Head of Commercial Operations

Company Details: Our client is a leading Pharma Manufacturing Company.

Designation: Head – Commercial

Job Location: Ahmedabad

Reports to:

Chief Executive Officer (CEO)

Role Overview

The Head – Commercial will lead the end-to-end commercial function for the organization, driving pricing strategy, distribution excellence, customer partnerships, regulatory compliance, tendering, and order management across domestic and international markets. The role is critical in ensuring profitability, market competitiveness, and adherence to stringent medical device regulations.

Key Responsibilities

• Develop and execute commercial strategies aligned with business growth and profitability objectives.

• Lead cross-functional collaboration across sales, finance, supply chain, regulatory, and operations teams.

• Drive revenue growth, margin enhancement, and market expansion initiatives.

• Develop and implement pricing frameworks considering market dynamics, regulatory requirements, and profitability targets.

• Ensure compliance with pricing regulations across domestic and international markets.

• Design, manage, and optimize distribution networks including distributors, dealers, hospitals, and institutional channels.

• Build and maintain strong relationships with key customers, healthcare providers, hospitals, and institutional buyers.

• Lead commercial negotiations, contract management, and long-term customer agreements.

• Ensure adherence to medical device regulations, commercial governance standards, and audit requirements.

• Lead participation in government and private tenders, including GeM portal activities and institutional business.

• Oversee end-to-end order management from order booking to delivery, invoicing, and payment realization.

• Ensure compliance with export regulations, documentation requirements, and international trade practices.

• Monitor commercial performance, receivables, working capital, and commercial risk exposure.

Key Requirements

• Bachelor’s Degree in Engineering, Pharma, Life Sciences, Commerce, or related discipline; MBA preferred.

• 15–20 years of progressive experience in commercial leadership roles within medical devices, healthcare, or regulated manufacturing industries.

• Proven experience in pricing, distribution management, institutional sales, tendering, and commercial operations.

• Strong understanding of medical device regulations, hospital procurement systems, and government tender processes.

• Experience managing both domestic and export business operations.

• Hands-on experience with ERP systems, preferably Microsoft Dynamics or SAP.

• Proven leadership experience at AGM, GM, or equivalent senior management level.

• Strong commercial acumen, negotiation skills, stakeholder management, and business leadership capabilities.

Contact Person:

Ansuya Satish

+91 9824350317