Location : Lucknow
Department : Sales & Marketing / Operations
Reporting To : Managing Director
Position Overview :
The Zonal Head – Pharmaceuticals will be responsible for overseeing and expanding the company’s operations across the Northern region, with a base in Lucknow. The role demands a highly experienced professional with 15+ years of proven experience in the pharmaceutical trade, excellent knowledge of both wholesale and retail sales, and a strong network among doctors, hospitals, and distributors. The incumbent will be instrumental in driving sales, ensuring brand visibility, managing field operations, and pushing hospital-based sales to establish a strong regional footprint for the company.
Key Responsibilities :
- Strategic Business Leadership :
- Develop and execute regional business strategies aligned with the company’s growth objectives.
- Drive sales growth through aggressive market penetration in hospitals and retail settings.
- Create strong regional branding and visibility for OTC and ethical products.
Sales and Team Management :
Lead and manage a team of 100+ medical representatives (MRs), area managers, and field executives across assigned territories.Set clear performance targets, monitor productivity, and ensure team motivation and continuous development.Conduct regular field visits to assess market conditions and team performance.Trade & Distribution Management :
Ensure effective management of wholesale and retail trade channels for consistent product availability and market reach.Maintain excellent relations with distributors, stockists, and trade partners to optimize supply chain efficiency.Monitor pricing, margins, and inventory control to maximize profitability.Hospital and Doctor Relationship Management :
Build and strengthen relationships with key doctors, hospital administrators, and procurement heads to drive institutional sales.Identify and implement push sales strategies for hospitals and private healthcare networks.Conduct medical engagement programs, CME activities, and product awareness campaigns.Pharma Manufacturing & Sales Coordination :
Collaborate closely with the manufacturing team to align production with market demand and sales forecasts.Monitor product quality, stock planning, and timely delivery schedules.Identify new product opportunities in both the ethical and OTC segments?Branding & Market Activation :
Lead regional promotional campaigns, branding activities, and doctor engagement events to create a strong buzz for the company.Implement innovative marketing and digital initiatives to enhance market presence.Operational & Financial Management :
Review regional P&L statements, ensuring cost efficiency and profitability.Handle budgeting, resource allocation, and expense control.Utilise MS Office tools (Excel, PowerPoint, Word) for reporting, analytics, and presentations.Travel & Field Operations :
Extensive travel across assigned territories for field audits, doctor meetings, and market reviews.Conduct periodic training sessions and reviews for field officials and sales teams.Qualifications & Experience :
15+ years in the pharma trade with proven regional and national sales leadership, managing 100+ field personnel.B. Pharm / M. Pharm, B.A. Life Sciences MBA in Sales and Marketing Expertise in pharma sales, marketing, and manufacturing.Excellent relations with doctors and hospitals, ethical and retail sales, and promotion across OTC productsKey Skills & Attributes :
Strong business acumen with hands-on leadership.Excellent doctor, hospital, and trade network in North India.Exceptional communication, negotiation, and interpersonal skills.Proficiency in MS Office (Excel, PowerPoint, Word) and CRM tools.An analytical mindset with the capability to manage P&L and ROI metrics.Willingness for extensive travel and field engagement.Compensation :
Competitive, performance-linked, and commensurate with experience and results.
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