Dr. Reddy’s Laboratories Ltd. is a leading multinational pharmaceutical company based across global locations. Each of our 24,000 plus employees comes to work every day for one collective purpose: to accelerate access to affordable and innovative medicines because Good Health Can’t Wait.
We started in 1984 with a modest investment, 20 employees and a bold vision. Today, we have research and development centres, manufacturing facilities or a commercial presence in 66 countries. 
For nearly four decades, we have stood for access, affordability and innovation based on the bedrock of deep science, progressive people practices and robust corporate governance. As the pharmaceutical industry evolves and undergoes disruption, we see an opportunity – to strengthen our core further (the next steps) and to build the future (the new bets).
‘The Next and the New’ is how we aim to continue to be the partner of choice – purpose-driven, future-ready and sustainable.  Our aim is to reach over 1.5 Bn+ patients across the world by 2030 by growing our core businesses and building for the future with sustainability at the core of our purpose and strategy. Sustainability for us means operating in a manner that respects people, planet and purpose – helping us conserve precious resources, serve our patients, create value for stakeholders, give back to society, fulfil our potential and maintain our integrity and transparency
Dr Reddy’s maintains a work environment, free from discrimination and is an equal opportunity employer. We are committed to employ & nurture all qualified diverse workforce without regard to race, colour, religion, nationality, sex, age, disability status, genetics, sexual orientation, gender expression, citizenship or any other characteristic or classification protected by applicable law(s) of the country we operate in. We treasure every talent, and recognize merit and diversity in our organization.

Job Summary

As the Channel Head, you will lead the development and execution of our sales strategy, ensuring operational efficiency and driving business growth. This role focuses on strategic planning, team leadership, customer relationship management, and achieving operational excellence to meet revenue and profitability objectives.

You will lead the commercial efforts in Thailand to maximize the market opportunities. Your primary management responsibility will be managing business operations, including maximizing sales and market share gain. You will set an effective positioning of company's brand messaging together with definable and measurable sales goals and ensure that they are met.

Roles & Responsibilities

Market Planning / Strategy creation

• Creating brand portfolio strategy concept           
  • Define vision and establish long-term goals of portfolio building. Create portfolio strategy in terms of brands positioning, promotion, and pricing in accordance with the business goal and stage of the products lifecycle. When developing a strategy, use in-depth knowledge of customer preferences, needs, and future trends.
  • Develop an algorithm for achieving long-term goals for the brand portfolio. Define key success factors for portfolio promotion (including target audience) and measurement criteria.
  • Create financial forecast of brands from portfolio in the long term.
• Interaction with Key Opinion Leaders and Key Decision Makers:
  • Create a plan for the company's collaboration with key opinion leaders, provide brand strategy and tactics, create and discuss content for subsequent communication.
  • Deeply understand and provide KOLs with new information about brand values, compare the evidence base by product / prevalence / clinical reports

Field Force Effectiveness Management

• Set individual sales targets for sales team, delegate responsibility for customer accounts to sales team (territory alignment/management/allocation, frequency of visits etc), co-ordinate sales action plans for individual team members.
• Oversee the activities and performance of the sales team, ensure sales team have the necessary resources to perform properly, monitor the achievement of sales objectives by the sales team.
• Understand strategies, tools, processes and methods that optimize field force effectiveness with a view of maximizing field force capabilities.
• Use LDM framework to conduct Root Cause Analysis to ensure faster turnaround of underperforming regions and brands
• Use resources from Training & Development for overall capability building within own Sales Force teams.
• Prepare budgets, control expenses and monitor budgets. Develop pricing strategy.
• Manage the interpretation/assessment of market research and business analytics data with a view of further driving brand performance.

Budget Planning & Execution

• Develop revenue/volume/profit goals across brands and/or segments.
• Manage P&L throughout the year and adjusts volume changes, cost parameters in collaboration with Finance in order to maintain appropriate financial focus and rigor.
• Rationalize and finalize the Annual Budget to ensure required budget is approved so that products are delivered in line with the plan
• Review the actual expenses periodically
• Participate in monthly SDP and quarterly review meetings, review performance, discuss issues and recommend corrective action as required.

Strategic ability & deep organisational know-how

• Work with internal teams to ideate, evaluate, assess ideas beyond current scope of business (e.g. new channels, new partnerships to form, new capabilities), to support growth aspirations and support desired strategic plan objectives
• Understand market and its trends, Know the competition
• Anticipate future changes and trends accurately, create visions of possibilities and likelihoods;
• Implement analytical data to bridge gaps in business development
• Create business cases and strategy deployment plans for the future
• Use the SDP and LDM frameworks from Dr. Reddy’s Business Excellence Framework to drive Strategy Implementation effectively and constantly make course corrections where required

Pharmaco-economics

• Know policy makers on products, have good understanding of current policies, practices, trends, technology, and information affecting business and organization;
• Keep up-to-date information about new and existing products and trends in medicine.

Building & Leveraging Relationships

• Interact effectively with internal and cross functional teams and build effective working relationships with internal and external stakeholders.
• Suitably involve critical stakeholders within work area to address operational requirements and issues

Educational qualification: Pharmacy or equivalent science Graduate with MBA in Sales & Marketing qualification preferred

Minimum work experience: 10-15 years of experience in pharmaceutical industry. Minimum 3-4 years of experience in leading a National Business Promotion and Marketing team

Skills & attributes:

• Experience in managing large teams
• Experience in handling institutional business, especially Oncology, Nephrology, Cardio & Diabetes
• Understanding of local pharmaceutical and market, key trends and KOL (Key Opinion Leader) relationship, therapy knowledge, territory and geography knowledge.
• Knowledge and skills in sales and marketing management.
• People management and coaching skills.
• Cross cultural orientation.
• Strong communication skills.
• Should have strong networks in Thailand Markets with key stakeholders
• Strong working knowledge of all functional areas (e.g. supply chain, sales, medical, regulatory affairs, compliance, legal and public relations) in order to provide input into decisions and influence internal stakeholders on issues of common interaction.