Hod: Commercial and Business Development

2 weeks ago

Epping, South Africa Aspen Pharma Group Full time

**BASIC JOB FUNCTIONS (Brief Summary)**

**Purpose**
- This is a business development role in the Sub-Sahara region. Position Aspen API in the region by developing new business with customers and pursuing business opportunities with strategic goals. Increasing the image and reach of Aspen API in the Sub-Sahara region. Ensuring the commercial success of Aspen API sales activities to a wide range of businesses. Achieve short and long-term account goals and realize business growth with new accounts in the designated region in line with Aspen API business goals.
Management of all related activities from setting commercial terms for customer identification, managing project development, and facilitating customer forecasting, facilitating required customer support to all internal stakeholders and building sustainable business through superior customer relationship management.

**Sales**M**anagement/Commercial**
- Responsibility for developing new business opportunities with prospective clients and existing accounts in the area of API's.
- Acquiring requests for proposals (RFPs) (or requests for quotations RfQs) and compiling documents and information in response to these.
- Focus on promoting, positioning, cross-selling and increasing the Share of Wallet of Aspen API products, services across the pharmaceutical industry in the Sub-Sahara region and acquiring prospects and customers.
- Actively promoting Aspen API CDMO activities and acquiring prospects and customers in the Sub-Sahara region
- Steer planning and implementation of business growth initiatives.
- Support marketing activities to promote Aspen API products and services
- Focus on sales and margins with the goal of expanding the business in the assigned region.
- Executes tactical sales plan, provides feedback on targeted markets and customers, and proactively identify new leads and potential customers for existing and new products
- Prepare commercial proposals prepare and manage the commercial contract for all potential customers, in collaboration with Commercial Lead
- Negotiate commercial terms, licenses, products, volumes, MOQs, pricing, territories, exclusives in the best interest of Aspen API in accordance with the Global Head of Commercial & Business Development** **API strategic plan and direction. Execute CDAs, (License &) Supply Agreements in collaboration with the Global Head of Commercial & Business Development** **and Legal Counsel.
- Facilitates appropriate resolution of outstanding issues and requirements between the customer and Aspen API that enables the best-negotiated outcome for both parties (product complaints, forecasting issues, deviation from commercial terms) Escalates issues as needed.
- Visit (potential) international customers. Provide timely reports with conclusions and required actions in CRM.
- Explore opportunities for business expansion with existing product portfolio.
- Explore opportunities for new products.
- Follow up on commercial actions/launch plan for new/existing product introductions.
- Deliver on clients’ contracts.
- Support Business Development in successfully closing new clients/contracts.
- Work closely with marketing and sales to drive core commercial activities and business development initiative
- Collect market and product information for relevant APIs, market players and competition.
- Implement a sustainability strategy towards external stakeholders
- Comply with company, HSE and safety regulations
- Actively tracks targeted sales and volumes in the region.
- Works closely with the broader API Commercial team to structure and manage all operations for customer-related issues
- Manages client face time, including (site) visits, business review meetings, trade shows, etc.

**New Business Development**
- Actively investigates New Business Development business opportunities in assigned regions.
- Initiates and manages New Product Development projects with customers, from scoping to commercial launch.
- Encourages 2nd generation initiatives from scoping to commercial implementation.
- Provides monthly updates of all new products and new business opportunities and participates in regular NPD meetings
- Lead and support the activities to create a future pipeline of products and clients

**Forecasting / Orders**
- Provides accurate customer forecasts in Infor with a 24-month horizon.
- Actively tracks forecast with all customers and products in assigned region

**People Management & Development?**
- Implement human resource policies?
- Participate in training, coaching, and development for team members?
- Develop and implement performance contracts and succession plans?
- Manage conflict, disciplinary, and safety issues?
- Assist with recruitment?

**COMPETENCIES**
- Proven leadership skills, self-driven and motivated.
- Proactive mentality and hunter mindset aimed at generation of new leads, new customers and new projects
- Able to determine commercial directions and implement a commercial strategy;
- So

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