Head of ROW B2B Market ( Formulations)

Role Objective: Lead the development of strategies to enhance efficiency and sustainability in the ROW B2B Markets Formulations business. Provide insights for new product development and oversee expansion—maintaining existing accounts, driving product/geographical expansions, and securing new client acquisitions—ensuring regulatory compliance, adaptation to market demands, and balanced top-line growth with bottom-line profitability across LATAM, Asia, MENA, Russia/CIS, Africa, and South Africa.

KEY RESPONSIBILITIES

Strategic Market Expansion & Growth

• Identify, strategize, and lead the launch of the company‘s portfolio in untapped ROW territories, leveraging deep understanding of products, local geographies, market trends/practices, insights, and networks (local market connects). Must have travelled extensively to covered geographies: LATAM, Asia, MENA, Russia/CIS, Africa, South Africa.
• Utilize analytics and market research to identify high-potential pipeline products tailored to specific international regulatory environments.
• Prepare and align 5-year long-term growth plans and recommend strategic investments for large-scale market entry.
• Stay updated on global industry regulations, competitive landscapes, and evolving market dynamics to pivot strategies proactively.

Business Development & Partnership Management

• Develop geographies through a mix of In-Licensing (portfolio gaps), Out-Licensing (IP monetization), and strategic alliances.
• Network and establish deep-rooted relationships with existing and new partners, pharmaceutical companies, and research organizations.
• Act as the primary liaison with regulatory bodies and key industry stakeholders in the ROW region to facilitate smoother market access.
• Identify potential licensing opportunities globally to ensure a robust and diversified product portfolio.

Commercial Excellence & Deal Structuring

• Achieve targeted Top-line Sales and Bottom-line Profitability growth across all allocated geographies, demonstrating experience/skills in top-line achievement alongside strong understanding of profitability; apply strong business & financial acumen to interpret P&L statements and business plans.
• Lead complex negotiations for licensing agreements, co-marketing deals, and commercial contracts.
• Conduct rigorous commercial evaluations of business cases; utilize financial metrics like NPV, sales forecasts, and market data analysis to ensure project viability.
• Manage and adhere to sales budgets and expense frameworks to ensure high ROI on BD activities.

Lifecycle Management & Cross-Functional Leadership

• Lead cross-functional teams (R&D, Regulatory, Supply Chain) to ensure timely product launches and effective lifecycle management, including supply chain optimization and regulatory dossier preparation.
• Continuously monitor the business progress of allocated accounts and provide support for the ongoing lifecycle of products in the market.
• Align with the Global Strategy team to assess market trends and competitive threats.
• Drive the process of identifying ‘Right-to-Win‘ products for international markets through deep-dive research.

Leadership, Mentorship & Process Driving

• Define clear targets for the BD team and drive tasks to ensure goal achievement, embodying high trust, ownership, and focus on System/SOP orientation.
• Act as a coach and mentor, fostering a culture of continuous learning and individual growth within the team.
• Implement new ideas and internal processes to improve customer support and meet evolving requirement standards.
• Take ownership of critical business case decisions and advocate for strategic investments at the executive level.

Stakeholder Engagement

• Establish relationships with strategic partners, stakeholders, and key clients to facilitate business growth and collaboration
• Collaborate with the Sales team for product positioning focusing on promotion and advertising
• Facilitate workshops and brainstorming sessions to foster cross-functional innovation
• Build and nurture relationships with key regulatory agencies, healthcare providers, and other stakeholders

Sustainability

• Drive decision-making processes to ensure alignment with the company’s vision for sustainability
• Recommend initiatives that enhance business value and competitive positioning
• Monitor the implementation of plans by execution teams and providing feedback as needed

People and Culture

• Promote and embody the USV Credo
• Oversee recruitment to ensure availability of talent
• Conduct periodic reviews and develop team members, ensuring continuous growth and development
• Oversee regular training to ensure the team has the latest knowledge and skills to excel and drive the organisation forward
• Identify high-potentials candidates and groom them to take up the next role

STAKEHOLDER INTERACTION

Type of Interaction: Internal

Interaction with: Regulatory Affairs, Supply chain, Product Managers, Marketing Heads, HODs, Sales, HR, R&D Corporate Quality Assurance, BD and Legal

Nature of Interaction: Engage in routine communication to provide updates, inputs, and seek resolutions, coordinate joint tasks, negotiate, influence, share national/international market information, provide insights, conduct training and liaise with stakeholders across globe

Type of Interaction: External

Interaction with: Customers, Consultants, Industry Peers

Nature of Interaction: Negotiating, gathering information, providing instructions and feedback, resolving queries, and networking

Professional Experience and Relevant Skills

• Minimum of 15-20 years of overall experience
• Must possess understanding of functional processes of international market regulations, along with current industry trends, products, local geographies/markets, and practices.
• Exceptional communication, leadership, strategic thinking and decision-making skills are required to drive initiatives across diverse teams—high on trust/ownership with SOP focus.
• Strong analytical and problem-solving abilities to convey complex ideas and influence stakeholders effectively.
• Proven experience in achieving top/bottom-line results, P&L/business plan analysis, and extensive travel to LATAM, Asia, MENA, Russia/CIS, Africa, South Africa.

Academic Qualifications & Certifications

Educational Qualification: Master of Business Administration or equivalent experience from a premier business school.