Lead – Business Operations, Global Oncology

Role Overview/Purpose

• Launch Excellence & Early Access Strategy

• Lead the development and execution of launch strategies for oncology assets in small-to-mid-sized markets.
• Design scalable, repeatable “go-to-market” models tailored for distributor-led or hybrid markets.
• Drive early access strategies including:

• Named Patient Programs (NPPs)

• Compassionate use programs
• Managed access agreements
• Collaborate with Medical, Market Access, Regulatory, and Supply teams to ensure timely market entry.
• Develop launch readiness frameworks, KPIs, and tracking mechanisms.
• Market Development (Non-Core / White Space Markets)
• Identify, prioritize, and assess new market opportunities where Glenmark lacks oncology presence.
• Build market entry playbooks (partner vs. direct vs. hybrid models).
• Support distributor selection, onboarding, and performance management.
• Ensure alignment of local execution with global brand strategy.

• Commercial Operations & Infrastructure

• Lead implementation and optimization of CRM systems (e.g., Veeva, Salesforce Health Cloud).
• Establish standardized commercial processes, reporting dashboards, and performance tracking.
• Drive data-driven decision-making through analytics and insights generation.
• Oversee commercial excellence initiatives including:
• Sales force effectiveness (where applicable)
• Omnichannel engagement frameworks
• Digital enablement tools

• Organizational Readiness & Capability Building

• Partner with the Head of Global Commercial Oncology to ensure readiness for upcoming launches.
• Define target operating models for new markets.
• Support hiring strategy, role design, and capability frameworks (especially for distributor markets).
• Develop training frameworks and onboarding programs for new teams/partners.

• Resource Allocation & Financial Planning

• Lead commercial budgeting and resource allocation across emerging markets.
• Optimize deployment of financial and human resources based on market potential and strategic priority.
• Track ROI on launch investments and commercial initiatives.
• Support long-range planning (LRP) and annual operating plans (AOP).

• Strategic Planning & Governance

• Act as a strategic advisor and deputy to the Head of Global Commercial Oncology.
• Support development of global oncology commercial strategy.
• Lead cross-functional governance forums and business reviews.
• Drive alignment across global, regional, and local stakeholders.
• Cross-Functional Leadership
• Serve as a central coordination point across: Medical Affairs, Market Access, Regulatory, Supply Chain, Finance
• Ensure integrated execution of launch and commercialization plans.

• Competitive Intelligence & Market Insights

• Monitor competitive landscape across oncology markets.
• Benchmark best practices from leading oncology players (MNCs).
• Translate insights into actionable strategies for Glenmark.

• Compliance & Risk Management

• Ensure all commercial activities adhere to global compliance standards and local regulations.
• Identify and mitigate risks related to distributor-led markets and early access programs.

• Key Deliverables / Success Metrics

• Successful launch of oncology assets in priority emerging markets.
• Time-to-market reduction in non-core geographies.
• CRM implementation effectiveness and adoption rates.
• Achievement of early access program targets.
• Budget adherence and ROI optimization.
• Distributor performance and market expansion outcomes.

External

• Oncology KOLs and treatment centers
• Oncology societies and networks
• Strategic partners and service providers

• Global Oncology Franchise & Brand Teams

• Country Medical Affairs, Market Access, Regulatory, Finance, and Supply Chain

Educational

• MBA or master’s degree in business, Life Sciences, or related field preferred

Experience

• 12–15+ years of pharmaceutical / biotech experience, with a strong focus on innovative oncology.
• Proven track record in global or regional commercial roles
• Experience in launch excellence, emerging markets, or distributor-led markets.
• Experience operating in complex, fast-evolving oncology markets.
• Prior country-level or franchise leadership experience is strongly preferred.

Knowledge And Skills (Functional And Technical)

• Strong understanding of oncology market access and early access pathways.
• Experience with CRM systems (e.g., Veeva, Salesforce).
• Ability to work in cross functional groups and teams with a complex matrix organization.
• Ability to operate in ambiguity and build new market structures
• Exceptional stakeholder management, influence, and communication skills.
• Data-driven decision-making
• Entrepreneurial mindset with strong ownership
• High ethical standards with uncompromising compliance orientation.