National Sales Manager(Generics)

Job Summary:

We are seeking a dynamic and result-driven National Sales Manager (NSM) with proven

experience in the Generic Pharmaceutical Segment. The ideal candidate must possess

strong leadership capabilities, hands-on knowledge of Generic Distribution (especially DTS

Direct to Stockist), and be adept at driving large-scale sales performance. You will be

responsible for managing a division with turnover of 50 Crores and ensuring sustainable

growth across geographies.

Key Responsibilities:

Sales & Business Objectives:

Achieve national sales targets and business objectives.

Drive both top-line and bottom-line growth with a focus on profitability.

Ensure uniform sales contribution across product categories and therapy segments.

Plan and ensure YOY growth territory-wise, area-wise, state-wise, and product-

wise.

Performance Management & Strategy:

Regularly monitor Field Force performance; implement corrective and disciplinary

actions as necessary.

Conduct quarterly performance reviews and develop actionable plans for

improvement.

Monitor and ensure compliance with Business Hygiene Parameters: goods return,

expiry management, and payment collections.

Inventory & Distribution Oversight:

Monitor CFA-wise inventory; ensure optimal indenting based on sales forecasting.

Implement liquidation strategies for non-moving/slow-moving products.

Collaborate with distribution partners and maintain strong relationships with key

stockists.

Field Supervision & Compliance:

Minimum of 1520 days/month of joint fieldwork with ZSMs/RSMs/ASMs to

evaluate ground-level operations.

Review daily field reporting, tour plans, and expense tracking for timely and accurate

compliance.

Ensure 100% adherence to field KPIs call averages, CFA/stockist visits, and

territory coverage.

Promotions & Marketing Alignment:

Supervise execution of promotional strategies, schemes, SOPs, and tactical

campaigns.

Provide feedback to PMT and HODs regarding product performance and market

receptiveness.

Team Building & Development:

Identify talent gaps and provide strategic direction and mentorship to

underperforming territories.

Drive continuous learning through team-building activities, training, and motivational

programs.

Issue Resolution & Market Intelligence:

Proactively identify and resolve state-wise issues through practical, ground-level

solutions.

Gather real-time market intelligence and customer feedback to drive product and

promotional strategies.

Desired Profile:

Experience: Minimum 1520 years in pharma sales; at least 34 years as NSM/ZSM

in Generic segment.

Sales Management: Proven success in handling a 50+ Crore division.

Industry Knowledge: Strong command of Generic Pharma Market, Distribution

Models, especially DTS.

Travel: Willingness to travel extensively across zones.

Skills:

o Exceptional communication & leadership skills

o Strong analytical & problem-solving abilities

o Strategic thinking with operational execution

o Relationship management with stockists, CFAs & field teams