Portfolio Management Lead

Our client, international pharmaceutical company, is in search of Portfolio Management Lead.

About the job

Strategic context

• Portfolio management is a critical part of the new operating model within the Trade organizations of MCO.

Key dimensions: scope & scale

• Portfolio Management Lead is responsible from determining non-promo portfolio strategy and managing actions for Russia markets in line with both global and local strategies.
• In addition to Portfolio Management, this position is also responsible from Sales Planning & Operations.
• There will be 2 direct reports being responsible from mainly Sales Operations & Portfolio Management Operations.

Role responsibilities

• Proposing and managing local divestment projects as well as global divestment projects within the portfolio.
• Production planning of non-promo products along with COGS management, determination of monthly sales forecasts, planning of commercial strategies and tactics, performance management processes for non-promo portfolio.
• Finding the right partner for products identified as potential growth opportunities through promo activities.
• Preparing the contracts for local partnership agreements in collaboration with the Revenue Management and Alliance Management teams.
• Planning the sales processes of whole portfolio and operating sales and commercial related processes.
• End-to-end management of the ‘Prune’ (products to be discontinued) process.
• Ensure that sales planning & operations at customer level (wholesaler, hospital etc..) is in line with sales targets in volume.
• Manage and ensure that customer discount reconciliations are in line with the approved campaigns and tactics.
• Ensure that Product Line Extension Process is managed efficiently through strong collaboration with all stakeholders involved in the process (commercial, finance, SC, M&S etc.)
• Manage the product lifecycle management making recommendations for product modifications or discontinuations based on market trends, competitive landscape and financial performance ensuring relevant regulatory requirements and quality standards.
• Perform accurate analysis and high-quality research, implement the Portfolio Segmentation, to provide meaningful solutions and recommendations for actionable measures implementation.
• Reinforce internal and external network to maximize business opportunities.

About you

Soft skills:

• Able to understand and contribute to the global framework combined with local execution.
• Capacity to challenge the status quo to enhance efficiency with an entrepreneurial mindset respecting global approaches.
• Entrepreneurial and agile mindset, unconventional thinking, always looking for new ways to achieve business goals.
• Curious to learn and drive new initiatives in digital pharma trade and revenue excellence.
• Empowerment & People leadership.
• Communication, Stakeholder & Change Management Skills.
• Customer orientation.

Critical experiences required to be successful in the role:

• Proven record of portfolio management experience.
• In-depth understanding of the market, competition, future market trends and entire local healthcare ecosystem.
• Experience in sales, finance, alliance management, supply environment.
• Understanding of Sales and Marketing operating model and financial acumen.
• Divestment deals execution & good understanding of the non-promoted products dynamic.
• Excellent presentation and interpersonal skills as well as influence, negotiation and conflict resolution skills.
• Negotiation skills notably with existing external partnerships/ Alliances.
• Highly complex project management.