The Country Manager Germany is responsible for the overall leadership, management and performance of Glenmark’s pharmaceutical business in Germany. The role translates and executes the company’s vision and strategy while driving sustainable revenue and contribution growth.
The Country Manager leads all key commercial and operational functions, including Sales and Marketing, Operations, Quality and Supply Chain. The role is accountable for developing the product portfolio, identifying in-licensing & growth opportunities, ensuring successful product launches, and building strong relationships with key stakeholders.
As Glenmark’s overall representative in Germany, the Country Manager ensures compliance with all applicable laws and regulations, manages the business within approved budgets, and strengthens the organization, market presence and long-term growth.
Overall, Job Responsibilities:
Responsibilities:
1. Financial Health of Glenmark Germany:
Financially manage the German business from a full P&L perspective. Accountable for all financial aspects of the business and the reporting (finance support provided) of the business on an ongoing basis accurately forecast and report all financial elements of the role in line with agreed procedures
- Topline sales achievement primary and secondary for the countries
- Ensure the value and volume mix for the sales numbers to ensure demand-led growth
- Meet the budgeted GC/ EBIDTA projections y-o-y
- Ensure budgeted annual and quarterly cash flow from the operations
- Gain Rank and Market Share Growth in line with stated annual objectives
- Manage expenses growth below topline growth
- Undertaking timely and accurate annual budgeting, forecasting and business planning for sustainability
- Ensure Brand Development: Supervise on brand-marketing strategies for RX, OTC, Specialty/Innovation (if applicable) & maximize return on investment for the brands
- Working closely with Product strategy and BD Group to capitalize on untapped business opportunities including filling in product gaps through in licensing and partnerships
- Work with product strategy and regulatory
Results Expected/ Target:
- 1.Budget achievement, accurately forecast and report all financial elements of the role in line with agreed procedures
- 2.Market share of brands and products. In time submission of Business Cases. Evaluation of M&A. Value Now Activities.
- 3.Attrition. Development of the team to be recognized as best of bread. Networking to ensure easy access to all customers senior managers.
% of time spent:
1 = 50%; 2 = 30%; 3 = 20%
Key Relationships/Stakeholders:
External
Customers, government agencies, health authorities, tendering bodies and health Insurance companies, other generic and Pharma Companies, pharma associations, external partner (e.g. tax, law, finance, warehouse, suppliers, recruitment agencies)
Internal (other than Direct Reports)
German team, EU leadership team, regional country heads
EU and global Functions: RA, Quality, PV, BD, Demand, Supply, Finance, HR and Manufacturing
Desired Experience and Knowledge
Educational Knowledge
Educated to degree level or equivalent experience
Experience
- Minimum 10 years of experience of the German Generics Market, particularly Sales & Marketing or Tender, and preferably experience of the overall Pharma market.
- Strong track record of growing and turning around businesses
- Track record in General Management including oversight of the sales, marketing, business development and all commercial functions
- Direct experience with negotiating and implementing successful collaborations
- Experiencing in launching and establishing speciality or innovative brands will be an advantage
Knowledge and Skills (Functional and Technical)
- Good understanding of the pharma market landscape
- Good understanding of regulatory frameworks and pathways for the country
- Resourceful, strategic and analytical thinker and creative problem solver
- Driven to deliver quality results on time and in a highly ethical and professional manner
- Strong communication, negotiation and influencing skills
- Organized and logical, and at the same time with a high degree of flexibility to change direction when needed
- Good understanding of business operations management
- Good written English and fair-spoken English is a necessity
Other Requirements (License / Certification & Specialized Training)
- Self-starter, ability to set own agenda and carry out objectives
- Ability to deal with ambiguity, change - flexible in approach
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