Lead - Commercial Operations - IBT
Dr Reddy's
About the role
Role Purpose
To lead and govern end‑to‑end backend operations for Dr. Reddy’s Institutional Business (IBT) covering Corporate Hospitals (HospiBiz), Government / Tender Business( InstiBiz), and Modern Retail Pharmacy Chains & Online accounts (RetailBiz), ensuring process excellence, compliance, system robustness, and operational reliability, while enabling front‑end business teams to drive sustainable growth.
Key Accountabilities
1. IBT Backend Operations
Own backend execution for all IBT channels including:Order management, billing accuracy, pricing & rate validation
Contract adherence, scheme/discount governance, and dispatch coordination
Ensure alignment to IBT SOPs, internal controls, and audit requirements.
2. Government & Tender Operations
End‑to‑end operational ownership of Central/State Govt tenders:Tender documentation, submissions, rate loading, LOA compliance
Supply adherence, LD/penalty monitoring, and audit‑ready records
Act as custodian of tender governance and compliance discipline.
3. Corporate Hospitals & Modern Trade Support
Backend support for corporate hospitals and large pharmacy chains/Epharmacy :Contractual pricing compliance, rate uploads, and account reconciliations
SLA adherence and issue resolution to ensure service consistency.
4. Compliance & Regulatory Governance
Ensure 100% compliance to internal policies, IBT SOPs, regulatory norms, and audit standards
Proactively identify operational risks and implement preventive controls
Support internal, statutory, and management audits.
5. Systems, SFE & IT Enablement
Serve as IBT SPOC for IT systems, including SAP, SFE tools, dashboards, and MIS platforms
Support data accuracy, access governance, UATs, enhancements, and issue resolution
Partner with IT to improve automation, reporting, and analytics.
6. MIS & Performance Reporting
Drive robust IBT MIS, dashboards, and analytics for leadership reviews
Ensure timely, accurate, and insight‑driven reporting.
7. People Leadership
Lead, develop, and performance‑manage a team of 18–20 backend associates
Set clear KRAs, productivity benchmarks, and capability‑building plans
Build a culture of process discipline, ownership, and continuous improvement.
8. Stakeholder Management
Act as a strong backend partner to Sales, Finance, Supply Chain, IT, Legal, and Compliance teams
Ensure seamless cross‑functional coordination with minimal business disruption.
10–15+ years of progressive experience in Commercial Operations,
Significant exposure to pharma / healthcare / life sciences commercial models
Hands-on leadership experience managing multi-functional teams or COEs