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.
