Function: Sales - Business Development

Location: PAN India

Industry: Healthcare / Pharmaceuticals / Nutraceuticals

Role Overview:

We are looking for an experienced Sales Manager - Healthcare Division to lead and drive the domestic healthcare sales business across India.

The role will be responsible for developing and executing the PAN India sales strategy, driving revenue and market expansion, strengthening distribution and institutional channels, and building high-performing sales teams.

The position will work closely with senior leadership and cross-functional teams to achieve business growth, profitability, and market penetration objectives.

Reporting To: Vice President - Sales - Marketing

Key Responsibilities / KRAs:

1. Sales Strategy - Business Growth:

- Develop and execute the PAN India sales strategy in alignment with business objectives.

- Drive revenue growth, market penetration, market share, and profitability.

- Identify new markets, customer segments, channels, and business opportunities.

- Lead new product launches and market expansion initiatives.

- Develop strategies to strengthen the organisation's position in the healthcare and clinical nutrition market.

2. PAN India Sales Management:

- Lead nationwide sales operations through Zonal, Regional, and Area sales teams.

- Own and deliver primary and secondary sales targets across regions.

- Establish sales plans, targets, forecasts, and execution mechanisms.

- Monitor sales performance, market trends, customer insights, and competitor activity.

- Drive consistent sales performance and execution across geographies.

3. Distribution - Channel Management:

- Build, expand, and strengthen the PAN India distribution network.

- Manage and grow multiple sales channels including:

1. Pharma - healthcare channels

2. General Trade / Retail

3. Hospitals and healthcare institutions

- Develop strong relationships with distributors and channel partners.

- Monitor channel performance, productivity, and business contribution.

4. Institutional - Key Account Management:

- Build and maintain strategic relationships with hospitals, healthcare institutions, doctors, dieticians, and nutrition professionals.

- Develop and manage key institutional accounts and large distributors.

- Identify opportunities to expand institutional business and improve customer penetration.

- Strengthen relationships with key healthcare stakeholders to drive business growth.

5. Team Leadership - Capability Building:

- Lead, mentor, and develop the PAN India sales organisation.

- Define clear KPIs and drive performance management across the sales team.

- Improve field-force productivity, effectiveness, and capability.

- Build a strong leadership pipeline and develop internal talent.

- Ensure accountability, alignment, and execution across regional teams.

6. Financial - Commercial Management:

- Own sales budgeting, forecasting, and revenue planning.

- Drive profitability and effective margin management.

- Monitor collections, receivables, and credit control.

- Optimise sales costs and improve overall sales efficiency.

- Track commercial performance and take corrective actions where required.

7. Cross-Functional Collaboration:

- Work closely with Marketing, Supply Chain, Finance, HR, and other functions to achieve business objectives.

- Coordinate demand planning and ensure product availability across markets.

- Provide market and customer insights to support product and business development.

- Ensure effective coordination between sales teams and internal stakeholders.

Key Requirements:

- MBA / Postgraduate qualification in Sales - Marketing preferred.

- 15 - 18 years of overall sales experience, with at least 5 years in a leadership role.

- Proven experience managing PAN India sales operations.

- Strong experience in the Healthcare / Hospital business is essential.

- Exposure to Critical Care, Oncology, Nephrology, or related healthcare segments will be preferred.

- Experience in Pharmaceuticals, Nutraceuticals, Clinical Nutrition, or Healthcare industries.

- Strong understanding of the Indian healthcare sales and distribution ecosystem.

- Proven experience managing large, geographically distributed sales teams.

- Strong commercial acumen with experience in budgeting, forecasting, profitability, collections, and business planning.

- Excellent leadership, negotiation, stakeholder management, and relationship-building skills.

- Strong analytical and data-driven approach to sales decision-making.

- Demonstrated ability to develop talent and build high-performing sales teams.

Desired Skills:

- PAN India Sales - Healthcare Sales - Hospital Business - Pharma - Nutraceuticals - Clinical Nutrition - Sales Strategy - Distribution Management - Institutional Sales - Key Account Management - Team Leadership - Revenue Growth - Business Development - Commercial Management - Sales Forecasting - Stakeholder Management - Talent Development