Territory Sales Manager

Job Title: Territory Sales Manager Chennai

Reporting to: Regional Sales Manager

Location: Chennai

Job Position Purpose / Summary

The Territory Sales Manager will be responsible for driving sales performance across assigned accounts and geography, ensuring business growth and customer satisfaction. The role involves developing and executing territory-level business plans, expanding key customer relationships and effectively managing distributors and healthcare institutions to achieve or exceed sales targets across all product categories.

Job Position Scope:

The position will report to the Regional Sales Manager.

Job Position Accountabilities / Expectations:

• Sales Execution
• Achieve sales targets through effective territory and key account management
• Regular customer visits to build relationships and drive product adoption
• Identify, develop and convert opportunities in SFDC to build a strong funnel
• Monitor sales KPIs and submit corrective actions to close performance gaps
• Collaborate with the regional team & HO team to ensure alignment on strategy and execution

• Business Development:
• Identify new business opportunities in hospitals, healthcare institutions and key accounts
• Execute customer-wise strategies to drive value capture and increase share of wallet
• Monitors monitor sales call frequency, territory coverage, sales performance and execute plans for further growth.
• Responsible for budgeting, controls and executing governance and compliance.
• Support implementation of product launches and marketing campaigns within the territory

• Market Management:
• Maintain up-to-date knowledge of competitor activities, market trends and customer needs
• Participate in customer meetings, industry events and other external forums
• Collaborate with internal cross-functional teams (marketing, supply chain, finance) to support smooth execution

• Distributor & Channel Management:
• Manage relationships with distributors and channel partners
• Monitor secondary sales, stock availability and order fulfillment
• Ensure compliance with pricing, India FDA policies and commercial terms
• Drive Distributor engagement program to meet commercial objective

• Compliance & Reporting
• Adhere to all corporate governance and compliance guidelines
• Submit timely reports on sales performance, market insights and activities
• Maintain accurate records in CRM (e.g., SFDC) and ensure data hygiene

• People Management & Development
• Lead a team of employees in achieving organizational goals
• Guide, coach, direct and develop direct reports and foster those practices across the team
• Provide ongoing performance feedback, highlighting strengths and areas for improvement
• Identify and develop successors for own role and key positions within the team
• Motivate and empower the team to exceed targets through recognition and developmental support
• Identify training needs and nominate team members for relevant learning interventions
• Monitor and ensure compliance with all company policies and procedures

Key Relationships / Customer Expectations:

Internal: Regional Sales Manager, Country Marketing, Sales Operations, Finance, Supply Chain

External: Hospitals, Key Accounts, Distributors, Procurement Heads, Medical Staff

Key Leadership Behaviors:

IDEAL Values:

• I: Integrity- Honor commitments. Be thoughtful, honest and fair
• D: Development- Aspire for improvement and growth
• E: Excellence- Perform to the highest standards. Embrace our mission to empower our customers to advance healthcare into the future
• A: Accountability- Own our actions and results. Be responsible for what we do.
• L: Listen- Listen to our customers and to one another. Understand needs and deliver solutions

Qualifications / Education / Experience / Skills Required:

Education:

• Graduate in Life Sciences, Pharmacy, or an equivalent discipline. MBA / PGDBM preferred

Experience

• 810 years of overall sales experience in the MedTech / healthcare industry
• Preferably 45 years of experience in a people management role
• Proven track record in hospital/institutional sales and territory management
• Prior experience or exposure to S&IP (Surgical & Infection Prevention) products
• Experience working with distributors and tender-driven institutional sales
• Broad-based understanding of healthcare customers, markets and competitors
• Experience working cross-functionally with marketing, supply chain and finance teams

Skills Required:

• Strong communication, interpersonal and negotiation skills
• Excellent relationship management and customer engagement capabilities
• Ability to lead, coach and develop high-performing teams
• Strategic thinking with hands-on execution ability
• High levels of integrity, initiative and organizational sensitivity
• Proficiency in CRM systems (e.g., Salesforce/SFDC) and MS Office tools