B2B Director / B2B Head (Retail Pharmaceutical )

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