The job is for an SBU Head who will be responsible for all marketing and sales activities of the Solus & Solus Care business unit to achieve targeted sales volumes, revenues, and profits. Key responsibilities include developing business strategies, setting sales forecasts and targets, coordinating promotional activities, ensuring new product launches, and managing a team of 8 sales managers and 1 senior marketing manager across India. The position requires over 14 years of experience in pharmaceutical marketing or sales, and will report to the Business Head while supervising around 11 direct reports. Key result areas are achieving budgeted financial and market share goals through customer-focused strategies and developing a high-performing team.

1. Job Description
Name:
Position Title: SBU Head – Solus & Solus Care
Educational
Qualification
Graduate/Postgraduate in
science/pharmaceuticals.
Preferably trained in business
management
Experience 14- 15 years in pharma industry with
experience in Marketing / Sales and
medico-marketing.
Reports To : Business Head
Supervises : Sales Managers – 8
Senior Manager Marketing - 1
Position Summary: (Job Purpose)
Accountability:
 To plan, direct, coordinate and control all the marketing and sales activities of the SBU
in order to ensure the achievement of targeted sales volumes, revenues, profit and
market shares within the budgeted costs
Level of responsibility:
 High
Scope:
 Area covered : Pan India
Dimension:
 Number of Employees in the SBU (OB – 11)
Solus & Care 239 nos.
 Annual Budgeted Sales of the SBU (OB - 2011) Rs. 632.01 Mio
 EBT Objective of the SBU (OB – 11) Rs. 77.53 Mios
Delegation of Responsibility:
 In the absence of the job holder, the responsibilities will be delegated to respective
Sales Manager, Senior Manager Marketing.
 Administrative and decision making responsibilities shall be referred to Business Head
Decisions made alone:
 SBU’s business and operational issues
 Sales Forecast and SBUs Sales Planning
 Allocation of sales targets
 Business Strategies and allocation of promotional resources

2. Job Description
 Propose marketing plans
 Coordination and regular reviews with partners
Decisions in consultation of superiors/ others:
 Business strategy – with Business Head, BMT and Strategic marketing
 New Products and launches- with Sales Heads, BMT, Strategic Marketing
 Training and development - Senior Manager Training & Director Medical
Decisions referred to higher authority:
 Decisions regarding entry in pricing, Price changes
 New Therapeutic Areas,
 Brand Acquisitions, Brand Shifts, Brand Extension
 Strategic Marketing Inputs
Job Profile: (Describe the major end results expected from the job)
KEY RESULT AREAS:
 To provide strategic thrust and ensure achievement of overall business
objectives of the SBU
 To achieve budgeted sales and profit contribution for the SBU
 To achieve preset market share objective of the SBU
 To create customer focused business strategies and to provide overall
direction to the marketing functions of the SBU
 To ensure successful launch of new products
 Customer Focus, KOL Development/Management, Coverage Objectives,
Continuous Education Management Objectives.
 Process Objectives: Forecast Accuracy, NDR Fidelity, New Product Launches,
New Product Performance
 Learning & Growth Objectives: Attrition Management, Key Talent
Retention, Learning & Development
 To ensure high quality market intelligence information is gathered on a
continuous basis, analyzed and interpreted accurately so that management can take
quick pro-active, corrective actions, whenever necessary
 To ensure all Sales Promotion material, technical literature, brochures, free
samples, gifts, trade offers, etc are all planned with an optimum mix and implemented
efficiently
 To ensure all major Sales and Marketing expenses are monitored on a
continuous basis and necessary corrective action whenever there are a potential run-
over
 Ensure a well planned ‘Succession Plan” & ‘Career Path Plan’ is put in place
for all critical jobs in the SBU

3. Job Description
 To create value driven culture and develop a motivated teams in the SBU as
well as create a conducive and supportive environment to evolve and sustain a winning
teams (Sales Management & Marketing)
 Ensure widespread motivation/incentives through various Rewards &
Recognition platforms
Assessment and Planning of Work
The job is the Top Job in the SBU and all the objectives would cascade down from the said
position.
Generated by Self - 80%
Generated by others - 20%
Problems/ Key Features
 To achieve SBU’s Sales, EBT and Market Share objectives in a highly competitive
market.
 To influence tough KOLs in a fierce competitive scenario where all big players
practice and emphasize on relationship marketing
Interface:
External Contacts:
 Key Opinion Makers
 Doctors
 Stockists
 Partners, if any for in licensed product
 External suppliers for new products
Internal Contacts:
 Finance - monitoring/correcting financial parameters
 HR & Personnel – for recruitment, development and for conducive IR
environment
 Manufacturing – for smooth and timely production schedules
 R&D – for new product pipeline/clinical trials
 Legal – for trade marks/defaulting parties
 Market Research - To identify needs/gaps/opportunities
 Strategic marketing - for identification and of new product grid
 Medical - For medico-marketing strategy/ clinical trials, if any
 Training - Training needs of SBU
Competencies Required:

4. Job Description
Technical Competencies:
 Facilitating a common understanding of sales objective & Strategies from global to local
 Ability to align team strategies with management strategies
 Leads the entire sales team to ensure achievement of the company's sales and revenue
targets
 Able to demonstrate & coach the company sales process
 Knowledge of business and management principles involved in strategic planning,
resource allocation, human resources modeling, leadership technique, production
methods, and coordination of people and resources.
 Knowledge of principles and methods for showing, promoting, and selling products or
services. This includes marketing strategy and tactics, product demonstration, sales
techniques, and sales control systems.
 Knowledge of ethical marketing.
 Knowledge of launching new products, increasing product portfolios.
Behavioural Competencies:
Competencies High Medium Low
Analytical Skills 
Decision-making 
Planning and Organizing 
Strategic Thinking 
Performance Focus 
Customer Focus 
Communication 
Interpersonal Effectiveness 
People Development 
Name of the Job Holder Signature Date
Name of the Immediate Superior Signature Date