Hiring Brief: Director of Sales - Consumer Heath Care - Strides Shasun INC. USA

1. Director of Sales
Consumer Heath Care
Strides Shasun INC.

2. Our History
• 1990 – 1995
• Starts as a trading company from a home office in Navi Mumbai
• First Manufacturing plant in Bangalore
• 1996 – 2000
• Company name changed to Strides Arcolab Limited
• Exports to Nigeria commenced
• Inauguration of the Soft Gelatin plant in Bangalore
• Acquired US Soft Gelatin plant, Global Remedies and Caryl Laboratories
• Strides was listed in NSE
• 2000 – 2005
• Started operations in Latin America. Built new factories in Mexico and Brazil
• Inaugurated the global research and development centre, Star Technology and Research or STAR, at Bangalore
• 2006 – 2010
• Acquired: Singapore: DHA, Norway: Pharma plus, Poland: Injectible facility
• Acquired Grandix, Co-Pharma UK, Beltapharma Italy
• Acquired Ascent pharma in Australia
• Partnership with Pfizer, Acquired penems plant in Brazil
• Rebranded speciality division as Agila, INR 450 crore fund raised from Institutional investors in India
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3. MILESTONES
• 2011 – 2014
• Entered Biotech space with the acquisition of Inbiopro Solutions,
• Sale of Agila business to Mylan for USD 1.65 billion
• Acquired India branded generic business of Bafna pharmaceuticals including “Raricap”
• Announced merger with Strides Arcolab and Shasun Pharmaceuticals to become a INR 3500 crore
company with over 3500 employees
Among Top 10
Pharma Companies
by revenue
Arrow Pharma top 3
position in the
Australia market
Presence in 85
countries
Global Strength of
5500+ Employees
15 Mfg. Facilities
(India, UK, Italy and
Africa)
5 USFDA Facilities
400 + Scientists
@
2 Global R&D
Facilities
Quick Facts:
We are now known as Strides Pharma Limited at the Mumbai Stock exchange
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4. Attained critical mass with organic and inorganic strategies
Evolution of Strides 2.0
STRIDES 1.0
(POST
DIVESTMENT)
Merger with Shasun for
access to pipeline and
supply chain security
FY2014
$190M REVENUE
$425M MARKET CAP
FY2017
$560M REVENUE
$1.5B MARKET
CAP
STRIDES 2.0
(GEARED
FOR VALUE)
Setup R&D base from
scratch (previous R&D
setup was part of
divestments)
Acquisition of
Universal in Africa to
rewire “In Africa For
Africa Strategy”
Brand acquisitions in US
and Emerging markets to
strengthen product offering
Exit from CRAMS, Sale of
Africa generics
manufacturing business and
Capping investment in
Stelis Biopharma
*Demerger of B2B
oriented Human API
business , to deliver
shareholder value
through Solara
Acquisition of USFDA
approved multi product
API facility from Perrigo
for integrated products
JV with Vivimed for its US FDA
formulations facility , provides
access to pipeline and helps de-
risked manufacturing
Re-entered Australia
through Arrow. Bolt on
acquisitions of Generic
Partners ,Pharmacy
Alliance
2015 2016 2017
FY2016
$440M REVENUE
$1.5B MARKET CAP
* Subject to requisite approvals
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5. Strategic progression, Significant value unlocked
Value creation over time
1990-
2004
2004-08
2008-13
Today
Learning
Course
Correction
Value Unlock
Strides 2.0
− Emerging market FDF
company with trading
focus
− Business rewired towards
scarcity-unconventional
markets and domains
− Acquisition of front-end
platforms in SE Asia,
Australia and India
− Sale of Ascent Pharma and
Agila Specialties
− $2.2B worth of value
unlocked
− De-levered balance sheet
− Distributed $650M as
special dividend, a
corporate record in India
− B2C Focus
− Branded generics
portfolio
− Diversified footprint in
regulated and emerging
markets
− Best in class quality
compliance system
− Vertically integrated
future ready supply base
− Rebuilt strong R&D
capabilities in APIs and
FDFs
Strides 1.0
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6. $550m+ net investment in the first 1000 days to build a strong foundation
Strongly Positioned Today
6
STRONG B2C FOUNDATION
Diversified
business model
Supply chain
security
Integrated R&D
Capability
Manufacturing
operations with
high automation
Best in class
Quality
Compliance
Experienced
management team
InfrastructureScope Research Portfolio ComplianceManagement
− Vertically integrated
manufacturing
infrastructure with all
regulatory approvals
− 7 FDF facilities in
India, Europe, Africa
and Singapore (4
USFDA approved)
− 1 USFDA approved
API facility in India
− ~$100m invested
− Well diversified
consumer facing
business in regulated
and emerging
markets(EMs)
− Presence in 100+
countries with 1,000+
sales force in EMs
− 2 dedicated R&D
facilities in India
with global filing
capabilities in APIs
and FDFs
− 500+ headcount
− ~$70m invested in
3 years
− Capabilities in
multiple delivery
technologies and
dosage formats
− Portfolio across
orals, topicals,
liquids, creams,
ointments, soft gels,
tablets and modified
release formats
− ~$370m invested
− Strong compliance
environment with
impeccable regulatory
track record
− Technology led complete
control on operations,
quality and data
management
− ~$45m invested
− Experienced and
proven management
team with strategic
oversight of a
reconstituted Board
CAPEX AND INVESTMENT CYCLE NOW COMPLETE, WE ARE GEARED FOR EXECUTION
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7. Focus on niche segments and a differentiated portfolio
United States
− $380b+ market for generics with patent expiry of
brands worth $87b in the next 5 years
− Indian generics have 40% of volumes in US market
− Regulatory overhang paving way for fully compliant
and integrated players
− New GDUFA guidelines accelerating entry of new
players and products
− CHC a $30bn+ market and growing steadily
Opportunity Business Today
− Focus on niche, low competition, high technology
barrier products built around modified release, soft
gel capsules, topicals and integrated products
− Focused OTC franchise
− Target of 15-20 filings every year , to benefit from
new GDUFA regulations
Strategy Growth Enablers
− Portfolio of 62 filed ANDAs (18 commercialized and
28 pending approval)
− Key products have captured leadership position:
Carisoprodol: >90%, #1 in market, Vancomycin:
>50%, #1 in market, Ergocalciferol: >40% ,#1 in
market , Ranitidine: >20%, #3 in market and
Methoxsalen:~30%, #3 in market
− Achieved $100m+ sales within a short period
− Strong R&D capability leveraging API and FDF to
develop integrated products
− Future ready mirrored facilities with Integrated
capabilities across dosage forms
− Leveraging front end capabilities to go direct to
market with reduced reliance on marketing partners
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8. CHC Overview
2 pronged strategy – consumer and retailer own brands
Strides also has several new items available to support
retailer “Own Brand” initiatives
• Ibuprofen tablets/caplets – compare to Advil® and
Motrin® (orange/brown, round/caplet)
• Ibuprofen liquid filled capsules – compare to Advil
Liquigels®
• Ibuprofen w/ diphenhydramine – compare to Advil®
PM Liquigels®
• PEG 3350 powder laxative – compare to Miralax®
laxative powder
• Cetirizine 10mg – compare to Zyrtec®
Advl® and Liquigels® are registered trademarks of Pfizer consumer health, Motrin® is a registered trademark of McNeil Consumer Health, Miralax® is a registered trademark of MSD Consumer Health
Strides has acquired 4 brands in 2016 (Starting
in April, 2016) – Building a strategic portfolio in
Cough/Cold/Pain
• JointFlex® - Topical pain cream with clinical
studies to support differentiated claims
• PediaCare® - (Acquired Dec.2016) Single and
multiple ingredient liquids for pediatric treatment f
cough/cold/flu
• Vanquish® - Heritage brand for headache and
general aches and pains
• Fergon® - Heritage brand high potency iron
supplement
• Nuprin® - Oral Ibuprofen tablet
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9. OUR CONSUMER BRANDS
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10. ROLE AND POSITION HIERARCHY
Kevin Knarr
Sr. VP Commercial
Operations US
Stephen Turner
VP NPD
Sharon Sulecki
Brand Manager
Mathew Martini
Business Analyst
Role Holder
Director of Sales
Subodh Marwah
President Global CHC
Why does the role exist?
The role has been conceived as a part of the
transformation of Strides Pharma Inc at
USA.
This is a new role which is a part of the
integrated consumer healthcare function.
This role exists to drive the consumer
healthcare business across the branded,
private label and white label space.
The business is at a build phase and we
expect the incumbent to grow business and
achieve budgeted numbers. The role
currently does not have a people
management responsibility. However
structure and teams are emergent based on
people capability and contribution.
The role exists to drive the P&L of the CHC
business at USA, taking along with the
country Rx team and the Global CHC
expertise.
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11. JOB DESCRIPTION
The Director of Sales CHC (US) will utilize sales data and market knowledge to find opportunities for sales
growth within existing accounts and to target new accounts. This role will also monitor the marketplace for
competitor activities, market supply, pricing and update internal reports. The role holder is responsible for
achieving agreed upon sales goals for both Private Label and Brand Products, launching new products successfully,
providing excellent customer service, contract management, and managing Emerson relationship.
 Develop & build the Strides consumer healthcare
brands and private label business into a significant
player in the US CHC landscape in next 3-5 years.
 Strongly build and drive distribution across channels
(Mass, drug, food, managed care) and with key
accounts (all leading national retailers including e-
tailers).
 Own and manage the national distributor (Emerson),
establishing strong relationship and ensuring key
deliverables
 Input into the future pipeline of the CHC business
working with the leadership and product
development teams. This role will be the ‘face of
the Strides organization’ on the CHC side in the US
market, hence needs to portray and represent the
ambition and values of the organization both
internally and externally.
 Attend industry meetings and tradeshows
 Manage Emerson relationship to ensure sales brokers
have most up to date information and ensure
distribution on our Brand Products.
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12. Role Requirements:
• Bachelor’s degree required
• Previous CHC industry experience at
USA / Canada
• Proficient with MS Office, SAP
(Optional)
Key Competencies :
• Drive for results
• Strong accountability
• Collaboration
• Competitive insights generation
• Business owner mindset
Skills and competencies:
• Negotiation skills
• Effective communication
• P&L management (business and
customer)
• Relationship building and management
Location and Travel Percentage
• This position will be based out of our
East Brunswick, NJ office
• Will be expected to travel around 50%
of time.
JOB DESCRIPTION
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13. SUBODH MARWAH – Group President, Consumer Health Care
Subodh joined Strides in May 2017, prior to which he was working
with Sun Pharma Ltd., where he led a $150 million consumer
healthcare business as Head – Global Consumer Healthcare. Prior to
that, he has worked with Carlsberg Group, Thomson Reuters, Procter
& Gamble and Gillette over a career spanning twenty-two years.
Subodh received his MBA from Faculty of Management Studies (FMS),
Delhi and his Bachelor of Commerce degree from Shri Ram College of
Commerce, Delhi.
He leads our global Consumer Health Care, managing the teams in
India, US & Australia.
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14. KEVIN KNARR – Senior Vice President, Commercial Oprns., CHC
Profile:
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Kevin joined Strides Pharma Inc in 2015, he know heads up the
commercial operations for the US. Prior to joining Strides he has
been in the US Generic business in various rolls for the past 15 years.
Under His leadership the RX side has been awarded Supply Chain
Excellence by Cardinal and is among the fastest growing generic
companies in the US.
Kevin has a bachelors degree in Marketing and is located in the East
Brunswick, NJ office.