Компания "Ventra"
Our client, international pharmaceutical company, is in search of Portfolio Management Lead.
About the job
Strategic context
- Portfolio management is a critical part of the new operating model within the Trade organizations of MCO.
Key dimensions: scope & scale
- Portfolio Management Lead is responsible from determining non-promo portfolio strategy and managing actions for Russia markets in line with both global and local strategies.
- In addition to Portfolio Management, this position is also responsible from Sales Planning & Operations.
- There will be 2 direct reports being responsible from mainly Sales Operations & Portfolio Management Operations.
Role responsibilities
- Proposing and managing local divestment projects as well as global divestment projects within the portfolio.
- Production planning of non-promo products along with COGS management, determination of monthly sales forecasts, planning of commercial strategies and tactics, performance management processes for non-promo portfolio.
- Finding the right partner for products identified as potential growth opportunities through promo activities.
- Preparing the contracts for local partnership agreements in collaboration with the Revenue Management and Alliance Management teams.
- Planning the sales processes of whole portfolio and operating sales and commercial related processes.
- End-to-end management of the ‘Prune’ (products to be discontinued) process.
- Ensure that sales planning & operations at customer level (wholesaler, hospital etc..) is in line with sales targets in volume.
- Manage and ensure that customer discount reconciliations are in line with the approved campaigns and tactics.
- Ensure that Product Line Extension Process is managed efficiently through strong collaboration with all stakeholders involved in the process (commercial, finance, SC, M&S etc.)
- Manage the product lifecycle management making recommendations for product modifications or discontinuations based on market trends, competitive landscape and financial performance ensuring relevant regulatory requirements and quality standards.
- Perform accurate analysis and high-quality research, implement the Portfolio Segmentation, to provide meaningful solutions and recommendations for actionable measures implementation.
- Reinforce internal and external network to maximize business opportunities.
About you
Soft skills:
- Able to understand and contribute to the global framework combined with local execution.
- Capacity to challenge the status quo to enhance efficiency with an entrepreneurial mindset respecting global approaches.
- Entrepreneurial and agile mindset, unconventional thinking, always looking for new ways to achieve business goals.
- Curious to learn and drive new initiatives in digital pharma trade and revenue excellence.
- Empowerment & People leadership.
- Communication, Stakeholder & Change Management Skills.
- Customer orientation.
Critical experiences required to be successful in the role:
- Proven record of portfolio management experience.
- In-depth understanding of the market, competition, future market trends and entire local healthcare ecosystem.
- Experience in sales, finance, alliance management, supply environment.
- Understanding of Sales and Marketing operating model and financial acumen.
- Divestment deals execution & good understanding of the non-promoted products dynamic.
- Excellent presentation and interpersonal skills as well as influence, negotiation and conflict resolution skills.
- Negotiation skills notably with existing external partnerships/ Alliances.
- Highly complex project management.