Glenmark Pharmaceuticals Limited is an Indian multinational pharmaceutical company headquartered in Mumbai, India.
Performance Marketing Manager
About the job
Job Summary:
We are seeking an experienced E-commerce Performance Marketing Manager to oversee and execute all aspects of digital marketing for our e-commerce business. The ideal candidate will have a deep understanding of performance marketing strategies, channels, and technologies, as well as a proven track record of driving business growth through data-driven insights and optimization on E-comm. sites using Performance Marketing practices.
Primary responsibilities:
- Develop and execute performance marketing campaigns across multiple channels, including Paid Search, Paid Social, Display advertising, Affiliate marketing, and Email marketing for Brand ecommerce platform and marketplaces (Amazon, Flipkart, etc.)
- Create, execute and manage campaigns in accordance with marketing and sales objectives, revenue goals, and business strategy.
- Develop customer acquisition, engagement, and retention strategies to drive traffic, conversion, and revenue growth across the ecommerce platforms.
- Continuously optimize campaigns to increase ROI, including bid management, audience targeting, ad copy optimization, landing page optimization, and conversion rate optimization
- A/B Testing of campaigns for efficiency and effectiveness
- Analyze campaign performance and provide regular reports and insights to the leadership team, including recommendations for improvements.
- Develop, measure, and analyze key performance metrics to evaluate campaign effectiveness, including ROI, customer acquisition cost, customer lifetime value, and conversion rate.
- Continuously monitor and analyze industry trends and competitive landscape to identify opportunities and threats.
- Manage relationships with external agencies and vendors, including negotiating commercials and ensuring campaign delivery and performance.
- Collaborate with cross-functional teams, including Brand Marketing, Modern Trade to ensure campaigns are aligned with overall business goals.
Sales and Marketing Manager – International
About the job
Position Summary
To drive the Sales and Marketing initiatives for a group of countries in International Business. The role involves driving Secondary growth in each of the geography in the cluster and drive successful new product launches while being within the defined expense budget.
Job Responsibility
- Financials:
- Drive double digit growth in secondary sales year on year.
- Ensure successful new launches and surpass the new product budgets and gain quick market share to be within the top 3 brands in the country.
- Customer Relationship Management:
- Identify key customers and maintain connect to stay updated with market realities. Gain valuable insights which help in determining the future strategy
- Strategy and Business Development:
- Review, and align the strategic initiatives developed by the partner team for Glenmark products
- Establish and build Glenmark’ s branded pharmaceutical interests in the Country through organic means; Conceptualization and execution of strategy for consolidation, new territorial entry and new product introduction.
- Drive strategic initiatives leading to improved presence of Glenmark products in Rx, OTX and DTC channels.
- Identify potential business development opportunities based on market understanding and lead the discussions for closure of the same.
- Sales Strategy:
- Provide guidance to partner team / Glenmark team for sales planning based on market conditions.
- Based on new initiatives design and implement Sales Force effectiveness strategies to increase productivity.
Education: Graduate Degree in Science/Pharmacy and Masters’ Degree in Marketing/International Business
Experience: 6-8 years of experience in Pharmaceutical industry within the domain of Sales and Marketing function. Candidates with experience in Dermatology, Respiratory and Oncology will only be shortlisted.
Knowledge & Skills
- Strong business acumen and conceptual thinking abilities
- Creativity & Out of the box thinking.
- High result orientation with attention to detail
- Clear and transparent communication style
- A quick learner with strong analytical skills
- Collaborative work style
- Ability to build for the long term while balancing the short term goals
Interested candidates can send CVs on Bhavika.Kalra@glenmarkpharma.com
Field Sales Officer
- Customer Focus and Coverage:
– Imbibe the product related features/benefits including scientific information thereto, so as to effectively communicate with the medical doctors and handle product related customer queries.
– Actively participate in identifying key and potential medical practitioners and specialists in the respective therapeutic segment in the assigned territory, and prioritize for the purpose of systematic customer coverage so as to generate maximum prescription sales for the company’s range of products as per business plan.
– Classifies the medical practitioners in his territory in three categories TPL, RPL and SPL in the descending order of importance, TPL being the most important and SPL the least.
– Reviews and discusses his plans for the achievement of his territory’s sales budget each month. Seeks the assistance of the District Sales Manager and the Zonal Sales Manager in formulating sales strategy, delivers promotional messages tailored to each customer need.
– Ensures thorough pre-call planning and asks for the assistance of the District Sales Manager, wherever necessary.
- Sales Performance & Results:
– Achieve and exceed the sales targets on a consistent basis through effective implementation of the sales promotion strategies and follow-up initiatives.
– Constantly sharpen the product knowledge and detailing skills so as to enhance productivity levels as expected by the company.
- Planning & Analyzing the Sales Performance :
– Follows his approved tour programme, prepares and sends Daily reports electronically on his day to day activities mentioning in detail about the calls made by him on the doctors’ clinics and hospitals.
– Maintains contacts with nursing homes, clinics and hospitals in his territory. Collects the data on annual budget for medicines in respect of each of the hospitals, their mode of purchase, rate contract, and drug committee members.
– Maintains regular contacts with medical practitioners, consultants, chemists and wholesalers.
– Books orders from the retailers to ensure adequate availability at their shelves to meet the market demand. Also assists the display of Company’s products on the retailers’ shelves.
– Prepares and implements special schedule for doctors’ visits/calls at the time of new product launch or sales campaign etc. using special presentation, promotional materials and sales strategies.
- Meetings:
– Actively participate in Cycle meetings, periodic Sales & Marketing meeting and conventions.
– Conducts group meetings, Speaker programmes, and Round table meetings for the doctors and Chemists to impart product benefits.
– Conduct camps in coordination with the medical Associations.
- Industry & Product Knowledge:
– Regularly visits the chemist in the area to ensure the sale of Company’s major products collects information on the sales of competitor’s products and regularly updates this data.
– Keep oneself updated on the competitor’s activities through personal visits to wholesalers and retailers and through systematic collection and analysis of data.
– Develops a clear understanding of the Company’s SOPs and protocols pertaining to his area of work.
– Imbibe the guidelines pertaining to Adverse Event Reporting and takes prompt action in compliance with the requirements.
- Market Analysis:
– Maintain quality customer list, current profile of assigned key accounts, key influencers & clinical thought leaders.
– Actively seek and display knowledge of key customers in territory.
- Building Relations:
– Maintain and develop strong relationships with customers and build up a healthy rapport with them.
– Work collectively with other team colleagues in arranging speakers, displays, special programs and CME’s to meet the educational/ knowledge updates of our products marketed by the company.
- Distribution & Resource Allocation:
– Ensure adequate inventory level with trade partner and take prompt actions to prevent date expiry of products.
- Financials:
– You shall follow up on the timely collection of outstanding due to the Company from the concerned parties in your assigned territory, as per requirements.
– Achievement of Sales budgets.
– Assists in the collection of receivables, where required
– Proper utilization of product samples, detailing aids and other promotional material.
– Proper accounting and reporting of expenses
- Administrative Values:
– Ensure timely submission of daily call report, sales documents, feedback reports, expense reports and other administrative duties are completed in an accurate and timely manner.
– Adhere and demonstrate Leader behavior.
Senior Manager Organization Development
About the job
The role will be responsible for –
Executing organization-wide Organization development and learning initiatives to enable a culture of learning and supporting business units on a diverse set of change interventions.
Organization Development and Learning
- Actively engage and lead OD interventions to support business sustainability and growth through diagnostics, assessment of As-Is and desired states, designing solutions and implementation of appropriate interventions.
- Interface with Senior business leaders, employees and other relevant stakeholders to arrive at system level understanding of change interventions.
- Identify appropriate delivery partners and create working relationships with them to deliver comprehensive solutions and anchor project management for long term interventions.
- Develop and implement consistent methods and metrics to measure the effectiveness of OD interventions.
- Lead the design, development and implementation of tailored learning interventions/programs linked to relevant change interventions at team, function or organization level.
- Anchor Culture audits internally and with external firms, develop bespoke cultural interventions and action areas in partnership with Business units and leadership at Glenmark
Reporting and analytics around key initiatives including tracking of action areas, budgets, negotiations & execution of contracts with external partners.
Educational Qualifications and Experience
Master’s degree in Human Resources/MBA (Total 6+ years)- min 3+ years of Experience in Learning and OD space.
Knowledge and Skills (Functional / Technical)
- Ability to think conceptually across a variety of OD based topics and bring in a solutions oriented approach.
- Ability to drive decisions through thorough diagnostics, data based visualization, insights and analytics.
- Skills on Branding, communication, design and creative visualization
- Excellent written and verbal communication skills and Proficiency in MS Office
Behavioural Attributes
- Collaborative individual with excellent interpersonal skills who can drive partnership, alignment and communication across functional, business and geographic lines at all levels
- Drive to deliver and adapt to changing priorities and accomplishing multiple tasks
- High attention to detail and ownership– highly organized with excellent follow-through, delivery and able to work with systems, processes, people and other organisational realities
Other Requirements (License / Certification & Specialized Training – Good to Have)
Certification or Working knowledge of OD tools and frameworks.