Executive Director, Business Unit Oncology

Job Description

Title: Business Unit Head, Oncology India

Department: Global Human Health

Band / Position Level: 600 / M4

Division/Area: Sales & Marketing

Reports to (Title): Managing Director GHH

Written By/Date : 07/22/2026

Who we are

For more than a century, we have been bringing forward medicines and vaccines for many of the world's most challenging diseases. Today, our company continues to be at the forefront of research to deliver innovative health solutions and advance the prevention and treatment of diseases that threaten people and animals around the world.

What we look for

Imagine getting up in the morning for a job as important as helping to save and improve lives around the world. Here, you have that opportunity. You can put your empathy, creativity, digital mastery, or scientific genius to work in collaboration with a diverse group of colleagues who pursue and bring hope to countless people who are battling some of the most challenging diseases of our time. Our team is constantly evolving, so if you are among the intellectually curious, join us—and start making your impact today.

Job Summary

Provide overall direction and leadership to the business. This position requires strong strategic leadership in pipeline portfolio management, sales and marketing strategies, diagnostic strategy roadmap and field execution. The Business Unit Head (BUH) is expected to develop holistic business strategies and ensure effective implementation of these strategies in the field. The BUH should be the mobilizing force that will integrate both marketing and sales initiatives to achieve optimum results. The BUH should demonstrate ability to identify solutions within complex organizations and markets and lead sub-teams in support of key pipeline strategy areas. They also serve as the link between their franchise and the available resources within the organization to support the achievement of business goals and objectives they have set for their team. They are also responsible for the ongoing development, coaching, inspiration and motivation of their teams and in aligning them to our core values.

Primary Responsibilities

Primary activities include, but are not limited to:

• Full P&L responsibility for the Oncology BU with year-on-year growth and increased access of our medicines to patients
• Responsible for achieving the Business Unit’s short-term and long-term revenue, share, access and growth objectives while managing the P&L and ensuring delivery of forecasts.
• Provide strategic direction and strong leadership to create an integrated, high-performing BU organization with clear roles, governance, and operating rhythms.
• Own A&P budget planning and stewardship, ensuring optimal ROI across promotional, digital, medical education, and omnichannel engagements.
• Define and execute portfolio strategy across current indications and pipeline expansions: lead indication prioritization, lifecycle management, and in-line brand performance optimization.

• Orchestrate multiple new indication launches annually, ensuring robust launch readiness (stakeholder mapping, access strategies, supply readiness, field capability, digital/omnichannel plans, and KPI tracking).
• Direct responsibility for the organization’s day-to-day sales and marketing activities, with the support of key local non-reporting support functions, including Medical, Regulatory, Supply Chain/Logistics and Finance.

• Develop short and long-term objectives to increase sales and profitability of the business:
  • Analyzing business opportunities present in the market and capitalizing on these opportunities to grow the business.
  • Develop contingency plans to anticipate the adverse impact of unforeseen events or circumstances.

• Champion evidence generation and scientific exchange in partnership with teams to support expansions, guideline inclusion, and value narratives.
• Direct the preparation of marketing plans, sales plans, key customer strategies and sales forecasts and budgets.  Ensure effective utilization of sales analytics, promotional budgets and other available resources.
• Monitoring the high-level implementation and effectiveness of promotional activities. Ensuring that marketing programs are responsive to customer needs and the changing market landscape.
• Maintain necessary contact with major suppliers, customers, industry associations and government representatives to achieve the objectives of the division.
• Develop and maintain a highly competent and competitive organization with respect to both structure and talent, ensuring that qualified successors are available for key positions. Provide strategic direction and leadership to the BU to ensure an integrated and productive team.
• Work with Learning & Development to build functional competencies of the team, identify and deliver training and development requirements, and ensure successful transfer and application of newly learned skills at the workplace.

• Direct the preparation and execution of brand strategies, annual marketing plans, sales plans, key customer strategies, forecasts, and budgets.

• Serve on India’s Country Leadership Team to co-create and execute national strategy; contribute to enterprise objectives spanning financial performance, customer impact, innovation, and leadership.
• Contribute to diagnostic strategy, pricing & reimbursement plans.
• Coordinate detailed competition tracking to inform planning assumptions, strategy, and positioning of assets.
• Drive insights and recommendations about portfolio through the governance process to review near-term and long-term health of portfolio.
• Drive analytics and management dialogue to determine optimal portfolio investment choices, including providing executive-level synthesis of final recommendations.
• Ensuring all business activity complies with relevant Acts, legal demands and ethical standards.

Key Stakeholders:

• Team: Marketing; Sales field force, including management and sales representatives; Diagnostics; Strategy and Operations.
• Cross functional teams: Medical; Regulatory Affairs; GCTO; PHI; HR; Commercial, including L&D, BPO, FPP, SFE and NPP; Supply Chain; Finance; GHH Country Leadership Team.
• Regional teams: Regional Oncology Customer Business Line (CBL); Regional commercial teams.
• External stakeholders: Agency partners, including advertising, media and market research; key customers and industry players; industry groups, societies, advocacy groups and policymakers external to the organization.

Skills, Knowledge, Experience & Qualifications Required:

• 10–15 years’ relevant industry experience across commercial development, sales and/or marketing; proven ability to build brands, launch novel products in challenging markets, and deliver sustained revenue and long-term results.
• Strong oncology ecosystem understanding; experience in annual planning, marketing, promotion management, account management and/or customer marketing.
• Proven people leadership, including turning around performance, developing teams, addressing performance, promoting talent, and maintaining compliant team management.
• Ability to navigate complex organizations and markets; lead sub-teams, influence without authority, collaborate across commercial and cross-divisional teams, and clearly communicate with enterprise and senior leadership stakeholders.

Leadership Standards:

Shape Strategy; Focus on Customers; Act with Candor and Courage; Make Disciplined Decisions; Deliver Impact; Unlock Potential.

Required Skills:

Account Management, Account Management, Business Opportunities, Change Management, Communication Strategy Development, Cross-Cultural Awareness, Customer Marketing, Customer Relationship Building, Direct Marketing, Ethical Standards, Financial Analysis, Market Access Strategies, Marketing, Marketing Management, Market Research, Medical Teaching, Oncology Marketing, People Leadership, Portfolio Management, Product Management, Profit and Loss (P&L) Management, Promotions Management, Reimbursement, Relationship Building, Results-Oriented {+ 2 more}

Preferred Skills:

Current Employees apply HERE

Current Contingent Workers apply HERE

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Merck & Co., Inc., Rahway, NJ, USA, also known as Merck Sharp & Dohme LLC, Rahway, NJ, USA, does not accept unsolicited assistance from search firms for employment opportunities. All CVs / resumes submitted by search firms to any employee at our company without a valid written search agreement in place for this position will be deemed the sole property of our company.  No fee will be paid in the event a candidate is hired by our company as a result of an agency referral where no pre-existing agreement is in place. Where agency agreements are in place, introductions are position specific. Please, no phone calls or emails. 

Employee Status:

Regular

Relocation:

VISA Sponsorship:

Travel Requirements:

Flexible Work Arrangements:

Hybrid

Shift:

Valid Driving License:

Hazardous Material(s):

Job Posting End Date:

08/3/2026

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