Strategic Business Unit Head – Ophthalmology - Ahmedabad, India - Biotech Healthcare

Description

Role Objective:

A key objective of this position is to lead the Sales – Ophthalmology vertical, internationally catering to the aggressive growth trajectory of Biotech. By devising innovative sales & marketing strategies by working with the Cross-Functional Team members, this position holder will be required to ensure the attainment of revenue targets, nurture key account relationships, and exploration of untapped market prospects for organizational growth. By leveraging the right mix of functional, behavioural, and managerial skills in leading a large team of different nationalities & achieving the targeted sales year after year, this position helps Biotech reach its international customer base & expand its footprint. The position holder will be a skilled individual who can navigate intricate compliance landscapes, optimize sales team efficiency and advance the brand prominence of Biotech Healthcare Group globally. The objectives of this role will be well served by an inspiring & transformational leader with strong business acumen, driving real-time sales performance, expanding market presence & moving up in the value chain thereby ensuring the growth objectives of the organization are met.

Desired Candidate Profile:

• Master's Degree in Science /Engineering / Pharma streams with MBA from a reputed university/institute.
• 18 – 20 years of demonstrated experience in handling Ophthalmic (IOL) & Vision care products in multiple geographies with Annual sales revenue of USD 50 Million and a team size of 100 + employees internationally.
• Expertise in heading sales function of intraocular lenses (IOLs) in different market geographies, utilizing direct, distributor-led, or hybrid business models.
• Knowledge of advanced product Technologies of different IOL range of products/ variations.
• Proven ability to develop and execute comprehensive sales strategies that drive revenue growth, secure key accounts, and identify untapped market opportunities. This includes a track record of achieving and exceeding sales targets in previous stints, with extreme ownership.
• Previous experience in creating/establishing Direct sales structure/entity in select new markets & scaling them up to be a profitable business.
• Ability to foster a high-performance culture, provide on-the-job training, and guide multi-country sales team members, towards achieving targets & driving Organizational growth.
• Exceptional ability in connecting & building working relationships working closely with a team coming from different geographies, seamlessly & nurturing strong connections with key accounts, KOLs, and brand advocates across different regions.
• Proficiency in analyzing sales performance metrics and market trends to provide actionable insights for continuous improvement using digital platforms such as Sales Force(SFDC) & other MIS systems
• Experience in executing marketing strategies and programs, including organizing educational workshops and conferences working collaboratively with the Marketing Team for optimal impact.

Roles & Responsibilities:

Sales

• Develop and execute effective sales strategies for the organization internationally.
• Cultivate and maintain robust relationships with key accounts across all regions.
• Lead negotiations and finalize agreements with key accounts.
• Focus on expanding bundling customer base, in adherence to company policies.
• Review & guide different Sales teams in achieving set targets & expanding user base, product evaluation & moving up in the value chain by upgrading the product sales.
• Analyze performance metrics, identify areas for improvement, and suggest product/sales process enhancements.
• Collaborate closely with the sales team to provide accurate monthly, quarterly, and annual sales forecasts.
• Identify and tap into new customer segments and market opportunities.
• Collaborate with internal teams to establish a strong brand presence and maintain consistency.
• Execute planned promotional activities to enhance business opportunities, sales volume, and company revenue.
• Educate the sales team about product-wise profitability and guide them in customer interactions to boost productivity, increase user base, market share, and profitability and upgrade the accounts
• Formulate internal and external policies on pricing, schemes, etc., aligned with market dynamics and profitability.
• Design and recommend sales programs, and establish short and long-term innovative sales strategies.
• Conduct scheduled customer visits according to the company's call strategy.
• Work closely with other team members of the leadership team with Will to Win, Speed & Agility

Resource Management

• Formulate comprehensive manpower planning and budget for various subsidiaries & geographies working closely with Corporate teams such as MIS. Marketing, HR & Finance and Supply Chain.
• Work closely with Corporate HR in people-related processes in mentoring & developing the teams for career growth and progression.
• Cultivate high-performing teams and manage employee productivity and Operational expenses.
• Facilitate effective communication with Cross-Functional Teams Internationally & timely resolution of conflicts
• Conduct annual performance appraisals & support other people-related processes like Recruitment Panelists, Training Need Identification, and Performance coaching.

Market Intelligence & MIS Related

• Ensure that the team provides timely accurate sales forecasts from different geographies.
• Guide the teams in preparation & finalization of annual and quarterly sales budget & monitoring the same for achievement.
• Compile & analyze Market intelligence through various channels and make use of the same while planning annual and quarterly sales budgets.

Behavioural Skills:

• Skillful negotiator.
• Effective & impactful communicator.
• Network-building abilities.
• Demonstrates strong leadership qualities.

Managerial Skills:

• Proficient in International sales & related managerial functions
• Accomplished team player
• Skilled in strategic planning & implementation

Team Size to be Handle:

1. Manage the overall International sales team of 100+ team members with different NSM-level professionals reporting directly from different geographies

Biotech is an Equal Opportunity Organisation promoting diversity while ensuring no discrimination on any ground including gender, race, religion, age, sexual orientation, disability, etc.