Division Department Sub Department 1 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) • 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) 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 (4/6) Simplification - Drive simplification through automation and prepare SOP to ensure activities are process driven and effective • Drive automation of reports through advanced IT platforms like QlikView 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 (5/6) Key Accountabilities (6/6) 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) • 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 Key Interactions (2/2) • 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 • • 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 • Measuring Manpower productivity: Dimensions (2/2) Key Decisions (1/2) 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) Budget Final Approval In-Licensing deals approval HR initiatives/activities Cross functional project suggestions, Project support for Global CFO or India CEO DPCO Mitigation Plan Education Qualification MBA or Chartered Accountant Relevant Work Experience Minimum 2-4 years of experience with strong financial and business acumen and strong action orientation, analytical Skills, interpersonal Skills, problem solving, influencing and negotiation skills