Job Purpose: 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: Financial s: Drive sales and profit targets for the business units. Tracking of sales performance vs budgets and LBE s.Drive the Business Unit to achieve profitability targets set by corporat e.Setting up governance to streamline the sales achievemen t.

Strategy & Executi on:

Create the business unit strategy and new product launch plans for profitable share and gro wth.Building a robust portfolio for both business channels, this should include adequate inputs from market analysis gathered from field work, primary and secondary data sour ces.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 opportuni ties

Manage In-License & Channel Partner Relationsh ips: 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 new pro ducts.Operational Excel lence:

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 a verage.Setting up incentive structure in liaison with central SFE & monitor the pr ogress.Drive monthly governance for each of the business units, recent launches & Por tfolio.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 t argets.

Stakeholder Management & Inf luence: 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 expe ctations.

R eporting: Ensure all reporting requirements on aspects related to business performance and supply chain are done in a tim ely manner.

Compliance: Ensure compliance to all relevant company policies and industry standards for ethics a s applicable.

People & Culture:

Build a culture of customer centricity, accountability,



ownership, collaboration, an d people focus.Execute on measures for enhancing employee engagement such as communication, career growth, respect, and organi zational trust.Build a cohesive high-performance team driven by trust and a pipeline for su ccession plans.Keep attrition levels below agreed targetsEnhance diversity and inclusion across t he 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.Relev a nt Experience: 10+ years in the pharmaceutical industry, preferably in sales &marketing.;

Experience of managing Australia Retail channel & specialty business wi ll be preferred.Proven ability to manage team, ideally with at least 3-5 years in a managerial roleExperience in handling financials, budget forecasts, and P&L; (Profit & Loss) responsibilitiesAbility to develop long-term plans, set goals, and align resources to meet bus iness objectivesFamiliarity with compliance and regulatory standards in the pharmaceutica l industry (TGA)In-depth knowledge of pharmaceutical sales strategies, promotional techniques, and pro duct positioningProficiency in analyzing data to make informed decisions, track market trends, and identify grow th opportunitiesStrong skills in mentoring, coaching, and managing teams to d rive performanceExcellent verbal and written communication for internal and external stakeholders, including presentations, reports, and negotiationsProficient with CRM systems and tools for managing client interactions and sales pipelines

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