Head of ROW B2B Market ( Formulations)

Role Objective: Lead the development of strategies to enhance efficiency and sustainability in the ROW B2B Markets Formulations business. Provide insights for new product development and oversee expansion—maintaining existing accounts, driving product/geographical expansions, and securing new client acquisitions—ensuring regulatory compliance, adaptation to market demands, and balanced top-line growth with bottom-line profitability across LATAM, Asia, MENA, Russia/CIS, Africa, and South Africa.KEY RESPONSIBILITIESStrategic Market Expansion & GrowthIdentify, strategize, and lead the launch of the company's portfolio in untapped ROW territories, leveraging deep understanding of products, local geographies, market trends/practices, insights, and networks (local market connects). Must have travelled extensively to covered geographies: LATAM, Asia, MENA, Russia/CIS, Africa, South Africa.Utilize analytics and market research to identify high-potential pipeline products tailored to specific international regulatory environments.Prepare and align 5-year long-term growth plans and recommend strategic investments for large-scale market entry.Stay updated on global industry regulations, competitive landscapes, and evolving market dynamics to pivot strategies proactively.Business Development & Partnership ManagementDevelop geographies through a mix of In-Licensing (portfolio gaps), Out-Licensing (IP monetization), and strategic alliances.Network and establish deep-rooted relationships with existing and new partners, pharmaceutical companies, and research organizations.Act as the primary liaison with regulatory bodies and key industry stakeholders in the ROW region to facilitate smoother market access.Identify potential licensing opportunities globally to ensure a robust and diversified product portfolio.Commercial Excellence & Deal StructuringAchieve targeted Top-line Sales and Bottom-line Profitability growth across all allocated geographies, demonstrating experience/skills in top-line achievement alongside strong understanding of profitability; apply strong business & financial acumen to interpret P&L statements and business plans.Lead complex negotiations for licensing agreements, co-marketing deals, and commercial contracts.Conduct rigorous commercial evaluations of business cases; utilize financial metrics like NPV, sales forecasts, and market data analysis to ensure project viability.Manage and adhere to sales budgets and expense frameworks to ensure high ROI on BD activities.Lifecycle Management & Cross-Functional LeadershipLead cross-functional teams (R&D, Regulatory, Supply Chain) to ensure timely product launches and effective lifecycle management, including supply chain optimization and regulatory dossier preparation.Continuously monitor the business progress of allocated accounts and provide support for the ongoing lifecycle of products in the market.Align with the Global Strategy team to assess market trends and competitive threats.Drive the process of identifying /"Right-to-Win/" products for international markets through deep-dive research.Leadership, Mentorship & Process DrivingDefine clear targets for the BD team and drive tasks to ensure goal achievement, embodying high trust, ownership, and focus on System/SOP orientation. Act as a coach and mentor, fostering a culture of continuous learning and individual growth within the team.Implement new ideas and internal processes to improve customer support and meet evolving requirement standards.Take ownership of critical business case decisions and advocate for strategic investments at the executive level.Stakeholder EngagementEstablish relationships with strategic partners, stakeholders, and key clients to facilitate business growth and collaborationCollaborate with the Sales team for product positioning focusing on promotion and advertisingFacilitate workshops and brainstorming sessions to foster cross-functional innovationBuild and nurture relationships with key regulatory agencies, healthcare providers, and other stakeholdersSustainabilityDrive decision-making processes to ensure alignment with the company’s vision for sustainabilityRecommend initiatives that enhance business value and competitive positioningMonitor the implementation of plans by execution teams and providing feedback as neededPeople and Culture Promote and embody the USV Credo Oversee recruitment to ensure availability of talent Conduct periodic reviews and develop team members, ensuring continuous growth and development Oversee regular training to ensure the team has the latest knowledge and skills to excel and drive the organisation forward Identify high-potentials candidates and groom them to take up the next role STAKEHOLDER INTERACTIONType of Interaction: Internal Interaction with: Regulatory Affairs, Supply chain, Product Managers, Marketing Heads, HODs, Sales, HR, R&D Corporate Quality Assurance, BD and LegalNature of Interaction: Engage in routine communication to provide updates, inputs, and seek resolutions, coordinate joint tasks, negotiate, influence, share national/international market information, provide insights, conduct training and liaise with stakeholders across globeType of Interaction: External Interaction with: Customers, Consultants, Industry PeersNature of Interaction: Negotiating, gathering information, providing instructions and feedback, resolving queries, and networkingProfessional Experience and Relevant SkillsMinimum of 15-20 years of overall experience Must possess understanding of functional processes of international market regulations, along with current industry trends, products, local geographies/markets, and practices. Exceptional communication, leadership, strategic thinking and decision-making skills are required to drive initiatives across diverse teams—high on trust/ownership with SOP focus. Strong analytical and problem-solving abilities to convey complex ideas and influence stakeholders effectively.Proven experience in achieving top/bottom-line results, P&L/business plan analysis, and extensive travel to LATAM, Asia, MENA, Russia/CIS, Africa, South Africa.Academic Qualifications & CertificationsEducational Qualification: Master of Business Administration or equivalent experience from a premier business school.

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