Shire Regional Business Lead - Hematology Franchise (South India) in Chennai (Baxalta), India

Role Summary

  • The role exists to provide sales leadership at Region/Cluster-level (set of 4 to 5 states) within India for a Hematology franchise sales team thereby taking responsibility for revenue targets and associated business outcomes.

  • In Hemophilia/AHF segment, improving the standards of care (SoC) through conversion to superior therapy, right dosing and addition of new patients are leading indicators of higher penetration.

  • Growing and developing the market at regional level for the franchise through sustainable and ethical business practices is a key deliverable.

  • Incumbent shall be responsible for formulating and executing the state-level strategy including opening up of new states, retaining, bidding/winning all state/ER tenders with and through an informed understanding of competition; creating a favorable tender environment for our basket of products;

  • Setting YoY growth goals for the region and coaching-leading the team of Account Leads to achieve them.


50% of time: Business Planning & Management

  • Deliver Commercial P&L goals and other performance objectives & financial KPIs (e.g. product revenue and earnings targets) for all brands as agreed by Franchise Head.

  • Provide weekly/fortnightly/monthly/quarterly sales outlook to the Frachise Head so as to facilitate (1) planning process at the national level and (2) to track and manage alignment of territory-wise sales objectives with national franchise sales objectives. Lead region/cluster-level forecasts for all brands (including those in pipeline as relevant) (e.g. operating expense, revenue, patient dynamics, supply).

  • Owns tender shaping, process and funding. Stays abreast of developments and keep tight vigilance on the tender landscape in states managed. Takes lead and works closely with Value Demonstration & Access counterpart in the region to ensure specifications are locked in a manner that secures our ability to win and mitigates competition risk.

  • Own and drive Sales/Financial objectives (meet/exceed targets) & key Business metrics (Sales Force Effectiveness parameters such as call avg., customer coverage, field working days, other marketing activities) for self and team.

  • Drive customer-wise/account-wise penetration for current business and future businesses and increase overall consumption of products through implementation of marketing strategies and tactics.

  • Develops and maintains productive relationships with key administrators and bureaucrats within the state healthcare ecosystem in order to influence funding/procurement-related decision-making processes to facilitate the business.

  • Engage Medical, Patient Advocacy/Education and Marketing functions in driving the commercial agenda of the Region/Cluster by close coordination with cross-functional teams. Ensure team delivers high number of activities such as CMEs, P2P/RTMs, NEPs, PEPs, Patient Group/Advocacy Meetings and Experience-sharing sessions aligned with state-level objectives etc.

  • Liaise with Agent (channel partner) management & ensuring compliance to Shire’s policies (product handling & service accounts as per set guidelines, operate with Shire’s code of Ethics & Compliance guidelines, etc.). Appoint, evaluate performance and manage relationships Agents in the region so as to ensure adequate availability of products, track and control accounts receivables. Active and healthy AR management at region/state level.

  • Monitor the market conditions and competitor activities on an ongoing basis; agree on Regional strategies with Franchise Head/Regional VDA Lead to implement localized tactics to pre-empt and counter competitors.

20% of time: Engagement with Stakeholders

  • Identify and maintain regional-level KOLs (across P5) for current and future range of businesses.

30% of time: People Management & Coaching

  • Ensure sales resources are adequate to ensure optimal competitive advantage on all commercial fronts and to achieve short, mid and long term revenue targets for the region. Influencing and driving the team to achieve the desired results. In collaboration with Training and Sales Effectiveness team ensure team members are properly trained on the relevant product(s) and therapies, sales techniques and CRM to excel in their respective role.

  • Effectively manage and supervise the team by working closely with each team member in the field, reviewing their performance on a periodic basis, coaching and providing developmental (product knowledge and selling skills) inputs. Track state-wise strategy execution plans of each individual and ensure follow-through.

  • Organize and lead business reviews in collaboration with relevant cross functional teams.

  • Responsible for providing the team with the necessary support and coaching to enable them to meet the performance objectives. Manage, motivate and develop Account Leads by setting clear objectives, effective coaching, ongoing evaluation and feedback.

  • In collaboration with HR team, manage all people-related issues in the region including discipline, reward, recruitment, appraisal, setting standards, and ensuring any problems arising are resolved.

  • Manage costs by devising optimum account coverage plans (TC-level visit frequency and patient mobilization/compliance), marketing initiatives and controlling expenses of team members.

  • Maintaining good market contacts and aid in speedy filing of vacant positions, through candidates identified during Joint field work.

Internal & External Stakeholders

Internal Stakeholder:

  • Franchise Head,

  • Business Lead counterparts of other regions/clusters,

  • Regional Value Demonstration & Access/Medical Affairs Counterparts & SPOCs in Finance,

  • HR, Legal,

  • Marketing,

  • Supply Chain,

  • PR & Communications

External Stakeholder:

  • KOLs/Other Customers,

  • Medical Superintendent & Heads of Medical colleges (Other Providers),

  • Patient Groups (HFI Chapter Heads),

  • DME/DHS/NHM/NRHM Officials & Liaison Agents (Tendering)

Key Performance Indicators

  • Monthly/Quarterly/Yearly achievement of budgets with >=80% forecast accuracy

  • AR Management at state-level in the region/cluster

  • Increased Penetration in target segments/markets

  • Achievement of set objectives of increasing patients on AHF therapy (Registered patients & Treated patients)

  • Improved SoC/consumption per patient, improved patient compliance as per strategy, pediatric prophylaxis 1 project per state (initiation)

  • Team Members’ SFE parameters such as call avg. customer coverage, TC coverage and reporting, avg. FWDs, patients per TC, SoC per TC, patient camps per TC/HFI chapter etc

  • Quarterly activities such as PEPs/RTMs/CMEs/NEPs in alignment with state strategy

  • Retaining/Winning all tenders, Ensuring product recommendations and Inclusion in Tenders, Product-specific lock-in of tenders

Education Requirements

  • Bachelor Degree in a Science related field (Pharmaceutical, Biotechnology, Biochemistry, Nursing)

  • plus a MBA or postgraduate diploma in Business studies

Experience Requirements

  • 12 - 15 years of experience in the Pharmaceutical industry

  • proven track record of successful appointments as Account Leads/Area Sales Manager for a region

  • sound knowledge of the market

  • good network of KOL´s in the southern region of India

  • knowledge of Hematology or Oncology is an advantage

Shire is the leading global biotechnology company focused on serving people with rare diseases and other highly specialized conditions. We strive to develop best-in-class products, many of which are available in more than 100 countries, across core therapeutic areas including Hematology, Immunology, Neuroscience, Ophthalmics, Lysosomal Storage Disorders, Gastrointestinal/Internal Medicine/Endocrine and Hereditary Angioedema; and a growing franchise in Oncology.

Our employees come to work every day with a shared mission: to develop and deliver breakthrough therapies for the hundreds of millions of people in the world affected by rare diseases and other high-need conditions, and who lack effective therapies to live their lives to the fullest.