Tender Business Manager

Strategize and drive the tender business for the country to drive tender sales in line with overall sales objectives.

Key Accountabilities

Design and implement the Tender sales strategy for the country to ensure big deals for Cipla, in line with expected business targets.

• Define a unique strategy for the tender business for each institutional segment separately (e.g.: Private Hospitals, government hospitals, Local Government Bodies, MOH, etc.) in close liaison with the country head to ensure big deal wins for Cipla.
• Closely monitor the tenders being published/ circulated by the official government and none governmental bodies and analyse the tenders to evaluate Cipla’s eligibility for participation.
• Identify and prioritize the tenders for participation based on Cipla’s therapy focus, deal potential and competition.
• Act as the point of contact for all tender business related activities for Cipla, in the country.

Drive the institutional sales target for the country by participating in various tenders.

• Prepare all documentation as required for participation in a particular tender.
• Coordinate with the government agencies to receive the required approval documents for Cipla products (such as regulatory etc.)
• Coordinate with the India marketing team and Finance team to finalize the pricing for products being offered on the tender.
• Ensure the pricing of repeat tenders is still competitive, to retain repeat business and still maintain profitability.
• Ensure that the end-to-end tender application is ready and contains all attachments and submit the same to the concerned authority in a timely manner.
• Conduct negotiations with the tender authorities to drive the deal to closure.

Execute and monitor sales orders and payments for smooth flow of operations.

• Coordinate with the logistic team to resolve major bottlenecks/ issues hampering the execution of orders.
• Validate all documentation related to an order, and then release the order for fulfilment.
• Ensure adequate supply of products within different therapies, to be delivered against tender order received, by coordinating with planning lead.
• Coordinate with the planning lead for advancement of urgent orders by performing trade‑off with other orders.
• Collaborate with the QC team to ensure quality of products shipped for the tender order.
• Follow up with the tender issuing authority to ensure receipt of payments in a timely manner as per the agreement.

Identify and recommend new product strategies in existing portfolio to drive the sales for slow‑moving products

• Identify Cipla brands/ products and categorize them as per slow moving or non‑moving.
• Recommend strategies to the management/country head to drive sales of such products by possible price reduction, etc.

MBA/Business Degree/Economics Degree

• 5‑10 years of experience in business development with experience in tender business preferably within pharma industry.
• Strong relationship management skills with private and government channels.
• Strong communication and negotiation skills.