Job Description

Company DescriptionDr. Reddy's Laboratories Ltd. is a leading multinational pharmaceutical company based across global locations. Each of our 24,000 plus employees comes to work every day for one collective purpose: to accelerate access to affordable and innovative medicines because Good Health Can't Wait.We started in 1984 with a modest investment, 20 employees and a bold vision. Today, we have research and development centres, manufacturing facilities or a commercial presence in 66 countries.For nearly four decades, we have stood for access, affordability and innovation based on the bedrock of deep science, progressive people practices and robust corporate governance. As the pharmaceutical industry evolves and undergoes disruption, we see an opportunity - to strengthen our core further (the next steps) and to build the future (the new bets).'The Next and the New' is how we aim to continue to be the partner of choice - purpose-driven, future-ready and sustainable. Our aim is to reach over 1.5 Bn+ patients across the world by 2030 by growing our core businesses and building for the future with sustainability at the core of our purpose and strategy. Sustainability for us means operating in a manner that respects people, planet and purpose - helping us conserve precious resources, serve our patients, create value for stakeholders, give back to society, fulfil our potential and maintain our integrity and transparencyDr Reddy's maintains a work environment, free from discrimination and is an equal opportunity employer. We are committed to employ & nurture all qualified diverse workforce without regard to race, colour religion, nationality, sex, age, disability status, genetics, sexual orientation, gender expression, citizenship or any other characteristic or classification protected by applicable law(s) of the country we operate in. We treasure every talent, and recognize merit and diversity in our organization.Strategic Planning & Business Development:

• Develop and execute a national strategy to grow institutional business with government entities such as central (CARE Accounts) and state accounts, public hospitals and PSUs.
• Identify new business opportunities, assess market trends, and establish partnerships with key stakeholders in the government healthcare sector.
• Work closely with internal functions (marketing, sales, regulatory, supply chain etc.) to align business objectives with institutional requirements.

Tender & Contract Management:

• Lead the end-to-end process for government tenders, rate contracts, and bulk supply agreements.
• Ensure timely submission of bids, compliance with regulatory requirements, and price competitiveness.
• Monitor contract execution and fulfilment, resolving any operational challenges.

Key Account Management & Relationship Building:

• Maintain strong relationships with key government officials, procurement officers, and decision-makers in health departments, public hospitals, and other institutional buyers.
• Represent the company in government meetings, industry associations, and healthcare policy discussions.
• Build trust and long-term partnerships to secure repeat business and preferred supplier status.
• Creates and implements programs designed to build long-term relationships with Accounts
• Develop deep understanding of the customer organization, structure, business strategy and priorities.

Revenue Growth:

• Drive revenue based on assigned targets and ensuring profitability from institutional business.
• Monitor and analyse performance, identify gaps, and implement corrective actions.
• Leads negotiations, contracting, payment terms, formulary management and commercial agreements with government bodies/ assigned Key Accounts

Regulatory & Compliance Management:

• Ensure adherence to government procurement policies, pricing regulations, and statutory requirements.
• Liaise with internal compliance and legal teams to navigate complex government regulations.
• Stay updated on policy changes impacting pharmaceutical procurement in the public sector.

Cross-functional Collaboration & Operational Excellence:

• Work closely with supply chain and logistics teams to ensure smooth product delivery and inventory management for government contracts.
• Leads Account management teams and other assigned resources to develop and deliver Account business plans.
• Collaborate with market access team functions to develop initiative catering to government healthcare programs.
• Train and mentor the institutional team to enhance their effectiveness in handling government business.

People Management and Development:

• Acts as mentor to other Key Account Managers and their first line managers by sharing best practices, inspiring and guiding them to accomplish common goals.
• Builds team and foster a spirit of collaboration and mutual respect among team members.
• Identify and nurture individual team members' talents and skills, as well as the capability to provide constructive feedback for improvement.

QualificationsEducation:

• Bachelor's degree in Pharmacy, Life Sciences, or Business Administration. MBA or equivalent is preferred.
• Experience: 12-18 years in institutional sales/key account management, with a strong focus on government business in the pharmaceutical industry.
• Industry Knowledge: Deep understanding of government procurement processes, tendering, and institutional business models in healthcare.

Skills:

• Strong negotiation and relationship management skills.
• Knowledge of government policies, pricing structures, and regulatory frameworks.
• Ability to analyze market trends and drive data-driven decision-making.
• Internal and External Stakeholder Management skills
• Excellent communication, leadership, and strategic thinking abilities.
• Capable of identifying, analyzing, and resolving work-related problems, making decisions that benefit everyone involved.
• Must have the ability to organize workflow, delegate responsibilities, and ensure the completion of tasks within set timeframes.
• Ability to set clear expectations, measure and monitor team member performance, and provide timely and useful feedback.
• Understanding and handling own and others' emotions, demonstrating empathy, and building effective interpersonal relationships at work.
• Able to manage individuals with diverse backgrounds and adapt management style to meet the needs of different individuals.
• Ability to lead and manage change in a positive and inclusive manner.

Additional InformationAbout the Department
Emerging Markets
Branded generics is one of our biggest businesses in Emerging market and our branded products are available 48 countries across 5 regions. Our key markets are Russia, China and Brazil. We also have presence in Latin America, Africa, Australia, New Zealand, ASEAN (Association of Southeast Asian Nations), CIS and Romania. We have added 13 new geographies in the last 5 years.
In the last 4 years, our emerging markets business' growth rate has doubled (June '22). Our diverse portfolio spans all segments. We are continuously advancing technologies, enhancing efficiency of operations and increasing our portfolio of highest-quality quality products.
With nearly 40 products and 6 mega brands, Russia is a key market. With more than 30 years of operations in the region, as of FY22, we have reported a year-on-year growth of 32%. This was driven by improved existing business performance, launch of new products during the year along with divestment of some non-core brands. 6 key products were ranked among the top 200 bestselling formulation brands, as per IQVIA in its report for the 12-month period ended 31 March, 2022. 5 of our leading products were voted as the 'Product of the Year' by the consumers - reaffirming the trust that the people of Russia have in them.
We are among the earliest Indian pharma companies to have a business presence in China. We have a representative office that focuses on filings and approvals, including the Group Purchasing Organisation (GPO). Our joint venture entity (Kunshan Rotam Reddy Pharmaceutical Co. Ltd) offers a portfolio of niche and essential products, strengthening our presence in China.
In Latin America we have a strong presence in Brazil and Colombia. In just a little over five years in Brazil, our team has established itself in the region with our diverse portfolio. Our primary focus in Brazil is oncology and institutional. Our team in Colombia was certified as a 'Great Place to Work'.
Through our comprehensive COVID-19 portfolio, we were able to reach over 5 million patients in low and middle-income countries. With the aim of reaching more and more patients around the world, we are harnessing our deep science capabilities to create a robust portfolio in the region to become the partner of choice.
Our teams in China, Brazil, Colombia and Thailand, Malaysia are a certified great place to work. Our team in Russia is among the top 3 in Head-hunter's Best Employer Ranking in 2022. These recognitions reaffirm our commitment and efforts to bring science, technology and innovation together to offer affordable medicines and solutions beyond the pill to patients in the region.
As the need, scope and standards of healthcare evolve, we keep track of emerging needs to contribute to patient welfare. After all, Good Health Can't WaitBenefits Offered
At Dr. Reddy's we actively help to catalyse your career growth and professional development through personalised learning programs.
The benefits you will enjoy at Dr. Reddy's are on par with the best industry standards. They include, among other things and other essential equipment, joining & relocation support, family support (Maternity & Paternity benefits), learning and development opportunities, medical coverage for yourself and your family, life coverage for yourself.Our Work Culture
Ask any employee at Dr. Reddy's why they come to work every day and they'll say, because Good Health Can't Wait. This is our credo as well as the guiding principle behind all our actions. We see healthcare solutions not only as scientific formulations, but as a means to help patients lead healthier lives, and we're always attuned to the new and the next to empower people to stay fit. And to do this, we foster a culture of empathy and dynamism. People are at the core of our journey over the last few decades. They have been supported by an enabling environment that buoys individual ability while fostering teamwork and shared success. We believe that when people with diverse skills are bound together by a common purpose and value system, they can make magic.
For more details, please visit our career website at https://careers.drreddys.com/#!/

Dr. Reddy's Laboratories