National Sales Head (Domestic Generics)

Location: Mumbai

Industry: Pharmaceutical

Experience: 12+ years of experience in the Pharma Industry

OVERVIEW

We are seeking a seasoned and strategic National Sales Head to lead and scale our Domestic Generics business across India. The role requires a highly accomplished pharmaceutical sales leader with extensive experience in driving revenue growth, managing large field sales teams, expanding market share, and building high-performance sales organizations.

Key responsibilities:

Strategic Leadership

Develop and execute the national sales strategy for the Domestic Generics business in alignment with organizational growth objectives.
Drive revenue, profitability, market share expansion, and business development initiatives across India.
Identify emerging market opportunities and formulate strategies to strengthen the company's competitive positioning.
Collaborate with senior leadership to define annual business plans, sales forecasts, and growth targets.

Sales Management

Lead and manage nationwide sales operations across multiple regions, zones, and territories.
Drive achievement of sales targets through effective planning, execution, and performance management.
Monitor key business metrics, sales productivity, prescription generation, and market penetration.
Establish robust sales governance frameworks, reporting systems, and performance tracking mechanisms.

Team Leadership & Development

Build, mentor, and lead a high-performing sales organization comprising Regional Sales Managers, Zonal Managers, Area Managers, and Medical Representatives.
Develop succession plans and leadership pipelines within the sales function.
Foster a culture of accountability, performance excellence, and customer-centricity.
Conduct regular reviews, coaching sessions, and capability-building initiatives.

Market & Customer Development

Strengthen relationships with key healthcare professionals, distributors, stockists, hospitals, institutions, and trade partners.
Ensure effective coverage and expansion of the company's product portfolio across target markets.
Monitor competitor activities, market trends, pricing strategies, and customer requirements.
Drive market intelligence initiatives to support business decisions and product strategies.

Business Planning & Commercial Excellence

Lead annual sales planning, territory optimization, incentive design, and resource allocation.
Partner closely with Marketing, Supply Chain, Finance, Regulatory Affairs, and Product Management teams to ensure business alignment.
Optimize sales processes and enhance field force effectiveness through data-driven decision-making.
Ensure efficient management of sales budgets and resources.

Compliance & Governance

Ensure adherence to pharmaceutical industry regulations, ethical marketing practices, and company policies.
Maintain compliance with all statutory, regulatory, and quality requirements.
Promote a culture of integrity and professionalism throughout the sales organization.

Qualifications and Requirements:

Bachelor's degree in Pharmacy, Life Sciences, Science, or a related discipline.
MBA in Marketing, Sales, or General Management preferred.
Significant experience in Domestic Formulations/Generics sales.
Proven success in leading national or multi-regional sales operations.
Experience managing large field sales teams across India.
Strong understanding of the Indian pharmaceutical market, distribution ecosystem, trade channels, and prescription-driven sales models.
Demonstrated track record of consistently delivering ambitious revenue and growth targets.