Commercial team lead generics

About the role

Sun Pharma is a world leader in the marketing of generic and innovative medicines. Present in Italy for more than 10 years through the marketing of its generic drugs in hospitals and in retail, Sun Pharma wishes to revitalize its division and prepare for the launch of future block-busters.

The commercial Team Leader Hospitals and retail generic product will be responsible for sales and marketing in Italy for all hospital generics and retail generic products.

The Commercial Team Leader for Italy will take full ownership of the generic portfolio across hospital and retail channels and is accountable for the strategic, commercial, and financial performance of the generic business in Italy. The role combines strategic leadership, P&L responsibility, portfolio development, and team leadership and will support the overall governance, direction, and performance of the Italian affiliate.

Areas Of Responsibility

• To work with a team of highly engaged and qualified employees who will help her/him to generate substantial profitable growth both in existing and new molecules in the hospital and retail arena.
• To maximize market share for newly launched differentiating products with high potential which in some cases need promotion as well.
• To leverage on a broad network with hospitals to be able to feed the headquarters with (differentiating) products ideas by talking to the customers and understanding their needs.
• Use a broad network with other pharmaceutical companies to be able to feed headquarters with In Licensing and Out Licensing ideas and Business Case.
• Contribute overall to organic and inorganic growth.
• Fix the price for regional tenders, private customers, or price request
• To manage the existing team :3 Kams for whom you will set regional objectives and analyze sectoral plans.
• Tender and customer service manager

Key Responsibilities Business & Strategy

• Define and implement the overall Generic Business Strategy for Italy, aligned with global objectives.
• Hold full P&L ownership, including budgeting, forecasting, profitability, and cost management.
• Drive sustainable organic and inorganic growth, including new launches, portfolio optimization, and lifecycle management.
• Prepare the Italian organization for future blockbuster launches.
• Define and continuously adapt the Generic Business strategy for Italy in response to the highly regulated pharmaceutical environment, including national and regional regulatory frameworks.
• Ensure strategic alignment with Italian pricing, reimbursement, and procurement mechanisms, including national reference pricing, and regionally driven tender systems.
• Anticipate and proactively respond to evolving regulatory, pricing, and policy changes, translating external developments into concrete business adaptations.

Commercial Execution

• Maximize market share and profitability for hospital and retail generics, including differentiated and promotional products.
• Define pricing strategies for regional tenders, private customers, and ad‑hoc price requests that balances competitiveness, margin protection, and long‑term market access in a price‑sensitive generic environment.
• Steer strategic decisions related to regional tenders, framework agreements, and hospital procurement models, taking into account regional heterogeneity and budget constraints.
• Guide the organization in navigating price erosion, reference price updates, and reimbursement adjustments, ensuring resilience of the Generic portfolio.

Portfolio & Launch Strategy

• Shape the portfolio strategy in line with regulatory feasibility, market access attractiveness, and tender dynamics.
• Guide launch sequencing and prioritization of new generics based on regulatory timelines, regional uptake dynamics, and competitive intensity.
• Ensure that differentiated or value‑added generics are positioned appropriately within promotional and non‑promotional frameworks, in compliance with Italian regulations.
• Leverage a strong network with hospitals, customers, and opinion leaders to identify unmet needs and future product opportunities.
• Actively contribute to In‑Licensing and Out‑Licensing initiatives, including business case development and interaction with Cluster Head and Regional Business Development
• Provide structured market and customer insights to Cluster Head

People Leadership & Cross‑Functional Regulatory Alignment

• Lead, inspire, and develop a high‑performing commercial organization, including:3 Key Account Managers (KAMs), with responsibility for regional targets and performance reviews
• Tender & Customer Service ManagerBuild a culture of accountability, performance, and collaboration.
• Coach and develop talents to ensure long‑term organizational strength.
• Ensure close collaboration with Regulatory Affairs, Quality, Supply Chain, Demand Planer; Business Development and Finance to align strategic choices with approval pathways, reimbursement status, and operational feasibility.
• Translate regulatory and policy constraints into clear guidance for commercial execution, enabling effective decision‑making across functions.
• Act as a strategic interface between local teams and Cluster Heads on regulatory‑driven business implications specific to Italy.
• Represent Sun Pharma externally with key customers, partners and institutions

The role requires a deep understanding of the Italian regulatory and tender-driven market environment and the ability to translate regulatory constraints into sustainable strategic and commercial opportunities.