POSITION DESCRIPTION

Transcription

1 POSITION DESCRIPTION Job Title: GM - Commercial Date updated: June 2018 Version: 02 Incumbent: Initials of incumbent: Signature of incumbent: Reports to: Chief Executive Officer Department/Company: Commercial 1.0 PURPOSE OF POSITION This position has the global responsibility for coordinating commercial activities including but not limited to sales, marketing, client relationship management, business development, contract coordination and supporting commercial negotiation of key high value input raw materials for the Elviti Holdings group of companies (NZP, NZP UK and Dextra laboratories). Notwithstanding the above role scope, the core responsibility will be to drive sales volume growth and profitability across the businesses. This is a pivotal senior management position which will provide leadership and direction in the development and execution of all commercial activities and the achievement of key strategic growth objectives. 2.0 KEY ACCOUNTABILITIES 2.1 SH&E Management Demonstrate commitment & responsibility for SH&E by: Ensuring high standards of housekeeping are maintained Reporting all incidents, near-misses, and hazards immediately Working safely don t do anything that you know to be unsafe Speaking out if you see others do anything unsafe Being involved in investigating incidents within agreed timeframes (injuries = 2 days, others = 5 days) Following procedures relating to SH&E Following procedures, policies and ensuring the correct operation of environmental controls Identifying environmental risk and opportunities for improvement 2.2 Vision & Values Abide by the company policies and procedures Actively demonstrate the company s visions and values in everyday operations

2 2.3 Management of Customer Sales & Business Development Activities Manage the annual Commercial department budget & processes Participate in monthly/quarterly/annual assessments and forecasts of the company s financial performance against budget Develop an in-depth knowledge of our products and the markets in which they are utilised, with emphasis on the Strategic Priority products, namely bile acids, blood products and carbohydrates Ensure a growth focus on NZP/Dextra s Tier 1 Products, namely cholic acid, UDCA collaboration, new bile acid R&D commercialisation, ManNAc and Blood products Ensure that company pricing structures are evaluated and set for each of the subsidiary products, for budgeting purposes, and that regular review and update of all pricing structures is maintained to maximise pricing performance vs. budget and where pricing modifications are sought, ensure that any deviations to budget/standard are signed off with CEO Support the collation of information to underwrite the assessment of any new product/business development opportunity, with the CStO and other SMT members to approve/decline decision. Note for clarification, this includes new customer/market enquiries & proposals, new R&D opportunities and any new custom synthesis projects (at Dextra), in consultation with the relevant members of SMT. Work with CEO, CStO, CSO and key Commercial roles in maintaining and developing relationships between the subsidiaries and all customers and IP-rich research groups, ensuring that the relationships involved in sustaining and expanding our core businesses are nurtured Manage and develop our brand image and oversee marketing and promotional activities to ensure a consistent approach is utilised across all company subsidiaries Develop and implement Sales, Business Development and Marketing Plans for our businesses and provide regular feedback on progress to the CEO Focus sales/marketing support staff, to ensure that a high level of customer responsiveness is achieved in answering all client enquiries and after confirmation of PO that all staff act to ensure that client commitments are met in full, on time and in spec, in line with our company values Prepare and review customer presentations, reports, and commercial, contractual and technical documents, providing advice, information and support as required on related matters 2.4 Leadership and Direction Partner with the CEO in establishing the direction and vision for the commercial and strategic marketing of NZP and its subsidiaries, actively supporting the identification of new opportunities for the growth and future prosperity of the organisation Actively participate as an SMT member ensuring that the best interests of the organisation s stakeholders are considered always when managing commercial activities Contribute to planning, development & implementation of policies & programmes to achieve business objectives Maintain a live commercial overview and support of all key strategic initiatives, including project expenses to date (vs. budget), estimated cost of manufacture, estimated input costs, labour & overhead allocations and work closely with the CEO, CStO, CSO & Commercial Managers to achieve these outcomes Set the standard of leadership by motivating and influencing managers and employees in the pursuit of the company s vision and direction and make a positive impact the business culture Prepare monthly analysis to support company reporting commitments, such as SMT meeting, bi-monthly management Update Meetings and Board Meetings

3 2.5 Human Resource Management Ensure that all company policies relating to HR tasks and responsibilities are carried out in line with company procedures, and partnership with HR department where necessary Work in conjunction with the CEO and HR department to determine and maintain the optimum Commercial team structure to support relevant strategic projects and new initiatives and be accountable for the planning, management and development of all Commercial HR requirements Lead, motivate and develop reports to ensure the delivery of project targets and results to the agreed standards and timelines Manage the performance development and appraisal process for the Commercial team ensuring that reviews are conducted (at a minimum) twice yearly and in line with the company s annual processes Ensure all key objectives for the Commercial team are clearly communicated, measured and feedback provided, ensuring that areas for improvement are understood and implemented Partner with the HR department to identify key talent and develop succession and development plans Provide leadership in the application and promotion of the company s safety, health and environment policies and ensure their application across all aspects of our business 3.0 OPERATING ENVIRONMENT Elviti Holdings Limited is the parent company of three subsidiary companies; namely New Zealand Pharmaceuticals Limited (NZP) Dextra Laboratories Ltd (Dextra) and NZP UK located at two manufacturing sites in Palmerston North (New Zealand) and Reading (UK). The processes carried out at the Palmerston North site (where this role is based) are of a batch nature and include separation, distillation, filtration, evaporation, crystallisation and enzymatic digestion. Finished products are recovered by a variety of centrifuging and drying operations. Solvents are recovered by distillation. All processes are detailed in Standard Operating Procedures (SOP) and set out in Standard Production Procedures (SPP) DIMENSIONS Number of employees reporting directly 5 Number of employees in department/team 7 Number of employees in Company REPORTING RELATIONSHIPS This Position: GM - Commercial Reports To: Chief Executive Officer MOST FREQUENT CONTACTS CEO CSO CStO Commercial Managers SMT HR Department Existing Customers Potential Customers NATURE OR PURPOSE Strategy, budgets Quotations, commercial evaluations New business development, quotations, commercial evaluations New business development, quotations, Management/development of Commercial team Sales forecasts, market reports Build relationships, expand sales Sell NZP s capabilities, develop new business

4 6.0 CRITICAL QUALIFICATIONS/SKILLS/EXPERIENCE 6.1 Qualifications - Minimum Qualifications - Desirable Post Grad Degree in Chemistry, Biochemistry, Biotechnology or relevant scientific subject with clear demonstration of experience running a technical or marketing areas within a commercial environment Scientific qualification (as per minimum criteria) plus a degree or Master s degree or other qualification relating to business, legal, marketing 6.2 Business / Technical Skills Competency Level (High / Medium / Low) etc. Skills in leadership, practical scientific knowledge, planning, communication & PC literacy Understanding of quality systems, process development and the drug development process Experience of project management/supervision of staff is essential Technical Skills technical background in processes used within NZP/Dextra (scientific areas) Commercial acumen accounting, cost management, pricing and a clear understanding of basic financial management reporting, including income statement and balance sheet structure, etc. Regulatory Compliance Experience and understanding of regulatory and compliance systems within the pharmaceutical industry at cgmp/iso standards Communication Excellent interpersonal skills and a collaborative management style Financial Accountability Ability to create sales budgets and departmental expense budget Ethics and Values A demonstrated commitment to high professional ethical standards and a diverse workplace Excels at operating in a fast pace environment Excellent people manager, open to direction and commitment to get the job done Ability to challenge & debate issues of importance to the organisation in a robust but respectful manner Ability to look at situations from several points of view Innovation Management Delegate responsibilities effectively; Persuasive & influential Computer Skills excel, word, outlook Able to apply sound judgement in the resolution of complex issues and provide innovative solutions globally Communication skills verbal and written Understanding

5 6.3 Experience - Minimum Experience - Desirable Proven experience leading & managing at a senior management level Demonstrated sound accounting & finance, commercial acumen Experience in commercial negotiation & contract development & structuring Client relationship management & development skills High level planning & organisational skills Excellent communication skills Ability to write & analyse reports & market data Ability to create and implement a clear vision that is commercially focussed that fosters employee commitment, creativity & operational excellence Ability to apply sound judgment in the resolution of difficult, complex problems & provide innovative solutions Demonstrated project management capability 7.0 CORE COMPETENCIES 7.1 Competencies Required for the Position Standard Definition Concern for standards Customer service orientation Interpersonal Skills Communication Detail orientation (with the ability to follow through) Organising skills/planning Decision making Team Leadership Previous experience managing a multifaceted business Previous work experience in a pharmaceutical environment Previous experience in a GMP manufacturing environment Commercial acumen & accountability Demonstrated leadership & HR development ability SYSPRO, ERP, MS Office Suite & other software systems Legal contractual expertise & experience would be highly beneficial Pursuing excellence in line with the organisations norms and values A desire to help or service others to meet their needs. Focusing one s efforts on discovering and meeting the customer or client s needs Establishes rapport with a wide range of people of various types & in different situations. Ability to meet, mix with & influence people at all levels. Awareness of tension & ability to defuse conflict Ensures a high degree of communication with all stakeholders and operates within the decisionmaking processes and culture of the company Ensures high levels of accuracy and consistent quality. Able to design systems and procedures to ensure the above. Monitors quality and devises systems to support continuous improvement Ability to develop and manage business plans and resources. Can set priorities and efficiently plan and allocate time and resources Ability to make choices between possible options and take or recommend a course of action based on the available information Develops and maintains productive, effective, high morale teams. Ability to lead the work group effectively to achieve objectives, maintaining productivity and high morale

6 Conceptual thinking Strategic thinking Concern for impact Efficiency orientation Adaptability Rational persuasion Initiative Positive Attitude Critical information seeking 8.0 DECISION MAKING AUTHORITY Identify key issues, seeing relationships and drawing elements together into broad coherent frameworks Taking the longer term into consideration and developing broad scale objectives Actively anticipating and responding to the feelings, needs and concerns of others Looking for best use of resources Maintaining effectiveness in different situations, environments and cultures Building persuasive arguments based on logic, data and the objective merits of the situation Engaging in proactive behaviour; seizing opportunities Maintains optimistic outlook & commitment to move forward, regardless of obstacles or setbacks Gathering critical information from key sources to assist problem solving 8.1 Decisions Expected Recommendations Expected Day to day decision-making to effectively achieve the Sales, Business Development & Marketing goals Expenditure authority 9.0 MAJOR CHALLENGES Larger-scale initiatives involving significant outlay of capital or resources to be discussed with CEO prior to authorising As noted in the Financial Delegations listing To develop and grow profitable new business opportunities that fit within the current or achievable scope of NZP s infrastructure capabilities and are consistent with NZPH s strategic business interests and future growth targets, while managing/maintaining the company s core business performance in line with budget objectives To effectively and efficiently manage Commercial staff located in both Palmerston North (NZ) and Reading UK, managing the time difference as required Travel is an essential part of this role to meet the challenges of the Commercial team, the GM of Commercial must therefore understand there will be a need to undertake a significant level of business travel, involving weekends and time away, as well as work out of normal hours to accommodate customer time zones and business requirements