve been recognized aplenty for this.

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But what makes us truly smile? When our employees reach for the stars. And we do our bit to take them there-encouraging them to take up opportunities across our global offices, creating a challenging work environment, and most importantly, standing by them, no matter what!  So, has our purpose begun to resonate with yours? Next step. Hit the button below!

Position: Business Unit Head

Location: Mumbai, Maharashtra, India

Job Description:

Job PUrpose:

Frame and drive execution of a profitable BU strategy within the assigned geography with the objective of achieving the organization goals

Key Accountabilities

Frame, communicate and execute a profitable BU strategy (Sales and marketing) and P&L strategy for the particular division using the available resources to achieve the short term and long term business targets

  • Define BU strategy to accelerate growth and pursue profitable growth given India Business priorities
  • Finalize targets for the year along with  DSH/ RBM & Senior Marketing Manager/ Marketing Manager
  • Manage P&L for the business unit
  • Forecast and provide recommendations on the therapy areas/geographies/products to invest in
  • Set standards for sales processes
  • Drive adherence to financial/ regulatory and legal norms within the team
  • Review expenses on a regular basis and identify areas for improvement/ reduction in costs
  • Identify resource optimization opportunities
  • Enable business unit structure

Key Accountabilities

Lead the BU by leveraging P&L in terms of resources and expenses in order to achieve the top-line and bottom-line targets

  • Customize national therapy strategy for own BU along with DSHs and Marketing Managers
  • Collaborate with DSHs and Marketing Managers to execute the strategy
  • Provide the team the necessary support for strategy execution
  • Jointly conceptualize CME programs, advisory board meetings, conferences, etc. with top doctors in the country
  • Recommend new product in the pipeline and drive the launch of the same
  • Recommend partnerships and mergers for growth of the business

Key Accountabilities

Define the manpower strategy by targeted allocation of people to ensure achievement of region specific targets across divisions

  • Ensure optimum deployment of resources, right mix of teams to attain targets
  • Lead the acquisition, retaining, rewards, motivation of people, coaching, managerial development, to manage team well, fulfill their objectives
  • Analyse reports created by support teams to identify gaps in performance and create plans to bridge the same before they affect business
  • Increase efficiencies and reduce redundancies to drive business goals
  • Review sales achievement against target, make mid-year corrections to sales plan based on progress
  • Enable staffing of the BU structure to leverage value from high-potential territories and support functions.
  • Manage the pipeline of talent in the BU
  • Identify key talent and ensure they are groomed for future leadership roles
  • Drive Cipla’s culture within the team and ensure integrity, ethics and compliance

Key Accountabilities

Manage internal and external stakeholders to ensure seamless coordination to achieve internal business goals and external customer needs

  • Align all relevant stakeholders (finance, portfolio, etc.) to ensure BU strategy is being implemented
  • Lead a cross functional team comprising HR, finance, marketing, Sales, distribution etc. to achieve business goals
  • Meet and maintain relationships with KOLs, KBLs, chemists, key doctors (national and divisional), distributors, stockists, unions for mutual benefit
  • Evaluate requests raised by stakeholders (sponsorship, support, engagement programs, etc.)
  • Represent and showcase organization capabilities in industry associations and conferences

Major Challenges

  • Manage and prioritization of tasks across multiple BUs

Effective allocation of tasks, multi-tasking

  • Aligning multiple stakeholders to BU thoughts and processes

CFT team work, collaboration

  • Crisis management – (e.g., regulatory changes in prices, external environment influences, stock unavailability, etc.)

Reset goals, opportunity assessment, resource allocation

Key Interactions



  • Finance for P&L
  • HR for manpower acquisition
  • S&OP for stock status
  • Portfolio team for NP pipeline
  • Medical societies (e.g. IAP) for congress participation and roll out of national programmes – need based
  • Marketing agencies for patient support programmes and market research – need based
  • Customer associations (retailers, stockists, etc.) for relationship building and management – frequent


  • No. of Business Units managed: 2-3
  • Team Size: Dependent upon the therapy (super speciality (200-300), speciality (400-600) and mass(1000-2000))
  • P&L & Management Contribution (different as per therapies and BUs):
    • Speciality & Super Speciality: Rs. 200-500 Cr.
    • Mass: Rs. 600 – Rs. 1500 Cr.

Key Decisions

Decisions Recommendations
Marketing expenses (within the prescribed limits, Rs. 1 lac for each division) Choice of portfolio, new product approval and business cases – to the reporting manager
Hiring up to skip level below, induction and training related decisions Team size and hierarchy – to the reporting manager and one level up
Type of expense at the marketing level and other activities Congress participation and national level customer interventions – to the reporting manager
Routine functional and operating decisions (work plans, etc. for the team) Deviations from P&L (e.g. changes in resources, etc.)


  • Sales Strategy, Financial Acumen, Performance Management, Change Management, Strategic Project Leadership, Leading large teams, Building and Nurturing Stakeholder Relationships

Qualification: B.Sc/B.Pharm, preferably with MBA in Marketing

Experience: 15+ years of experience, leading a large and geographically diverse sales team in the pharmaceutical industry; Proven sales track record.

Salary: Negotiable

Contact Details:

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