Business Unit Head | Cipla Ltd

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

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

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

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

• 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

• 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