National Sales Head

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.

Skills Required
Business Planning, Sales Management, Sales