Head of Established Brands

About Recordati

With its beginnings in a family run pharmacy in Correggio, Italy in the 1920s, Recordati is now a global pharmaceutical company, listed on the Italian stock exchange, with over 4,500 employees and turnover of over Euro 2bn. We are a group of like-minded, passionate individuals who go to extraordinary lengths for our patients, customers, partners, investors and the people across the globe who we serve. We develop and commercialise medicines to serve people living with common diseases, as well as those living with some of the rarest, in around 150 countries.

Job Purpose

This is an exciting opportunity to have a key impact and directly contribute to the overall financial health and profitability of a large Specialty and Primary Care portfolio, being part of a lean structure where you drive best in class portfolio optimization and key business decisions. The Head of Established Brands works autonomously and is responsible for optimizing the portfolio, with Ebitda ratio versus Net Revenue being the main focus, by identifying and executing opportunities for rationalization, simplification and improved performance in collaboration with relevant stakeholders such as affiliates, industrial operations and corporate development.

Key Responsibilities

• Portfolio optimisation
• SKU rationalization: systematically assesses performance (contribution, margin, cost, strategic fit) per SKU and provide recommendation for discontinuation based on aligned criteria
• Simplification: in collaboration with the markets and Industrial Operations, optimize the Established Brand portfolio through reducing complexities such as multiple formulations or pack sizes to improve manufacturing and supply chain efficiency
• COGS improvement: explore, recommend and execute relevant opportunities such as re-negotiation of terms, change of supplier and internalizing or externalising production in collaboration with industrial operations
• Expansion and LCM: assess opportunities for geographic expansion of core assets within the territory including LCM initiatives to drive growth and/or profitability
• Commercial Effectiveness improvement
• Identify opportunities for sales improvement: in Established Brands, including local ‘growth’ brands that strategically fit and /or deliver higher margins
• Ensure appropriate commercial strategies: including A&P allocation, optimized sales force promotional efforts, use of digital channels and new commercial frameworks
• Lead the Established Brand Network: facilitating sharing of best practices, commercial strategies, promotional and educational materials and build of digital capabilities for Established Brands that are being promoted across multiple markets
• Optimize Pricing & Access: collaboration with affiliates and HQ Pricing & Access team to ensure timely knowledge of local pricing events and appropriate strategies and responses are aligned with company policy
• Establish a Metric and Decision framework: define metrics such as revenue growth, margin improvement and MS evolution to evaluate and prioritize products and track impact of taken measures to ensure they achieve desired outcomes
• Other
• Internal alignment: ensure cross functional teams (incl commercial, regulatory, medical, supply chain) are aligned on and aware of portfolio management decisions
• Alliance management: be the commercial point of contact in key partnerships on product-, licence-, and API-level and continuously scout for opportunities that may benefit our portfolio, including contract negotiations and JSC delivery.

Required Skills and Experience

• 10+ years in pharma industry, in both local and regional/global commercial roles
• 3+ years in managing/working with Gx and/or products post-patent expiration
• Hands-on in portfolio optimisation, including P&L improvement and SKU rationalisation
• Managing P&L, cost optimization and revenue forecasting
• Familiarity with strategic decision-making in resource allocation across multiple brands
• Proven ability to effectively work in matrix organizations and across diverse teams including commercial, industrial operations, regulatory, supply chain and finance on regional level

At Recordati we believe in people! Inspired by our purpose - unlocking the full potential of life - we are committed to creating a diverse environment and cultivating a culture of inclusion. We strive to continually lead with our values and beliefs, enabling our employees to bring their whole selves to work and develop their potential. We are proud to be an equal opportunity employer.