Job Description

Division

India Business

Market Access Department

India Business

Employment Type

Permanent

Job Purpose

Manager - Market Access is responsible for maximizing business opportunities in the Reimbursement for Cipla Limited brands in India. The role holder is responsible managing the key accounts in reimbursement sector and in including management of overall commercial performance of the institutional business and developing key relationships. He / she is responsible for working with sales team and cross-functional Cipla stakeholders to ensure appropriate level of support for an account, including identification and development of additional revenue opportunities.

Accountabilities

1.Strategic/Policy

• Develop the strategic plan for institutional sales in the Reimbursement accounts for the region by taking a short, mid and long term view of the business
• Analyze and understand the impact of macroeconomic factors and industry trends on the Reimbursement institutional sales business and create account plans accordingly to optimize sales opportunities
• Conduct sales analytics for the entire region for Reimbursement institutional sales to help draw out trends that impact the future business plans and provide inputs to the business manager for driving growth

2.Operational / Process Account Management:

• Track tenders released by Reimbursement accounts and collaborate with institutional teammates to respond in a timely manner
• Stay updated about changes in terms and conditions, criteria for selection of products, competitor mapping with public bodies like Health Ministry - Secretary and Joint Secretary (Health), CGHS Directorate, Board Members of Railways, Director General Armed Force Medical Store, Medical Commissioner, ESIS and international agencies helping state-wise purchase
• Create awareness on scientific differentiation of Cipla Limited brands so that we are included in to the e preferred list of products for the accounts managed
• Manage a set of prioritized (designated) accounts to achieve agreed business objectives
• Monitor progress of accounts managed and evolve action plans as appropriate (monitor account contacts, plan execution, profit, value, volume growth, and market share) Customer engagement:
• Provide key account / customer insights to the marketing and strategy teams to help them co-create the marketing / strategic plan for Reimbursement
• Coordinate with the distribution team to ensure availability of products as per the account plans
• Collaborate with Cipla institutional team

3. Formulary planning and Inclusions

• Demonstrate analytical skills to understand the formularies of accounts and create a penetration plan for formulary inclusions

• Liase with internal medical and marketing teams for conducting scientific meetings at accounts

• Create account mapping dockets and penetration plan for the assigned accounts

• Conduct scientific studies in coordination with medical team

Education Qualification

B. Pharm. / B. Sc

Relevant Work Experience

3-4 years of experience in Key Account Management - Market Access/Govt Institutional Sales business in Pharmaceutical industry

Job Location

Kolkata [West Bengal]