Account Manager

Dr. Reddy’s Laboratories Ltd. is a leading multinational pharmaceutical company based across global locations. Each of our 24,000 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 started in 1984 with a modest investment, 20 employees and a bold vision. Today, we have research and development centres, manufacturing facilities or a commercial presence in 66 countries. 

For nearly four decades, we have stood for access, affordability and innovation based on the bedrock of deep science, progressive people practices and robust corporate governance. As the pharmaceutical industry evolves and undergoes disruption, we see an opportunity – to strengthen our core further (the next steps) and to build the future (the new bets).

‘The Next and the New’ is how we aim to continue to be the partner of choice – purpose-driven, future-ready and sustainable.  Our aim is to reach over 1.5 Bn+ patients across the world by 2030 by growing our core businesses and building for the future with sustainability at the core of our purpose and strategy. Sustainability for us means operating in a manner that respects people, planet and purpose – helping us conserve precious resources, serve our patients, create value for stakeholders, give back to society, fulfil our potential and maintain our integrity and transparency

Dr Reddy’s maintains a work environment, free from discrimination and is an equal opportunity employer. We are committed to employ & nurture all qualified diverse workforce without regard to race, colour religion, nationality, sex, age, disability status, genetics, sexual orientation, gender expression, citizenship or any other characteristic or classification protected by applicable law(s) of the country we operate in. We treasure every talent, and recognize merit and diversity in our organization.

JD

Account Manager

About the Business: E-Pharmacy business contributes to ~2.5% of IPM and growing at a 20%+ CAGR. Dr.Reddy’s wants to establish and scale up the E-Pharmacy business play and emerge as a dominant player. We are exploring newer and differentiated ways to engage with partners across the country by understanding and addressing the key unmet need of the partners.

About the Role: E-Pharmacy channel offers very high opportunity to ramp up the channel play with 5 customer present pan India. With a current monthly business volume of 8 cr+, we see a huge potential to leverage our traditional equity to scale up the business to 13cr+ per month, while we maintain strict vigil to ensure business hygiene and process compliance.

The incumbent will be expected to do the following:

Current Revenue: (65%)

• Building winning relationships with leading E-Pharmacy by focusing on Marketplace and Pure players.
• Ensure brands are optimized to grow market share and transactions ahead of competition by activating best in class holistic E-Pharmacy strategies that go beyond just media.
• Building and managing relationships with senior stakeholders.
• Manage the distribution of portfolio brands across all E-Pharmacy
• Evaluate commercial models by looking at holistic choices on business including sales, marketing and supply chain fundamentals and identify the right engagement model that drive Market share growth for portfolio.
• Lead daily & monthly planning to deliver sales goals for portfolio brands across marketplace partners.
• Develop Short-term & long term strategies and identify business - building chances to create shared value for Scale.
• Collaborating with internal multi-functional teams (Marketing, Finance, Logistics, Operations) to develop strategies and plans.
• Be the voice of the customer to our internal functions and clients.
• Improve our selling advantage by driving customer category growth and contributing to their category strategies.

Future Growth Opportunities: (15%)

• Identify possible areas of increasing efficiencies and operational rigour
• Identify newer commercial models @ portfolio levels to drive higher market share
• Engage with partner to better understand unmet needs and create value delivery mechanism to solve, for the same.

Analytics: (20%)

• Provide and Facilitate data based decision making with internal BPE team
• Implement intuitive and actionable dashboards for internal stakeholders
• Drive working capital efficiency through optimised inventory management.
• Stock forecasting based on trends and seasonality.

Required Qualification/Experience:

• You will have an MBA from a Tier 1/Tier 2 B-school with 5 plus years of experience in managing E-Pharmacy channel in the OTC/FMCG/Pharma space with high execution rigour.
• Proven track record with E-Pharmacy KPIs and online marketplaces
• Should have managed a team of 3-4 people.
• Preferred – experience in handling E-Pharmacy from either platform or company – sales or marketing/media
• Understanding of Pharma industry or related similar industries in the online business environment.

Operating Ecosystem:

• Internal – Marketing and Digital COE, brand management teams, SCM and Finance
• External – Category management teams and Procurement teams of accounts and agencies.

What is in it for you: To be a part of one of the fastest growing business model @ Dr.Reddy’s. Exposure to the E-Pharmacy business with hands on understanding of driving Key Account Management. To gain knowledge of emerging channel management practices in healthcare space.

About the Department
Global Generics India
Global Generics India business journey began in 1986. In the last three decades, we have grown as a trusted name in the healthcare industry and rank as one of the top 10 Pharma Companies in the Indian Pharma Market (IPM) as per IQVIA MAT (November 2022). Our commitment to Lead Ahead has helped us move ranks from 16th position to 10th position (IPM) in the last four years. We are a fast-growing organisation with double-digit growth and significant market share in domestic markets. Currently, we rank among the top 5 in oncology, anti-allergy and gastrointestinal diseases and the top 10 in a few other therapy areas. Our focus is on leveraging our digital capabilities, collaborations, innovations and inorganic opportunities to become the top 5 companies in the Indian Pharma Market.

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/#!/