Head - Government Institution Business

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The primary role of this position is to lead the strategy for maximizing Takeda’s government/institutional reimbursement business footprint. Incumbent shall provide an integrated face for internal and external customers (employees/customers) and engage on frequent basis with high-level stakeholders and present a credible image for the company. He/she will act as a resource person/internal expert to Business Unit Heads and Business Leads for all state govt. and reimbursement segment tenders, pricing.

ACCOUNTABILITIES

• Develop and track the annual calendar of all institutional tenders and contracts across assigned India. Coordinate closely with Regional Institution Lead (RIL) in the region to gather and publish a regional tender visibility tracker.
• Develop a strong customer value proposition for targeted accounts, to create a SR & ER tender accounts pull towards Takeda strategic partnerships thereby building strong relationships to expand the business opportunities across all divisions.
• Build an influence map for every SR/ER Account at central HQ as well as regional and establish relations at all levels and locations
• Management of Account Receivables by taking complete ownership of the outstanding/delinquent payments from each customer to ensure timely payments are realized. 
• Prepare action plans jointly with RIL and guide the sales team to generate new business leads and prospects to penetrate upcoming tenders. Create a conducive environment for product specification inclusion.
• Liaison with Purchase committee and Drug Committee members at the institutions/state level for inclusion of the Products or product specifications in the Essential Drug List (EDL) or Institution Formulary.
• Active participation Financial Modeling and pricing strategy to drive increased revenue and profit based on price and volume-related insights by account/customer. 
• Cross pollinate success approach from one tender/institution to another tender
• Drive differentiation and success of the product bids by influencing the procurement clauses in the tenders through relationship development with tender/institutional stakeholders
• Coordinate with multiple internal stake holders to service the overall needs of the accounts/ customers. Minimize administrative obstacles for smooth conduct of business.
• Consolidate insights and competitive intelligence from the team of RIL/IBS regarding market performance, change in bureaucracy, competitive tender landscape etc. and leverage in strategy planning.
• Build strong relationship with all key stakeholders of state & employee reimbursement tendering authorities.
• Gather and leverage market intelligence from the various sources including field. 
• Drive tender operations for ensuring excellence in bid management and error-free tender submissions on all modes.
• Collaborate with Access, Commercial & cross function for Product/ SKU specification inclusion in tenders 
• Work closely with CFT to look at Innovative Tendering models – Portfolio / Pricing/ Value propositions 
• Work closely with tender stake holders to enhance the Post tendering process 

INTERNAL & EXTERNAL STAKEHOLDERS

• External: Providers, Distributors, Tendering Officials, Technical committee members, Finance Department & Senior Bureaucrats
• Internal: Franchise Heads, Business & Account Leads, Lead Tender & Documentation Management team, Medical/Marketing/Access Leads, Regulatory team

EDUCATION AND EXPERIENCE

• Minimum 15 years of pharmaceutical sales experience, out of which 5+ years of government Institution business experience with 3+ years team handling experience is must. 
• Experience in developing strategies to increase market share in Public markets Segment, especially in State tenders 
• Strong business acumen, demonstrated experience in relationship-building across multiple functions, especially with tendering authorities 
• Strong Emotional intelligence and influencing abilities
• Know-how of tendering process at state & Institution level 
• Qualification Requirements - Bachelor’s Degree

BEHAVIOURAL COMPETENCIES AND SKILLS:

• High-impact communication/presentation Skills
• Stakeholder management
• Credible/authentic presence and leadership skills
• Network within govt. machinery/establishments
• Integrity, honesty, perseverance, fairness
• People Manager, Team player and capability to foster an inclusive environment within the team and beyond.
• Understanding of India’s health/rare disease policies, healthcare ecosystem, patient communities at large and their ways of working

OTHER INFORMATION

Travelling requirement: Frequent travel 30-40% time within country