Position Details

Designation: Country Manager - Central and Distributor APAC markets

Business Unit: APAC

Function: Sales & Marketing

Location: Glenmark HO, India

Reporting to: Senior Vice President and Business Head – APAC

Countries under purview: Cambodia, Laos, Export markets, Indonesia, S. Korea & Taiwan

Overall Job Responsibilities

• Drive profitable growth year on year by significantly outperforming in the country of operation; achieve or exceed the company’s financial plans; maximize the value of the company by optimizing revenues and operating margins
• Identify key customers and connect with the team to stay abreast with market realities
• Establish and build Glenmark’s branded pharmaceutical interests in the responsible countries
• Conceptualization and execution of strategy for consolidation, new territorial entry and new product introduction. Identify potential business development opportunities based on market understanding and lead the discussions for closure of the same.
• Ensure smooth demand planning, forecasting and inventory management in order to avoid gaps between supply and demand. Ensure timely stocks to retailer, pharmacist and hospitals. Ensure collection happens within the stipulated time frame.
• Provide guidance to team for sales planning based on market conditions. Based on new initiatives design and implement Sales Force effectiveness strategies to increase productivity.
• Attract and retain talent. Driving development, coaching and mentoring of team to meet business objectives

Desired Experience And Knowledge

Educational Qualifications: -

Bachelors in Science / Pharmacy and Master’s Degree in Marketing / International Business

Experience: -

At least 10 plus years of experience in Sales & Marketing with minimum 3-5 years of exposure in SEA Markets (Indo-Cambodia-Laos)

Knowledge and Skills (Functional / Technical) –

• Understanding of Pharmaceutical industry competition, customer behaviour and prescription habits
• Proven distributor management experience (B2B) across APAC and distributor-led markets, including partner selection, performance management, contract negotiations, and business development
• Strong experience managing prescription (Rx) pharmaceutical portfolios, including both Generics (Gx) and Branded products.
• Demonstrated experience in the Respiratory therapeutic area, with a solid understanding of market dynamics, product lifecycle management, and customer engagement strategies.
• Extensive field force management experience, including sales force effectiveness, capability building, performance management, and execution excellence
• Experience in marketing and brand management, including product launches, portfolio strategy, promotional planning and lifecycle optimization
• Sound understanding of regulatory requirements for Rx products, including registration processes, compliance, market access considerations, and interactions with regulatory stakeholders across multiple markets.
• Excellent verbal, written, presentation, and stakeholder management skills, with the ability to influence internal and external partners across cultures
• Ability to negotiate commercial agreements, distributor contracts, pricing strategies, and partnership terms to achieve mutually beneficial outcomes.
• Capability to develop and execute long-term growth strategies aligned with regional and global business objectives
• Strong business planning, forecasting, resource allocation, and operational execution skills with a focus on achieving results.
• Strong business acumen and conceptual thinking abilities
• High results orientation with attention to detail
• A quick learner with strong analytical skills

Behavioural Attributes -

• Demonstrated leadership maturity, ability to inspire and lead diverse teams/ multiple stake holders
• Ability to inspire large teams and channelize their collective energy to meet organizational goals
• Effectively communicate the vision of the organization to all internal stakeholders and gaining buy-in
• Retaining as appropriate, and fully leveraging, the current team of high-talent, senior and statured direct reports
• Persuasively gaining buy-in from all internal and external stakeholders, and establishing operating mechanisms and integrate the functions
• Fast learner, high on change agility and open to challenges that comes with a fast growing company in a dynamically changing environment
• Quick to translate strategy into actions