Head – ROW & LATAM Sales and Business Development

Job Description: Head – ROW & LATAM Sales and Business Development

The Head – ROW & LATAM Sales and Business Development will be responsible for leading sales growth, market expansion, distributor management, strategic partnerships, and business development initiatives across Rest of World (ROW) and Latin America (LATAM) markets. The role will focus on revenue delivery, new market entry, portfolio commercialization, customer engagement, and profitable growth across priority international markets.

1. Sales Leadership & Revenue Delivery – Accountable

      •     Develop and execute sales strategies for ROW and LATAM markets to deliver revenue, market share, profitability, and budget objectives across assigned products and geographies.

      •     Own regional sales targets and commercial performance, ensuring achievement of annual budgets, gross margins, collections, and sustainable business growth.

      •     Drive accurate demand forecasting in coordination with supply chain, regulatory, planning, and country partners to ensure timely availability and OTIF delivery.

      •     Strengthen distributor, institutional, tender, key account, and channel partner relationships across ROW and LATAM markets, ensuring high customer engagement, retention, and service excellence.

2. Market Expansion & Business Development – Accountable

      •     Identify, evaluate, prioritize, and develop high-potential ROW and LATAM markets, including Brazil, Mexico, Andean region, Central America, GCC, Africa, CIS, Southeast Asia, and other non-U.S. territories.

      •     Lead business development activities including market entry plans, partner identification, distributor selection, licensing opportunities, institutional business, tender participation, and strategic alliances across ROW and LATAM.

      •     Select key products from the pipeline/portfolio suitable for market entry, supported by comprehensive business plans and launch strategies.

      •     Oversee new product development and launches, ensuring country-specific regulatory compliance, pricing strategy, competitive positioning, and timely execution across ROW and LATAM markets.

      •     Use market intelligence, customer insights, and competitor analysis to strengthen brand visibility, market access, product positioning, and penetration in priority geographies.

3. Portfolio Commercialization & Strategic Partnerships – Partner

      •     Partner with portfolio, regulatory, and R&D teams to identify suitable products for ROW and LATAM markets based on therapeutic fit, regulatory pathway, pricing environment, tender potential, competition, and commercial viability.

      •     Lead commercial assessment, business case preparation, market sizing, and competitor mapping to support portfolio investment and launch decisions.

      •     Drive in-licensing, out-licensing, distribution alliances, and co-marketing partnerships to expand commercial reach and pipeline strength across ROW and LATAM markets.

      •     Oversee lifecycle management — from launch through maturity to phase-out — optimizing ROI and market presence.

      •     Collaborate with R&D and Regulatory Affairs to align product development with commercial objectives and time-to-market requirements.

4. Leadership & Governance- Accountable

      •     Build, mentor, and retain high-performing commercial, sales and  business development, across geographies.

      •     Foster a culture of accountability, innovation, and collaboration.

      •     Provide regular updates to management on commercial performance, portfolio status, and emerging strategic opportunities.

      •     Ensure governance and compliance standards are consistently upheld across regions and teams.

Skills/ Technical know how –

1)     · ROW and LATAM commercial acumen : Strong understanding of branded generics, generics, OTC, institutional, tender, and distributor-led pharmaceutical business models across ROW and Latin American markets.

2)        Customer excellence orientation : Capability to design and implement processes that ensure consistently high standards of customer service across global regions.

3)        Cross-functional collaboration : Experience in working with CFTs (cross-functional teams) to drive OTIF (On-Time, In-Full) delivery improvements.

4)     · International business development expertise : Proven track record in leading B2B, B2C, tender, institutional, and partnership-led sales initiatives across Latin America, GCC, Africa, CIS, Southeast Asia, and other ROW markets, excluding the U.S.

Key focus areas -

1. Leadership Skills: Expertise in sales, marketing, business development, and commercial strategy for ROW and LATAM pharmaceutical markets, with strong strategic vision and execution capabilities.
2. Team Management: Able to lead, motivate, and manage cross-functional and geographically dispersed teams across international markets.
3. Global Exposure: Hands-on experience working across ROW and LATAM regions, bringing strong multicultural, regulatory, channel, and market access understanding to business operations.
4. Experience & Growth Mindset: Required 45-55 years of experience; highly energetic, driven, and hungry for growth with impactful contributions in emerging and semi-regulated markets.