Head – Africa, Latam and ITC

Job Summary/Main Purpose

- The main purpose of the role is to develop business strategies and ensure their alignment with Julphar Corporate objectives. The goal of the position holder is to secure and increase the category's sales volume, achieve market share and sales top line & bottom line to drive budget along with growth.

- Ensure end-to-end oversight of all operations and business activities to ensure they produce strong revenue growth and profitability improvements.

- The Cluster HOD provides general management over sales and marketing and support functions for Julphar international markets.

- Overall responsibility for identifying emerging risks in the markets, ensuring compliance with Julphar policies and applicable industry standards, laws and regulations, and building a "Tone at the Top" that reinforces integrity, ethical values, and compliance.

- The incumbent provides general management over sales and marketing and support functions for Julphar international markets. Must work closely with the Corporate management team to ensure strong collaboration and synergies.

- The role holder should be strong in business acumen & operations management and have a strategic imperative to foresee market projections. Under the guidance of CCO, the person is responsible for implementing CRM initiatives and conducting market intelligence to recommend future product categories and new molecules predicted to be successful in coming years.

Geographic Scope:

Managing Julphar Business in international markets across 3 geographical clusters – Africa, Latin America & ITC.

Key Responsibilities & Key Result Areas

Business Leadership

• As a member of the core team working with CCO, the Cluster HOD must contribute to the successful implementation of the overall business.
• Responsible for meeting financial targets for profit and loss of the company, ensuring revenue growth and successfully launching new products.
• Manage the preparation of the budget to achieve the company’s business plan.
• Develop annual business plans and monitor through regular business reviews.
• Manage key customer relationships and actively develop new business opportunities.
• The role is responsible for continuing to build collaborative partnerships and alliances between the company and its stakeholders including government authorities, like-minded organizations, sponsors, members, and customers.
• Must ensure that Julphar develops new commercial partnerships, new revenue streams, and leverages relationships to commercially benefit the organization.
• Participate in institutional forums to protect Julphar's interests and support other commercial sub-functions like Julphar Diabetes, Julphar Tender Business, etc.
• Oversee and evaluate market research and adjust marketing strategy to meet changing market and competitive conditions in the country/area under responsibility.
• Monitor competitor products, sales, and marketing activities.
• Establish and maintain relationships with industry influencers including country/area distributors/agents and key customers, eminent and strategic partners.
• Establish and maintain a consistent corporate image throughout all areas, product lines, promotional materials, and events.
• Direct sales forecasting activities and set performance goals accordingly.
• The HOD will oversee the commercial strategies for Julphar international markets and will be fully accountable for commercial activities execution across all channels.
• Should be at the forefront to lead income generation, set targets, and work across the organization to manage the delivery of commercial benefits.

Operational Leadership

• The Cluster HOD must maintain control of diverse business operations, collaborate with CCO to manage key customers in the form of KOLs and key distributors, and be an experienced and efficient leader with skills to inspire large teams.
• The position also requires making decisions regarding improving the efficiency of operations.
• Familiar with a variety of the field’s concepts, practices, and procedures, relying on extensive experience and judgment to plan and accomplish goals.
• Perform a variety of complicated tasks, lead and direct the work of others.
• Responsible for working with different business development functions to establish strategies.
• Demonstrate leadership of all operations and sales and marketing activities.
• Implement and adhere to the company’s standard policies and procedures and act as a role model to all employees.
• Represent Julphar international markets and manage negotiations and relations with distributors and government authorities.
• Monitor the performance of personnel and conduct effective Performance Appraisals as per company policies.
• Develop inventory control systems and establish procurement plans.
• Ensure compliance with all statutory requirements for storing and handling products and other items subject to government regulations.

People Leadership

• Ensure that the required initial and continuing training of department personnel is carried out and adapted according to the needs of the organization in coordination with HR and training.
• Drive the country and sales management through objectives, managing Top Line sales performance, developing and motivating staff, providing formal and informal feedback and appraisal to ensure the highest level of performance is achieved.
• Define an optimum organization structure for the HOD’s various functions so that resources are optimally utilized and communications can be executed efficiently.

Core Competency

• High in strategic planning and understanding of the bigger picture with proper business acumen and analytical thinking skills.
• Must be resourceful problem solvers and possess strong leadership skills.
• Demonstrated experience in providing critical market insights to all relevant stakeholders.
• Highly developed written, verbal, presentation, and interpersonal skills with the ability to communicate with stakeholders and colleagues at the highest level.
• Experience working in matrix environments where influence and collaboration are dominant behaviors for success.
• Having leadership competencies and demonstration of capabilities of working cross-functionally in a collaborative manner.
• Results-oriented with the ability to drive and deliver the implementation of new ideas.
• Strong attention to detail, proactive, and flexible approach with the ability to multi-task.
• Ability to work effectively under pressure and meet established deadlines.
• Ambitious, resilient, and driven with the desire to succeed.
• Customer-oriented approach with a strong aptitude and innovative flair of mind.

Qualifications & Experience (Knowledge, Skills & Attributes)

• 4 years bachelor’s degree, or equivalent certification in Pharmaceuticals, Business, Marketing, Retail Management, or a related field.
• MBA in Marketing / International Business is highly preferred.
• Knowledge of international markets is a must.
• 10+ years of extensive management experience, demonstrating a track record in delivering sales revenue targets that are not only achieved but exceeded.
• A highly motivated sales & marketing professional with a track record of success across the Pharma industry.
• Experienced in preparing, monitoring, analyzing, and delivering detailed financial plans is mandatory to be successful in this role.