B2B Director / B2B Head (Retail Pharmaceutical )

15 - 20 years

40 - 50 Lacs

Posted:7 hours ago| Platform: Naukri logo

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Job Type

Full Time

Job Description

Organization:

Key Responsibilities

1. B2B Strategy & Leadership

  • Build and execute the

    National B2B growth strategy

    for Zota Healthcare.
  • Drive P&L for the B2B division across all revenue channels.
  • Set quarterly and annual growth objectives.

2. Institutional & Corporate Sales

  • Acquire and manage large institutional clients including:
    • Private Hospitals
    • Clinic Chains
    • Corporate Health Programs
    • Pharma procurement teams
    • PSUs, Government, ESIC, CGHS
  • Build strategic long-term contracts and enterprise partnerships.

3. Pharma Trade & Distribution

  • Strengthen Zotas presence in:
    • Distributors
    • Super-stockists
    • CFAs
    • Trade wholesalers
  • Improve supply chain efficiency, coverage, and channel penetration.

4. Pharmacy Chains & Modern Trade

  • Build B2B relationships with pharmacy chains such as:
    Apollo, MedPlus, Netmeds, Wellness Forever, SastaSundar, Guardian, Frank Ross.
  • Drive high-volume sales for generic, OTC, and branded formulations.

5. Revenue, P&L & Business Expansion

  • Own revenue targets, budgeting, forecasting, and business planning.
  • Manage pricing strategy, discounting, and commercial terms.
  • Achieve aggressive volume-driven growth.

6. Team Leadership

  • Lead a national team of B2B Managers, KAMs, Regional Heads & Institutional Sales leads.
  • Build talent, set KPIs, and create a high-performance culture.

7. Market & Competitive Intelligence

  • Track competitor offerings, pricing, new products & market shifts.
  • Recommend new products and B2B verticals for expansion.
  • Drive innovation in Zota’s pharma & wellness B2B offerings.

Candidate Profile – Ideal Fit

Experience

  • 15–22 years

    in Pharma / Healthcare / Medical Devices.
  • Strong background in:
    B2B Pharma Sales Institutional & Corporate Accounts Distribution & Trade Channels Pharmacy Chain Partnerships High-revenue portfolio management

Preferred Industry Background

Candidates preferably from:

  • Sun Pharma, Cipla, Lupin, Dr. Reddy’s, Zydus, Glenmark

  • Pharmacy Chains:

    Apollo, MedPlus, Wellness Forever
  • Healthtech / Diagnostics:

    Tata 1mg, PharmEasy, Thyrocare
  • Medical Devices:

    J&J, B Braun, Medtronic

Education

  • MBA / PGDM (Marketing/Operations preferred)
  • B-Pharma / M-Pharma highly desired

Key Skills – B2B Director

  • B2B Sales Leadership
  • Institutional Sales & Corporate Partnerships
  • Key Account Management
  • Trade & Distribution Strategy
  • Enterprise Negotiation
  • P&L & Revenue Ownership
  • Hospital & Pharmacy Chain Alliances
  • Market Expansion
  • Team Leadership (National Scale)
  • CXO-Level Interactions

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