At DSM we advocate healthy, enjoyable and accessible food and nutrition solutions for all, produced and consumed, respecting the limits of our planet. We’re one of the world’s leading producers of essential nutrients like vitamins, carotenoids, nutraceuticals and nutritional lipids; as well as solutions for the feed, food, pharmaceutical and personal care industries. In Human Nutrition & Health we keep the world’s growing population healthy across markets including food & beverages, dietary supplements, early-life nutrition, medical nutrition and Active Pharmaceutical Ingredients (APIs). We’re also helping to fight malnutrition around the world by working hand-in-hand with partners like the UN World Food Programme to put micronutrients and fortified foods into the hands (and mouths) of those who need them most.
Our Pharma business brings more than 70 years of experience producing vitamin active pharmaceutical ingredients (APIs) and is the global leader in the production of EPA and DHA derived from either sustainable marine sources or microbial fermentation. From our proud heritage as Roche Vitamins, we have continued to evolve our capabilities in vitamin manufacturing for pharmaceutical applications. Our commitment to delivering a sustainable supply of high quality APIs, together with our unique innovation expertise, make us the ideal partner for the development of over-the-counter products and prescription medications. With DSM on your team, you can create targeted pharmaceutical products that benefit patient health worldwide.
In Medical Nutrition our innovative solutions embrace specialized products for oral nutritional supplements, enteral nutrition and parenteral nutrition, meeting the raised quality and palatability requirements for the needs of patients across all ages, and the elderly. We specialize in the development, production and marketing of dietetic foods for special medical purposes in healthcare settings or home treatment, under medical supervision.
Purpose of the Position:
The position is to Lead the Pharma & Medical Nutrition segments globally in terms of segment financial performance, strategy, portfolio health, innovation pipeline, new business models and select global key accounts management. Intent is for the candidate to effectively be the General Manager for the global segment/s despite not having true P&L responsibilities.
The position purpose is to:
Own the segment financial performance delivering the yearly segment financial targets including CRM pipeline size and commercialization targets
Accountable for portfolio pricing strategy guidelines in collaboration with the global commercial team and in-line with the overall asset strategy
Develop and implement a multi-year global strategic marketing plan for the Segment, from which annual plans will be developed, revised and refined to reflect market conditions in each HNH region including pricing strategy
guidelines. The strategy will include effective collaboration with global key accounts, regional sales and marketing teams, relevant cross-functional units (i.e. innovation, regulatory) and the regional segment leads.
The strategy and functional collaboration will result in an increase in DSM’s market share in relevant markets, support retention of the current core business, growth via introduction of new products/innovation solutions and implementation of new business models, including M&A identification and facilitation
Lead selected global customer team for selected strategic customers, including line-management of global key account managers driving contract negotiations across all segments and ensuring appropriate support from multifunctional resources and executive sponsorship. Achieve, with a P&L perspective, both companies’ business and social responsibility visions
Participate in the end-to-end management process of the core products/solutions for the segment
DNP is market leader for many of its products. Whilst DNP has faced aggressive competition in many products, the company positions itself consistently and successfully as a differentiator in the field of Quality, Reliability and Traceability. Notwithstanding, many products for many years suffered from a gradual price erosion, while strains on the supply chain are demanding more attention from the whole organization for availability issues.
DNP continues to seek accelerated growth through innovation, expanding its portfolio of ingredients, both through in-house innovation, third-party collaborations, and acquisitions. Pharma & Medical Nutrition Segments lead is asked to manage the segments globally to protect our global leadership position while identifying opportunities for new products and to develop new growth projects. In doing so, they need to understand the brand positioning of the customer, market dynamics and consumer needs in order to create winning concepts.
As the leader of the global Pharma & Medical Nutrition segments team, the segments marketing Lead will provide continual assessment of the global macro and micro trends affecting the Segments market, articulate Segments Priorities, identify global projects and global innovation platforms for the segment. They will also set and regularly review/adjust the Mid & Longer-term growth ambitions for the segment, identify strategic customers for the segment, give input in the segment-specific MarCom plans and activities for the region, identify critical resource needs (human and financial) to implement growth drivers for the segment.
Also, will indirectly lead the regional Pharma & Medical Nutrition segments teams and provide guidance to regional sales team and will lead directly selected global key accounts.
Key areas of accountability/responsibility
Deliver segment yearly global financial targets (Sales, GPx & global innovation targets)
Develop a multi-year cross-functional global strategic marketing plan for the Segments to create demand for DSM products and services. Scope includes innovation opportunities.
Drive growth by selecting the right global platform projects to work on and actively discuss together with global Specialty Business Line Management the Project Portfolio (also discuss and determine what projects not to work on)
Act as the Project Owner and/or as a Project Team review member for selected projects and drive implementation of Strategic projects
Drive and follow up with Sales Management to ensure Project implementation and execution is not slipping
Drive introduction of New Products relevant for the segments
Keep track of global and regional Market Share position
Provide Value Propositions to the regional Sales Force and train/educate regional sales teams wrt Value Propositions for the segment, and drive focus on Strategic Projects that will drive the segments’ growth
Identify, communicate and organize support needs from Technical Marketing, Communications, Supply Chain, Sales, Production, Innovation, Legal and IP and other internal functions to effectively implement strategy and tactics
Support regional MDMs
Participate in clinical science, public affairs and NSA activities related to the Segment. This may include direct involvement with KOLs, participating in influential NGO and public health organization meetings, attending regional Segments events and trade shows, etc.
Train, develop and manage the segments team
Develop, implement and manage segments strategies and tactics, and work with sales teams to execute commercial strategies globally. Lead cross-functional teams to align strategic decisions for the global Segment, coordinating with the regional Segments teams as appropriate
Develop and align global Segments financial goals and performance objectives, and ensure regional plans are consistent with global objectives and performance expectations
Qualifications & Requirements:
Bachelors/University degree in sciences, business or related field
Master’s degree a plus
Preferred experience in Pharmaceutical product ingredients and segments market, as well as a strong focus and desire to grow this market
Deep knowledge and understanding of trends in the Segments and ability to create and amend a fluid strategy to align with these trends
Demonstrated ability to work cross-functionally and in a matrix organization
Strong communication, presentation and customer facing skills
Proficient computer and analytical skills
Knowledge of industry, markets and product applications
Able and willing to travel regularly both domestically and internationally
Dare to Lead without having necessarily people reporting to oneself
10+ proven experience in Business Development Management in an international business-to-business environment
Extensive knowledge and understanding of the Pharma industry and consumer trends and needs
Have demonstrated successful achievements within business development/commercial areas