Country Head Philippines

Company Description

Company Description

Dr. Reddy’s Laboratories, or Dr. Reddy’s in short, is a global integrated pharmaceutical company.

Each of our 20,000 plus employees comes to work every day for one collective purpose: to accelerate access to affordable and innovative medicines because Good Health Can’t Wait. We believe that the game-changing power of technology is what will help us deliver on this purpose. Our digital transformation journey is continuous, pervasive and driven at the highest level.

We are looking for people who share our passion to catalyze this journey.

A brief about us (you’ll find more on our website www.drreddys.com): We have three core businesses: Global Generics, Pharmaceutical Services and Active Ingredients and Proprietary Products. We have a strong and growing Biologics portfolio and a rich, transnational R&D network. Our manufacturing, marketing and sales operations span 56 countries.

Job Description

Job Summary

To develop and implement long term and short-term business strategy for the country. Lead portfolio development across base and future business spaces, define levers for growth – organic and inorganic. Manage sales and marketing planning and reviews within the limits of Strategy of Global Generics with the objective of meeting revenue and gross margin targets and achieve targeted market share in the market.

As the country head for the business, provide decisive and inspirational leadership to the country leadership team, ensuring seamless collaboration across departments and functions in the achievement of business outcomes.

Roles & Responsibilities

Business Planning

• Understand the market, environment, competition & future trends in pharma business to plan business's growth aspirations and revenue growth.
• Understand and leverage key organic and inorganic growth opportunities to identify possible opportunities for in/out licensing and scouting for potential business development partners based on gaps in portfolio, products offered by potential customers.
• Create Business health monitoring mechanism & ensures tight business process controls.
• Foresee probable challenges (environmental, internal) & pro-actively create risk mitigation strategies while ensuring delivery as per plan.
• Understanding of the entire P&L management including cost, profitability, sales and target pressures, to create competitive resource optimisation strategies and seek effective control on resource management strategies to execute short & medium range business plans.
• Explore and implement use of digital platforms as source of growth.

Strategic Marketing

• Evaluate and develop marketing strategies for new products and existing products.
• Strong understanding of excellence in portfolio building, resource optimization across portfolios, new product launch excellence, product life cycle management, digital marketing, and multi-channel marketing.
• Review and guide the teams to ensure growth, allocation of resources and rank gain in chosen therapeutic areas/channel.
• Evaluate inorganic opportunities, licensing to drive portfolio building.
• Build strong branding capabilities both through organic development and inorganic ways. (Acquisition of talent/critical competencies. EG - digital marketing)

Sales and Distribution Management

• Conduct specific project-based diagnosis / deep dive into possible issues in reference to desired v/s actual performance and suggest fine-tuning in plans as required, through review and analytics of Sales data and market trends, and derive meaningful conclusions for actionable decision making
• Have in-depth understanding of the Distribution Mgmt. channels to create an optimal distribution Strategy (direct/indirect) for each region and each product; market coverage, channel selection, coordination and conflict management and logistics planning
• Conduct regular sales and marketing reviews with the team to discuss and analyse performance in line with local, territory and customer objectives, strategies and action plans
• Structuring of field force, deployment of field force, capability building in the field force, enhancing productivity, good understanding of entire sales force excellence process including CRM, CLM and analytics of efforts Vs. Results.
• Demand Planning, forecasting and a good understanding of SCM.
• Manage cash flow and a control over DSO

Portfolio Planning and Management

• Understand the environment, analyse product/market demands and trends to identify opportunities that can be leveraged for the region from Regulatory and IP perspective and select products for development with relevant stakeholders to enhance new product launches and BD deals.
• Identify products or partners for in/out licensing to widen the product basket along with BD.

Customer and KOL Management

• Identify needs of key customers, developing customer value proposition and deploying the same with the help of the team
• Segment and target key customers and develop n=1 strategy that would give targeted RoI
• Manage customer satisfaction scores for key customers and take corrective action in order to be partner of choice
• Facilitate connect and services to key customers digitally to enhance customer satisfaction.
• understand the design and implementation of KOL network in order to shape therapy and disease area dominance

Marketing Planning and Reviews

• Based on prior year's performance, corporate guidance, market conditions, prepare annual sales and marketing plans along with the team for the country. Finalize the pricing and gross margin for each product. Finalize the plan internally (revenue and cost budgets) and discuss with Finance and HR.
• Present the same to Senior Management. Conduct regular sales and marketing reviews with the team to discuss and analyze performance. Discuss issues and recommend corrective action. Participate in quarterly reviews with Finance to ensure budgets for the year are met in order to prepare long term business plans for the region in alignment with corporate guidelines.
• Annual Planning and Review to achieve sales budget and marketing plans.
• Based on products selected and long-term business plan, approve the annual budgets for the regional teams. Send the same to Global Business Head for approval. Quarterly/annually review the actual performance vs. budget and implement changes needed in accordance with sales budget. Track the prescription behaviour and discuss the outside in benchmarking.

Operations Management in order to bring predictability & sustainability of the business.

• Supervising the filed force, ensuring that the local and head office supply chain teams are aligned to deliver adequate availability of stocks, managing all necessary logistics thereof while confirming with regional regulatory norms and processes.
• Robust Processes with Financial Control, Compliance and Audit Readiness in order to ensure 100% compliance with internal and external requirements.
• Build robust processes to ensure that the Philippines subsidiary is compliant with the local regulations and adequate controls are in place for financial transactions. This is actioned through regular review with Head Finance, local financial managers, corp. finance and external legal advisors.
• Monitor cash flow and expenses to ensure a tight control over costs. Review and discuss the responses to matters relating to pharmaco-vigilance along with responsible pharmacist before sending the response to stakeholders.

Digital

• Collect, analyse and drive decisions on massive volumes of data and in almost near real-time.
• Knowledge of new technologies and ability to identify opportunities for improving productivity, within functional area, using digitization.
• Outside in perspective on the use of digital platforms and digital therapeutics in order to drive new businesses aimed at providing holistic end to end condition management to meet unmet needs of the patient.

Qualifications

Qualifications, Experience, Skills & Attributes

Minimum work experience: 10 years of sales management experience

Skills & attributes:

• Demonstrated consistency in sales results.
• Should have handled an independent P&L account (including responsibility for profit, revenue and sales targets) for at least 3-5 years for a business size of min 10Bn PHP
• Should have handled Philippines Market for 3-5 years, exposure to other markets is an advantage
• Should have strong networks in Philippines Markets with key stakeholders
• Should have experience in handling pharma distribution networks in Philippines Market
• Experience of handling all Rx / prescription channel, preferably in Oncology. Experience in OTC is advantageous.
• Strong in sales and marketing management with knowledge of marketing & brand fundamentals
• Has knowledge of allied functions (Regulatory, Legal, IT, Finance and HR) and is able to lead these teams
• People management and coaching skills with experience in managing mix of field force and non-sales teams
• Cross cultural orientation and Strong communication skills.

Additional Information

About the Department
Emerging Markets
Branded generics is one of our biggest businesses in Emerging market and our branded products are available 48 countries across 5 regions. Our key markets are Russia, China and Brazil. We also have presence in Latin America, Africa, Australia, New Zealand, ASEAN (Association of Southeast Asian Nations), CIS and Romania. We have added 13 new geographies in the last 5 years.
In the last 4 years, our emerging markets business’ growth rate has doubled (June ’22). Our diverse portfolio spans all segments. We are continuously advancing technologies, enhancing efficiency of operations and increasing our portfolio of highest-quality quality products.
With nearly 40 products and 6 mega brands, Russia is a key market. With more than 30 years of operations in the region, as of FY22, we have reported a year-on-year growth of 32%. This was driven by improved existing business performance, launch of new products during the year along with divestment of some non-core brands. 6 key products were ranked among the top 200 bestselling formulation brands, as per IQVIA in its report for the 12-month period ended 31 March, 2022. 5 of our leading products were voted as the ’Product of the Year’ by the consumers – reaffirming the trust that the people of Russia have in them.
We are among the earliest Indian pharma companies to have a business presence in China. We have a representative office that focuses on filings and approvals, including the Group Purchasing Organisation (GPO). Our joint venture entity (Kunshan Rotam Reddy Pharmaceutical Co. Ltd) offers a portfolio of niche and essential products, strengthening our presence in China.
In Latin America we have a strong presence in Brazil and Colombia. In just a little over five years in Brazil, our team has established itself in the region with our diverse portfolio. Our primary focus in Brazil is oncology and institutional. Our team in Colombia was certified as a ‘Great Place to Work’.
Through our comprehensive COVID-19 portfolio, we were able to reach over 5 million patients in low and middle-income countries. With the aim of reaching more and more patients around the world, we are harnessing our deep science capabilities to create a robust portfolio in the region to become the partner of choice.
Our teams in China, Brazil, Colombia and Thailand, Malaysia are a certified great place to work. Our team in Russia is among the top 3 in Head-hunter’s Best Employer Ranking in 2022. These recognitions reaffirm our commitment and efforts to bring science, technology and innovation together to offer affordable medicines and solutions beyond the pill to patients in the region.
As the need, scope and standards of healthcare evolve, we keep track of emerging needs to contribute to patient welfare. After all, Good Health Can’t Wait

Benefits Offered
At Dr. Reddy’s we actively help to catalyse your career growth and professional development through personalised learning programs.
The benefits you will enjoy at Dr. Reddy’s are on par with the best industry standards. They include, among other things and other essential equipment, joining & relocation support, family support (Maternity & Paternity benefits), learning and development opportunities, medical coverage for yourself and your family, life coverage for yourself.
Our Work Culture
Ask any employee at Dr. Reddy’s why they come to work every day and they’ll say, because Good Health Can’t Wait. This is our credo as well as the guiding principle behind all our actions. We see healthcare solutions not only as scientific formulations, but as a means to help patients lead healthier lives, and we’re always attuned to the new and the next to empower people to stay fit. And to do this, we foster a culture of empathy and dynamism. People are at the core of our journey over the last few decades. They have been supported by an enabling environment that buoys individual ability while fostering teamwork and shared success. We believe that when people with diverse skills are bound together by a common purpose and value system, they can make magic.
For more details, please visit our career website at https://careers.drreddys.com/#!/