To provide leadership for the Cipla ANZ subsidiary to drive the desired targets for both Retail and Specialty business. The role is responsible for leading and driving Cipla’s Retail and Specialty businesses in Australia, with a P&L; accountability for commercial performance, market expansion, and strategic growth. The incumbent will spearhead the sales organization across retail and specialty segments, ensuring strong customer engagement, optimized channel execution, and sustainable revenue and profitability growth.

Key Accountabilities

- Drive sales and profit targets for the business units. Tracking of sales performance vs budgets and LBEs.
- Drive the Business Unit to achieve profitability targets set by corporate.
- Setting up governance to streamline the sales achievement.
- Create the business unit strategy and new product launch plans for profitable share and growth.
- Building a robust portfolio for both business channels, this should include adequate inputs from market analysis gathered from field work, primary and secondary data sources.
- Ensure sound execution of the sales & marketing plans, including participation in conferences, new product launches, and relevant key opinion leader (KOL) workshops. The sales plans should include developing and executing on a healthy sales pipeline with the right quantity, balance, quality, and velocity of hunting opportunities

Manage In-License & Channel Partner Relationships

- Establish productive business relations with wholesalers, pharmacy banner groups and in-licensing partner specially for specialty business. This would include negotiation and execution of relevant distribution agreements as well as assisting with ranging of recent products.





Operational Excellence

- Salesforce Effectiveness (SFE) – manage all aspects related to improving SFE including coaching, motivation, training, goal setting, tracking of in field activity such as quality of calls, coverage of target customers and call average.
- Setting up incentive structure in liaison with central SFE & monitor the progress.
- Drive monthly governance for each of the business units, new launches & Portfolio.
- Co-ordinate with Business Planning team for managing Supplies to ensure customer demands in full and on time (SIFOT) and forecast accuracy are exceeded, while minimizing back orders.
- Reduce business wastage (incl. COPE) in line with corporate targets.

Stakeholder Management & Influence

- Establish productive working relationships with all relevant external and internal stakeholders (finance, supply chain, QA, RA, legal, marketing, PV etc.), to ensure the optimal cross functional support needed to exceed customer expectations.

Reporting

- Ensure all reporting requirements on aspects related to business performance and supply chain are done in a timely manner.

Compliance

- Ensure compliance to all relevant company policies and industry standards for ethics as applicable.

People & Culture

- Build a culture of customer centricity, accountability, ownership, collaboration,



and people focus.
- Execute on measures for enhancing employee engagement such as communication, career growth, respect, and organizational trust.
- Build a cohesive high-performance team driven by trust and a pipeline for succession plans.
- Keep attrition levels below agreed targets
- Enhance diversity and inclusion across the organization

Educational Qualifications

- Bachelors or Masters Degree in Pharmacy, Business, Life Sciences, or a related field. An advanced degree like an MBA or Master’s in Business is often preferred.
- 10+ years in the pharmaceutical industry, preferably in sales & marketing. Experience of managing Australia Retail channel & specialty business will be preferred.
- Proven ability to manage team, ideally with at least 3-5 years in a managerial role
- Experience in handling financials, budget forecasts, and P&L; (Profit & Loss) responsibilities
- Ability to develop long-term plans, set goals, and align resources to meet business objectives
- Familiarity with compliance and regulatory standards in the pharmaceutical industry (TGA)
- In-depth knowledge of pharmaceutical sales strategies, promotional techniques, and product positioning
- Proficiency in analyzing data to make informed decisions, track market trends, and identify growth opportunities
- Strong skills in mentoring, coaching, and managing teams to drive performance
- Excellent verbal and written communication for internal and external stakeholders, including presentations, reports, and negotiations
- Proficient with CRM systems and tools for managing client interactions and sales pipelines

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📌 Lead Commercial - Australia DTM (City of Sydney)
🏢 Cipla
📍 City of Sydney