JOB DESCRIPTION:
Primary Job Function
The National Sales Lead will be responsible for driving the strategic and operational sales management of the Oncology division across India. This includes leading a high-performing team, managing key accounts, and ensuring sustainable growth through scientific engagement, tender management, and stakeholder relationships.
Key Responsibilities
Strategic Sales Leadership
- Drive national-level sales performance to exceed targets.
- Develop and implement strategic plans to achieve brand objectives within approved budgets.
- Lead competitive defense strategies, especially in top key accounts.
Key Account Management
- Build and execute Key Account Management plans for top oncology centers and institutions.
- Maintain and grow relationships with the top Key Opinion Leaders in Oncology.
- Navigate and manage government and institutional tenders, rate contracts (RCs), and procurement processes.
Team Leadership & Development
- Lead a team of 40 KAM and 5 First Line Managers across India.
- Set clear performance targets and incentive structures.
- Coach and mentor field teams to enhance scientific knowledge and selling capabilities.
- Foster a culture of collaboration, accountability, and continuous learning.
Operational Excellence
- Ensure optimal resource allocation and support for the salesforce (e.g., marketing materials, SFE tools, managerial guidance).
- Monitor and review performance of zonal / Regional teams regularly.
- Ensure robust supply chain coordination to maintain inventory levels and avoid stock-outs.
- Uphold compliance with corporate governance and ethical trade practices.
Experience
- Minimum 15 years in the healthcare/pharmaceutical industry.
- At least 10 years in Oncology sales and key account management.
- Proven experience in managing tenders, RCs, and institutional sales.
- Strong scientific acumen and ability to engage with medical professionals.
Key Competencies
- Strategic Thinking: Ability to define goals and develop actionable strategies.
- Team Leadership: Build, manage, and inspire high-performing teams.
- Talent Development: Identify and nurture high-potential talent.
- Customer Orientation: Deep understanding of HCP needs and decision-making drivers.
- Planning & Execution: Strong organizational skills with a focus on realistic planning and execution.
- Communication: Clear, persuasive communicator with ability to align cross-functional teams.
Scope & Accountability
- Responsible for national revenue targets aligned with divisional goals.
- Manage internal stakeholders (Marketing, Medical, Supply Chain) and external stakeholders (KOLs, Institutions, Government Bodies).
- Ensure compliance and ethical standards across all operations.
The base pay for this position is
N/A
In specific locations, the pay range may vary from the range posted.
JOB FAMILY:
Sales Support & Administration
DIVISION:
EPD Established Pharma
LOCATION:
India > Mumbai : BKC Building
ADDITIONAL LOCATIONS:
WORK SHIFT:
Standard
TRAVEL:
Yes, 75 % of the Time
MEDICAL SURVEILLANCE:
Not Applicable
SIGNIFICANT WORK ACTIVITIES:
Continuous standing for prolonged periods (more than 2 consecutive hours in an 8 hour day)