Head - Sales

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.

Job Summary
We are looking for dynamic and experienced leader as Head Sales to develop and implement the launch plan for new products, develop forecasts for existing products and track achievement of sales, identify opportunities to strengthen the distribution system, network with industry peers, build customer relationships, identify new opportunities to grow the business, identify capabilities and resources required for implementing relevant initiatives.

Roles & Responsibilities
• You will be responsible for continuously gathering information on regulatory requirements, customer behaviour, demand patterns, and the competitive landscape through networking with industry partners and gathering market intelligence
• You will be responsible for attending industry trade shows and conferences to identify emerging trends and gather insights.
• You will be responsible for reviewing sales figures of existing product lines and volumes expected for upcoming launches and developing strategies for entry/penetration into identified territories/customers.
• You will be responsible for providing insights to SRx Marketing teams for refining marketing plans based on field data.
• You will be responsible for establishing sales targets for each product, national account, and IDN sales region.
• You will be responsible for gathering requirements from customers and updating contract terms on the Contracts portal.
• You will be responsible for providing clarifications to the Contract team and participating in final contract decisions.
• You will be responsible for reviewing service agreements with customers annually and initiating corrective actions as needed.
• You will be responsible for regularly meeting with customers to understand their business plans, reviewing sales against forecasts, and identifying strategic opportunities.
• You will be responsible for updating forecasts and adjusting prices when necessary.
• You will be responsible for conducting launch discussions by gathering inputs on the product launch landscape and determining market share objectives.
• You will be responsible for interacting with employees across various levels and functions of customer organizations.
• You will be responsible for attending conferences and GPO Trade Shows to gather insights into customers' strategic priorities.
• You will be responsible for participating in customer scorecard meetings to gather feedback and identify areas of improvement.
• You will be responsible for identifying potential new customers and assessing their product needs.
• You will be responsible for providing inputs to the Finance team for defining credit limits and assisting in following up with customers regarding outstanding receivables.
• You will be responsible for conducting goal setting, performance appraisals, and mentoring/coaching sessions for team members.

Educational qualification - A graduate in Science with MBA from a premier institute
 
Minimum work experience- 15 - 18 years of Sales experience.
 
Skills & attributes – 
Technical Skills - 
• Basic understanding of pharmaceutical industry, market trends, competitors, customer understanding.
• Strong relationship-building skills to establish and maintain connections with key healthcare professionals, opinion leaders, and healthcare institutions across India.
• Analytical skills to assess market trends, competitor activities, and customer needs across the Indian pharmaceutical market.
• Ability to set clear goals, provide guidance, and track team performance.
• Strong sales and marketing acumen, including experience in promoting pharmaceutical products to healthcare professionals and institutions.
• Stay updated on the latest developments in pharmaceutical research, treatment modalities, and industry best practices in the Indian market.
Behavioural Skills
• Excellent communication and interpersonal skills.
• Have zeal to coach/ mentor.
• Adept at problem-solving and making data-driven decisions.
• Good at Building and leveraging relationship
• Skills in recruiting, training, and developing a high-performing national sales team.

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/#!/