Senior Pharmaceutical Sales Representative

Job Title: Oncology Sales Specialist / Oncology Business Executive

Department: Sales & Marketing – Oncology Division

Reporting To: Area Sales Manager / Regional Sales Manager / Business Manager – Oncology

Location: Metro / Tier-1 / Tier-2 cities across India (as per territory allocation)

Job Purpose: To promote and generate sales for oncology formulations (cytotoxic / antineoplastic injections) by building strong relationships with oncologists, onco-surgeons, hospitals, cancer centers, and institutional buyers, while ensuring ethical, compliant, and scientific promotion.

Key Responsibilities

1. Sales & Business Development

• Achieve monthly, quarterly, and annual sales targets for assigned oncology portfolio

• Drive hospital, institutional, and tender-based sales

• Identify new oncology centers, hospitals, and day-care chemotherapy units

• Ensure consistent secondary sales and stock rotation

2. Doctor & Key Account Management

• Promote products to:

• Medical Oncologists

• Surgical Oncologists

• Radiation Oncologists

• Hemato-oncologists

• Develop Key Opinion Leaders (KOLs) and brand advocates

• Manage key accounts including cancer hospitals, trust hospitals, and government institutions

3. Product Promotion & Scientific Detailing

• Deliver scientific, ethical, and compliant product presentations

• Explain:

• Mechanism of action

• Indications & dosage

• Safety profile & handling precautions

• Support doctors with clinical literature and treatment protocols (as permitted)

4. Channel & Distributor Management

• Coordinate with stockists, distributors, and hospital pharmacies

• Monitor inventory, expiry management, and cold chain (where applicable)

• Support pricing, negotiation, and institutional approvals

5. Market Intelligence & Competition Analysis

• Track competitor brands, pricing, tenders, and new launches

• Provide regular feedback on:

• Doctor preferences

• Molecule demand

• Tender movements

6. Compliance & Ethical Standards

• Adhere strictly to:

• Indian pharma marketing codes

• Schedule H / H1 / Oncology drug regulations

• Ensure no unethical promotion or inducement practices

• Follow company SOPs and documentation requirements

7. Reporting & Documentation

• Submit daily call reports, weekly plans, and monthly sales reports

• Maintain doctor coverage plans and CRM updates

• Support audits, internal reviews, and management reporting

Qualifications & Experience

Education

• Graduate in Science / Pharmacy / Biotechnology / Life Sciences

• MBA (Sales & Marketing) – preferred

Experience

• 2–6 years of experience in:

• Oncology sales (injectables preferred)

• Critical care / hospital sales (acceptable for junior roles)

• Experience with institutional or tender sales is a strong advantage

Key Skills & Competencies

• Strong understanding of oncology therapy area

• Ability to handle complex hospital sales cycles

• Excellent communication & relationship-building skills

• Scientific mindset with ethical selling approach

• Willingness to travel extensively within assigned territory

• Ability to work independently and under pressure

Key Performance Indicators (KPIs)

• Sales target achievement (%)

• New account additions

• Prescription generation & brand penetration

• Distributor performance

• Compliance & reporting discipline

Working Conditions

• Extensive field work (hospital & clinic visits)

• Occasional travel for:

• CMEs

• Conferences

• Internal meetings

Career Growth Path

• Oncology Sales Specialist

Senior Oncology Specialist

Area Sales Manager – Oncology

Regional / Zonal Business Manager