Job Description

Division
Finance
Department
Commercial Finance
Sub Department 1
One India Business Finance
Job Purpose
To support the Cluster Finance Therapy manager and partner with diverse business functions such as Therapies cluster head and marketing/sales/others teams, to ensure appropriate strategic and decision analysis support and play a key role in driving Budget/targets, resources and monitoring actual performance on Key Performance Indicators, in order to achieve long term sustainable and profitable growth vs market.
Key Accountabilities (1/6)
Financial Performance Evaluation - Review and analysis of business with respect to key financial drivers and financial performance of the business in order to achieve the Top line & Bottom line as Budgeted for the year

• Deliver topline and bottomline targets through financial reporting and analytics and manage contribution improvement initiatives
• Monitor and Evaluate key KPIs of India Rx therapy cluster and share findings and highlight key areas for effective action to Cluster Finance Therapy Manager & the therapy
• Drive better product mix by identifying and implementing COGS reduction & finding pricing opportunities in order to ensure improvement in Gross Margin
• Prepare performance insights and publish monthly dashboards - provide insights to business by in order to drive growth and improve profitability
• Report Variance Analysis Actual Vs Budget in comparison to the Last Year in order to achieve sustainable growth
• Ensure implementation of Pricing as proposed in Budget
• Prepare and evaluate the sourcing matrix to maximise the Fiscal and Excise Benefit and minimise COGS

Key Accountabilities (2/6)
Business Partnering - Partner with businesses effectively in order to ensure long term sustainable and profitable growth

• Prepare and regularly monitor the Therapy Cluster Budget
• Ensure focus on quality of topline and understanding drivers of growth for the therapy through insightful MISs(PPP products and new launches)
• Pricing assessment for Tender business
• Analyse competition and provide insights to achieve market beating growth
• Evaluate and vet the assumptions for In-Licensing deals Prepare LBE and share revised target with the Management on real time basis in order to communicate the same
• Prepare and implement a mitigation plan against DPCO Loss (Price loss on account of Price control regulation) in order prepare for the market risks
• Propose discontinuation of certain products in order to ensure complexity reduction (5%)
• Prepare Monthly Operations report for Therapy cluster Business
• Prepare ROI of major spends and review bonus scheme to ensure effective utilization of funds
• Market Visits- Plan visits to gain market/competition insights

Key Accountabilities (3/6)
Business Controllership-

• Responsible for Internal and external audit readiness along with prompt closure of audit observations
• Timely collection of overdue outstanding as per collection target, Also responsible for collections from the Government agencies
• Reconcile major customers accounts on Annual basis and if required pass necessary adjustments in coordination with FSS team.

Key Accountabilities (4/6)
Stakeholders Alignment - Steer business agenda through ensuring stakeholders buy-in across cross functional teams

• Evaluate PSC and new product cases monthly - with Business development team
• Analyse & find opportunities for Product cost reduction with Supply Chain
• Prepare ROI optimization and identify improvements on marketing spends by reducing the red ROI activities;
• Reduce inventory levels and have a clear plan along with the therapy for near expiry.
• Marketing initiatives/Incentive allocation - with depot/field force

Key Accountabilities (5/6)
Simplification - Drive simplification through automation and prepare SOP to ensure activities are process driven and effective

• Drive automation of reports through advanced IT platforms in order to reduce manual process & save time
• Identify and execute areas of process simplification for therapy to drive improvement in Bias for Action.

Key Accountabilities (6/6)
Team Handling and development

• Team Handling and development provides training, guidance, and direction to employees to ensure work is performed in an efficient, timely, and knowledgeable manner

Major Challenges
Dealing with multiple stakeholder including Therapy Cluster Head & marketing/sales/other teams
Overcome by: Conducting regular meeting by communicating the agenda well in advance and assigning responsibilities, regular monitoring of the action plan and follow ups. providing timely MIS reports/regular follow ups/in-person meeting
Dependency on Multiple IT systems
Overcome by: Coordination with IT team and automating reports in Qlik view through integration of various IT systems.
Hyper Competitive market leading to challenge in mix improvement/special rate business negotiations
Overcome by: Initiate new/relevant MIS reports to Improve the depth and coverage of analytics (including IMS/ORG/secondary sales analysis etc)
Manage and monitor stock situations in the market
Overcome by: Discussion with supply chain team to manage in market inventory for key SKUs
Key Interactions (1/2)
INTERNAL

• India Business Cluster Head: As and when required to discuss on P&L, Latest Business Estimates, Monthly operational Report, finalising Budgeting, finalising Pricing, finalising product discontinuation, finalising any In-Licensing deals.
• India Business Cluster Marketing & Sales Teams: Regularly discussion on monthly P&L and Latest Business Estimates, Proposing Pricing, Proposing Product discontinuation , Discussion on improving Gross Margin through various initiative , Discussion on In-licensing deals , Discussion on performance of Key KPI's of business.
• Business Development Team: As and when to discuss and evaluate In-license deals
• India Business Strategy Head: As and when required to discuss on various projects
• Field force: Monthly interaction during Market visit on territory performance, support required and sharing observation on market visit
• Supply Chain Team: Monthly discussion on Stock Outs and inventory management to maximise the pricing benefit

• Distribution Team: As and when required to discuss on DPCO implementation, Revenue recognition, Distribution Budget Variance
• Peer Team Member: Monthly Meeting to drive objective set by India Business
• India FP&A Team: Yearly on submitting the Budget and Monthly on submitting MOR and addressing any query raised by the team
• Procurement Team: As and when required to discuss on new SOP, deviation of process by marketing and tracking actual Vs Budget for promotional material.
• Contract Manufacturing Team: Monthly discussion to approve increase / decrease in processing charges.
• Legal Team: As and when required to discuss on any specific agreement.
• M&A team: As and when required to discuss on probable acquisition and divestment.

Key Interactions (2/2)
EXTERNAL

• Stockiest & Chemist: Monthly interaction to discuss on overall performance of Pharma Market, Cipla's performance, Performance of New products, PPP Performance, DPCO impact, Any new initiative by competitor to fuel growth.
• Doctor's:- Monthly interaction during market visit to understand Cipla's performance, MR Visit frequency, View on recent regulatory norms, Ideas for growth, Specific Molecule Cipla to focus on.
• External Auditor:- Annually on IFC Process compliance
• Other Consultants -

Seeking Consultant help in driving pricing opportunity, Beyond regular pricing process.
Yearly Discussion with IMS consultant on Cipla's performance Vs Market.
In-licensing / Third Party Vendor: As and when required on various matters
Dimensions (1/2)

• Prepare, review, finalise and drive budget for Sub-therapy in respective India Rx Cluster
• Geography: All India (36 depots, 100+ mini regions)
• Product Pricing : of approx. 100+ SKU's in each sub therapy.
• Other Key decisions: Costing, Procurement, Supply Chain for Inventory Management, Business Development, Product discontinuation
• Span of Control: 1 off role report

Key Decisions (1/2)
DECISIONS

• Pricing of products
• FG - Destroy Vs Sample, RM/PM Produce Vs Destroy
• Driving Topline and P&L delivery
• Product Discontinuation
• Implement margin improvement initiatives by partnering with cross function teams
• Exception approval of procurement
• Processing Charges approval

Key Decisions (2/2)
RECOMMENDATIONS

• Budget Final Approval
• In-Licensing deals approval
• HR initiatives/activities
• Cross functional project suggestions, Project support for Global CFO or India CEO

Education Qualification
Qualified Chartered Accountant/MBA
Relevant Work Experience
5-8 years of work experience with strong financial and business acumen.
Strong action orientation, analytical Skills, interpersonal Skills, problem solving, influencing and negotiation skills

Skills Required