embecta is a global diabetes care company that is leveraging its 100-year legacy in insulin delivery to empower people with diabetes to live their best life through innovative solutions, partnerships and the passion of more than 2,000 employees around the globe. For more information, visit embecta.com or follow our social channels on LinkedIn, Facebook, Instagram and X. Why join us? A career at embecta means being part of a team that values your opinions and contributions and that empowers you to bring your authentic self to work. Here our employees can fulfill their life’s purpose through the work that they do every day. You will learn and work alongside inspirational leaders and colleagues who are equally passionate and committed to fostering an inclusive, growth-centered, and rewarding culture. Our Total Rewards program – which includes competitive pay, benefits, continuous learning, recognition, career growth and life balance components – is designed to support the varying needs of our diverse and global employees. Education : Graduation (preferably commerce/accounting background). Years of experience : 3-5 years in similar role Principal Responsibilities Scrutinize distributor claim documents as per required process and checklist. Completeness of documents in line with checklist Track and highlight any mismatch in claimed amount vs actual estimate. Co-ordination with sales team and distributors to seek the missing documents/ data. Processing of claims Follow up with internal stakeholders till approvals are done. Follow up to receive NOC from distributors by collaborating with sales team Submission of reports: Claims status Claim Variance Analysis TAT Reports NOCs status Support any other activity related to Claim Automation Project implementation and stabilization Adaptability: Follow the existing SOP and give inputs on SOP modifications adapting to changing circumstances & priorities. Reference on handling audits requirements (internal & external). Able to investigate each claims & provide the necessary details to auditor. Able to communicate confidently with internal & external stakeholders with customer service acumen. Eye for detail with zero error orientation in documentation and processing of claims. (In case we would want to add volume of claims for workload clarity) Physical storage maintenance: if required the applicant is expected to maintain hard copy claim files. Unique Skills & Knowledge Prior experience in Finance and accounting related to this role. Proficient in MS Office Knowledge of SAP will be preferred embecta is an Equal Opportunity/Affirmative Action Employer. We do not unlawfully discriminate on the basis of race, color, religion, age, sex, creed, national origin, ancestry, citizenship status, marital or domestic or civil union status, familial status, affectional or sexual orientation, gender identity or expression, genetics, disability, military eligibility or veteran status, or any other protected status.
I. Position Summary The Quality Manager, India, supporting distribution and supplier management, is a critical leadership role within embecta’s operations in India. This position ensures robust quality systems are in place for managing supplier relationships, overseeing distribution processes, and maintaining regulatory compliance within the medical device manufacturing industry. The Quality Manager will drive alignment with embecta’s global quality standards while adapting processes to meet local regulatory requirements and market needs. This role is pivotal in safeguarding the integrity of the supply chain, optimizing distribution operations, and building strong partnerships with suppliers to uphold embecta’s commitment to delivering life-enhancing medical devices. II. Key Responsibilities Supplier Quality Management: Develop and implement supplier quality management processes, including qualification, audits, and performance monitoring. Ensure suppliers meet regulatory and embecta quality requirements, with timely corrective and preventive actions for nonconformance issues. Lead supplier performance reviews and drive continuous improvement initiatives to enhance product quality and reliability. Distribution Quality Management: Oversee distribution processes to ensure compliance with embecta’s quality standards and regulatory requirements. Monitor quality metrics across the supply chain, identifying risks and implementing mitigation strategies. Ensure proper documentation and validation of distribution processes, including transportation, storage, and inventory handling. Regulatory Compliance: Maintain adherence to local and global regulatory requirements, including ISO standards (ISO 13485, ISO 14971) and applicable Indian regulations. Collaborate with cross-functional teams to ensure regulatory readiness for audits and inspections related to supplier and distribution quality. Risk Management: Lead risk assessment processes for supplier and distribution activities, identifying and mitigating potential risks to quality and compliance. Ensure risk management practices align with ISO 14971 standards and embecta’s global requirements. Cross-Functional Collaboration: Work closely with Procurement, Logistics, Manufacturing, and Regulatory Affairs teams to align quality initiatives with operational objectives. Act as the main point of contact for quality-related matters in supplier management and distribution. Team Leadership and Training: Mentor and develop a team of quality professionals, fostering a culture of accountability and continuous improvement. Deliver training programs for suppliers and internal teams to ensure consistent quality practices. Ⅲ. POSITION REQUIREMENTS Bachelor’s degree in in a Science/Engineering discipline. A minimum of 8 years’ technical/engineering experience or a combination of equivalent education and experience. Fluent in English, reading, writing, speaking
embecta is a global diabetes care company that is leveraging its 100-year legacy in insulin delivery to empower people with diabetes to live their best life through innovative solutions, partnerships and the passion of more than 2,000 employees around the globe. For more information, visit embecta.com or follow our social channels on LinkedIn, Facebook, Instagram and X. Why join us? A career at embecta means being part of a team that values your opinions and contributions and that empowers you to bring your authentic self to work. Here our employees can fulfill their life’s purpose through the work that they do every day. You will learn and work alongside inspirational leaders and colleagues who are equally passionate and committed to fostering an inclusive, growth-centered, and rewarding culture. Our Total Rewards program – which includes competitive pay, benefits, continuous learning, recognition, career growth and life balance components – is designed to support the varying needs of our diverse and global employees. Key Responsabilities Tax Compliance & Reporting: Manage end-to-end tax reporting and compliance for India and Southeast Asia (SEA) entities, such as : Coordinating the preparation, review, and timely submission of direct and indirect tax returns (Corporate Tax, GST/VAT, WHT) with external providers. Tracking tax liabilities, payments, and ensuring accurate reporting of transactions. Supporting quarterly/annual US GAAP tax provision reporting, including local tax package reviews. Serve as the primary tax contact in India, managing audits, assessments, and disputes. Collaborate with external advisors to respond to tax notices and resolve controversies. Transfer Pricing (TP) Compliance Maintain and support the company’s transfer pricing documentation, including: Preparation of local TP reports and returns related to intercompany transactions. Local Country-by-Country(CbC) Report notifications and filings, upcoming Pillar 2 compliance. Monitoring legislative changes and executing updates as per aligned with Global tax and TP providers Tax Advisory & Stakeholder Management Research and advise on VAT/GST/WHT implications and reporting requirements. Support tax planning initiatives on regional projects. Collaborate with internal cross-function teams and external advisors. Maintain robust tax controls and documentation to ensure compliance. Monitor tax law changes across assigned entities. Others Support related India finance statutory obligations as and when needed by working with regional controllership Act as the Finance point of contact for local India government authorities Core Experience EXPERIENCE, EDUCATION, KNOWLEDGE, SKILLS AND ABILITIES: 5+ years of progressive tax experience, ideally with a combination of Big 4/public accounting and multinational corporate exposure Strong expertise in Indian corporate tax and compliance; working knowledge of Southeast Asian tax regimes is a plus Technical & Analytical Skills Proven ability to research, interpret, and apply tax regulations in the region Advanced proficiency in MS Office (Excel, PowerPoint, Word) Communication & Stakeholder Management Exceptional written and verbal communication skills, with the ability to explain tax concepts clearly to non-tax stakeholders Strong collaboration skills to work effectively with cross-functional teams, external advisors, and tax authorities Ability to present tax analyses in a structured, professional manner Professional Attributes Detail-oriented with a commitment to accuracy and meeting tight deadlines Proactive problem-solver who takes ownership of deliverables High work ethic with a hands-on approach to execution Education And Languages Bachelor’s degree in Tax, Accounting, Finance, or related field (required) CA/CPA/ACCA or equivalent certification (strongly preferred) Fluent in English, reading, writing, speaking embecta is an Equal Opportunity/Affirmative Action Employer. We do not unlawfully discriminate on the basis of race, color, religion, age, sex, creed, national origin, ancestry, citizenship status, marital or domestic or civil union status, familial status, affectional or sexual orientation, gender identity or expression, genetics, disability, military eligibility or veteran status, or any other protected status.
embecta is a global diabetes care company that is leveraging its 100-year legacy in insulin delivery to empower people with diabetes to live their best life through innovative solutions, partnerships and the passion of more than 2,000 employees around the globe. For more information, visit embecta.com or follow our social channels on LinkedIn, Facebook, Instagram and X. Why join us? A career at embecta means being part of a team that values your opinions and contributions and that empowers you to bring your authentic self to work. Here our employees can fulfill their life’s purpose through the work that they do every day. You will learn and work alongside inspirational leaders and colleagues who are equally passionate and committed to fostering an inclusive, growth-centered, and rewarding culture. Our Total Rewards program – which includes competitive pay, benefits, continuous learning, recognition, career growth and life balance components – is designed to support the varying needs of our diverse and global employees. Supplier Quality Management Develop and implement supplier quality management processes, including qualification, audits, and performance monitoring. Ensure suppliers meet regulatory and embecta quality requirements, with timely corrective and preventive actions for nonconformance issues. Lead supplier performance reviews and drive continuous improvement initiatives to enhance product quality and reliability. Distribution Quality Management Oversee distribution processes to ensure compliance with embecta’s quality standards and regulatory requirements. Monitor quality metrics across the supply chain, identifying risks and implementing mitigation strategies. Ensure proper documentation and validation of distribution processes, including transportation, storage, and inventory handling. Regulatory Compliance: Maintain adherence to local and global regulatory requirements, including ISO standards (ISO 13485, ISO 14971) and applicable Indian regulations. Collaborate with cross-functional teams to ensure regulatory readiness for audits and inspections related to supplier and distribution quality. Risk Management Lead risk assessment processes for supplier and distribution activities, identifying and mitigating potential risks to quality and compliance. Ensure risk management practices align with ISO 14971 standards and embecta’s global requirements. Cross-Functional Collaboration: Work closely with Procurement, Logistics, Manufacturing, and Regulatory Affairs teams to align quality initiatives with operational objectives. Act as the main point of contact for quality-related matters in supplier management and distribution. Team Leadership and Training: Mentor and develop a team of quality professionals, fostering a culture of accountability and continuous improvement. Deliver training programs for suppliers and internal teams to ensure consistent quality practices. embecta is an Equal Opportunity/Affirmative Action Employer. We do not unlawfully discriminate on the basis of race, color, religion, age, sex, creed, national origin, ancestry, citizenship status, marital or domestic or civil union status, familial status, affectional or sexual orientation, gender identity or expression, genetics, disability, military eligibility or veteran status, or any other protected status.
I. Position Summary The Quality Manager, India, supporting distribution and supplier management, is a critical leadership role within embecta’s operations in India. This position ensures robust quality systems are in place for managing supplier relationships, overseeing distribution processes, and maintaining regulatory compliance within the medical device manufacturing industry. The Quality Manager will drive alignment with embecta’s global quality standards while adapting processes to meet local regulatory requirements and market needs. This role is pivotal in safeguarding the integrity of the supply chain, optimizing distribution operations, and building strong partnerships with suppliers to uphold embecta’s commitment to delivering life-enhancing medical devices. II. Key Responsibilities Supplier Quality Management: Develop and implement supplier quality management processes, including qualification, audits, and performance monitoring. Ensure suppliers meet regulatory and embecta quality requirements, with timely corrective and preventive actions for nonconformance issues. Lead supplier performance reviews and drive continuous improvement initiatives to enhance product quality and reliability. Distribution Quality Management: Oversee distribution processes to ensure compliance with embecta’s quality standards and regulatory requirements. Monitor quality metrics across the supply chain, identifying risks and implementing mitigation strategies. Ensure proper documentation and validation of distribution processes, including transportation, storage, and inventory handling. Regulatory Compliance: Maintain adherence to local and global regulatory requirements, including ISO standards (ISO 13485, ISO 14971) and applicable Indian regulations. Collaborate with cross-functional teams to ensure regulatory readiness for audits and inspections related to supplier and distribution quality. Risk Management: Lead risk assessment processes for supplier and distribution activities, identifying and mitigating potential risks to quality and compliance. Ensure risk management practices align with ISO 14971 standards and embecta’s global requirements. Cross-Functional Collaboration: Work closely with Procurement, Logistics, Manufacturing, Regulatory Affairs teams and local Commercial team to align quality initiatives with operational objectives. Act as the main point of contact for quality-related matters in supplier management and distribution. Team Leadership and Training: Mentor and develop a team of quality professionals, fostering a culture of accountability and continuous improvement. Deliver training programs for suppliers and internal teams to ensure consistent quality practices. Ⅲ. POSITION REQUIREMENTS Bachelor’s degree in in a Science/Engineering discipline. A minimum of 5 years’ technical/engineering experience or a combination of equivalent experience among healthcare industry. Fluent in English, reading, writing, speaking. Travel: Approximately 30%, primarily within India and Asia.
embecta is a global diabetes care company that is leveraging its 100-year legacy in insulin delivery to empower people with diabetes to live their best life through innovative solutions, partnerships and the passion of more than 2,000 employees around the globe. For more information, visit embecta.com or follow our social channels on LinkedIn, Facebook, Instagram and X. Why join us? A career at embecta means being part of a team that values your opinions and contributions and that empowers you to bring your authentic self to work. Here our employees can fulfill their life’s purpose through the work that they do every day. You will learn and work alongside inspirational leaders and colleagues who are equally passionate and committed to fostering an inclusive, growth-centered, and rewarding culture. Our Total Rewards program – which includes competitive pay, benefits, continuous learning, recognition, career growth and life balance components – is designed to support the varying needs of our diverse and global employees. To build EMBECTA business within his/her assigned territory by driving primary and secondary sales activities Primary Sales Activities Help in Setting up the distributor network in area under coverage Appointing, supervising and managing distributor related activities. Generation of Primary sales and supervising, aiding and tracking secondary sales. Execution of primary sales target and sales collection. Secondary Sales Activities Creating EMBECTA equity with the key influencers (Dr/ Nurses/ Para-medics) – via relationship building (using education of nurses/patients, and other marketing promotions as tools), leading to a prescription of the EMBECTA products. Ensuring trial of EMBECTA products by patients initiated on insulin in the territory – through prescription/recommendation by the Dr/ Nurses, promotion at retail stores, working with other insulin company representatives calling on the patients directly, or by interacting with patients directly. Ensuring availability of the EMBECTA product portfolio in retail stores, in hospital pharmacies, hospital stores by working in close collaboration with the 3rd party field force, Development of alternative distribution channels to reach retail pharmacies , Nursing home, Wholesale channel. Direct delivery to retail: DSR / delivery 3rd party entrepreneurs like Suppliers Managing third party sales force for focused patients education and retail merchandising (PE) Account Conversions With direct working in the accounts (Hospitals/ NH/ / Institutes) and generate demand through end user work. (driving In-Service programs) Principal Accountabilities Creating EMBECTA equity with the key influencers (Dr/ Nurses/ Para-medics) Profiling: Collection of information on who is the key doctor to call. (Based on new insulin prescription generated by the doctor per week), Working on the EMBECTA value-add to these relationships: by a) Sharing Product related information, b) Clinical Updates on and c) Organizing the education programs with the HCP and d) Co- hosted patient contact programs. (Program types - 1. Nurses Workshop, 2. Nurses Short Program, 3. Patient Education program, 4. Insulin Dependent Patient Program). Getting EMBECTA products mentioned on prescriptions: To verify if the MCL doctor 1. Explicitly writes EMBECTA products on the prescription (Active Prescription), 2. Does enough with the patient so that the patient leaves convinced of using a EMBECTA product, e.g. doctor uses a EMBECTA product on him, gives him a sample of EMBECTA, tells him to use EMBECTA brand, etc. (Passive Recommendation), 3. Does not recommend (Dr. does not do either 1 or 2), Maintaining relationship with the Nurses and other HCP leading to explicit recommendations to the patients for the EMBECTA products. Meeting hospital/ nursing home officials (apart from the consulting doctor) to create a healthy working relationship with all stakeholders and seeking agreement to work with the nurses/ HCPs, for ward working and patient contacts. Also to determine the EMBECTA sales potential in the account. Planning and conducting interactive sessions (one on one) and workshops/ short education programs with the Nurses/ HCPs. Collecting feedback formally to continuously improve content and execution of the education programs. Ensuring the purchase department in the institution is buying from EMBECTA, by constantly keeping in touch . Work with the 3rd party sales field force on product availability/ retail chemist coverage. Find out about, verify and maintain a list of the top 40% retailers of diabetes related products in the coverage towns. Meet with the chemists/ counter salesmen and find out their key motivations and also build a rapport with them. Work with the 3rd party sales field force to run marketing initiatives in the outlet. Train him on the execution of the initiative by on the job demonstration/ coaching. Track the execution of the marketing initiative in all the covered outlets. Build ongoing relationship and rapport via regular meetings and ongoing conversations/ discussions to earn his respect and co-operation in influencing consumers at retail. Tracking sales of total insulin syringes/ Pen needles in the covered retail stores. Distributor Mgmt Managing distributor inventory / sales orders Achieve mutually agreed primary sales target, product wise, on weekly basis. Implement the price list at each level of the customer segment and ensure price stability. Ensure that orders generated from customers are supplied on time and in full (quantity & range). Maintaining optimum level of RDS inventory. Timely submission of Claims, check and verify the claims and ensure the proper utilization of promotional materials Ensure the timely submission of Stocks and Sales statement along with sales summary on monthly basis Process adherence Maintaining and updating MIS in the agreed formats for the following : Customer profiling, Must Call List, conversion status evaluation, Stock & Sale statement, Town wise sales data, Product wise / town wise sales achievement & trends, activity details. Manage trade schemes in the most cost effective manner and claim settlement within the specified time frame. Adhere to the company norms of field work and reporting. Market understanding Provide feedback on the effectiveness of the existing trade scheme and give recommendation for the most appropriate scheme. Develop understanding of how trade operates and acquire skills to deal with them. Gather market information on competitor activities, trends & practices and communicate them in a timely manner to Marketing Manager. Identify market opportunities and communicate it to Branch Manager and the concerned Marketing Manager. Unique Knowledge & Skills Distributor / Distribution Management Ability to handle stress Negotiation skills One to many communication ( resulting in good ISP’s) Objection handling techniques Key account mapping Presentation and negotiation skills Clinical understanding Analytical problem solving Product knowledge Relationship skills Interpersonal skills EMBECTA SUCCESS FACTORS Stretch / Result orientation Analytical Problem solving Decisiveness Customer focus Action orientation Ethical fitness Building team spirit embecta is an Equal Opportunity/Affirmative Action Employer. We do not unlawfully discriminate on the basis of race, color, religion, age, sex, creed, national origin, ancestry, citizenship status, marital or domestic or civil union status, familial status, affectional or sexual orientation, gender identity or expression, genetics, disability, military eligibility or veteran status, or any other protected status.
Job Title: Key Accounts Lead (B2B, Retail Chains, e-Commerce) Location: Mumbai/ Hyderabad Department: Sales / Business Development Reports To: National Sales Manager Direct Reports: 2 Key Account Managers Experience Level: Minimum 15 years Role Overview: We are looking for a seasoned and strategic Key Accounts Lead to spearhead business growth across B2B channels, retail chains, and e-commerce platforms. This role entails overseeing high-value accounts through a team of Key Account Managers and collaborating closely with cross-functional stakeholders at country, regional, and global levels. Key Responsibilities: Financial Management: Deliver targeted revenue by identifying growth opportunities and executing strategic account plans. Ensure achievement of Standard Gross Profit (SGP%) across key accounts. Lead sales forecasting to support supply chain and production planning. Collaborate with internal teams to ensure timely stock availability and fulfillment of customer demand. Strategic Key Account Management: Strategically manage and expand existing business across key accounts, ensuring sustained revenue growth and profitability. Continuously identify and assess strategic growth opportunities within the ‘subcutaneous drug delivery’ space, in alignment with the organization’s strategic imperatives. Develop and maintain a structured pipeline of accounts, ensuring systematic progression through all stages—from opportunity identification and qualification, product evaluation, clinical testing and validation, commercial negotiations and closure. Establish a robust account management framework, including the identification and engagement of key stakeholders across commercial, product development, regulatory, and supply chain functions. Develop and sustain executive-level relationships with key decision-makers and influencers across strategic accounts, ensuring long-term engagement and alignment. Collaborate cross-functionally and globally to ensure seamless execution of account strategies, leveraging insights and resources to deliver tailored solutions that meet client and market needs. Retail Chain Management: Conduct comprehensive market mapping and segmentation to identify and prioritize retail pharmacy chains with strategic relevance. Maintain an up-to-date database of key accounts, including key contacts, business potential, and engagement history, to support targeted outreach and strategic planning. Develop and execute joint business plans with key pharmacy chains. Negotiate commercial terms, annual contracts, execution of marketing programs and stock availability. Track account performance through structured KPIs and analytics, identifying growth opportunities and implementing corrective actions where necessary. e-Commerce Channel Leadership: Manage partnerships with major e-commerce platforms (1mg, PharmEasy, Amazon Pharmacy, Netmeds, etc.). Drive online sales through optimized listings, promotions, and inventory planning. Analyze performance metrics and implement growth strategies. Collaborate with Sales Head, Marketing and Regional e-Commerce Lead to drive strategic promotions on the platform to deliver targeted revenue growth. Team Leadership & Development: Lead and mentor team of Key Account Managers. Set clear goals, provide coaching, and support career development. Foster a collaborative and high-performance team culture. Reporting & Analytics: Monitor KPIs and prepare regular performance reports. Use data-driven insights to identify opportunities and mitigate risks. Qualifications & Skills: Bachelor’s degree, MBA preferred Minimum 15 years of experience in sales, preferably with an exposure to Key Accounts Management Proven leadership experience with direct reports Strong stakeholder management skills, including global collaboration Analytical mindset with proficiency in Excel and sales dashboards Excellent communication, negotiation, and presentation skills Willingness to travel as needed
Job Title: Key Accounts Manager Reporting To: Key Accounts Lead Department: Sales / Business Development Role Objective: To execute strategic account plans across key accounts, ensuring operational excellence, timely fulfillment, and strong customer engagement. The role focuses on implementing initiatives defined by the Key Accounts Lead, supporting revenue and profitability goals, and maintaining seamless coordination across internal teams and external partners. Key Responsibilities: Key Account Management: Implement strategic plans and initiatives for key accounts Serve as the primary operational contact for key account stakeholders, ensuring high levels of service and responsiveness. Build and maintain strong relationships with planners, and other decision-makers within key accounts. Sales Operations: Achieving revenue targets through effective coordination with respective functions. Monitor order placements, deliveries, and returns to ensure smooth operations and customer satisfaction. Launch new products and execution as per account plans. Forecasting & Demand Planning Support: Collaborate with supply chain and logistics teams to ensure timely stock availability and order fulfillment. Track inventory levels and flag potential gaps to ensure uninterrupted supply. Escalate potential stock issues and work with internal teams to resolve them quickly. Reporting & Performance Tracking: Maintain account wise performance, orders, and service levels. Prepare regular reports and dashboards for internal review and decision-making. Share feedback from accounts to help refine strategies and improve execution. Key Interfaces: Internal: Sales, Supply Chain, Finance, Customer Service External: Key Account Stakeholders, Distributors, Retail Partners Qualifications & Experience: Bachelor’s degree or related field (MBA preferred) 8–10 years of experience in sales Excellent communication, problem-solving and negotiation skills Proficiency in MS Excel and Power point
Reporting to Business Manager/Regional Manager Qualification : BSc/Msc./B. Phar, MBA preference Experience : Field sales management experience 5-7 years Position Summary To support the embecta Business in identifying market opportunities and assisting and supervising Area Sales Managers – embecta & Sales officers Scan environment for new opportunities and markets, identify opportunities in existing markets by evaluating risks, formulate action plans, implement and monitor their effective deployment in order to increase organizational productivity and to continuously strive for achievement of stretch embecta targets. Principal Accountabilities Implement strategy for new (and existing) market and business opportunities: To undertake initiatives and timely action to further strengthen the distribution and sales network of the organization. Develop, sustain, and manage a strong distribution system across the region. Establishing effective sales forecasting system for each product line in place. Implement marketing strategy for each product line. The position is responsible for identifying new business opportunities and markets with better realization and revenue scope. Manage, assist and support ASM-embecta to achieve budgeted sales targets for each product line monthly. Aggressively develop and build sales team to successfully execute sales strategy of the embecta business. To provide inputs to Business Manager and management about ‘go to market’ approach; provide inputs for developing sales and marketing strategy for each product line Increase cash flow by actively identifying areas that require strengthening or corrective action. Analysis of competitor activity and provide feedback on the product quality. Adherence to the commercial guidelines and reporting guidelines as prescribed by the Company. Addressing all the relevant issues related to Distributors. Ensure price implementation at all levels and strive for price stability. Monitor and Report Monitor and supervise all activities of ASM - embecta (e.g. ensure orders are delivered on time etc); ensure timely reporting of sales figures, target achievement and other related MIS (e.g. inventory sales orders, customer database, must-call list status etc) Constantly review current business performance and other metrics; report deviations / discrepancies to Business Manager Monitor adherence to commercial guidelines and reporting guidelines as prescribed by the company – report discrepancies if any to relevant authority. Continuously track competitor activity and actively scan the industry environment for developing trends and practices. Responsible for tracking of customer feedback on product quality and escalating product issues to appropriate authority within the organization Liaise Liaise internally (e.g. with supply chain) to get the required resources and optimize their utilization in order to ensure that the organization meets all its set targets Liaise externally and build relevant and productive relationships in the market. People Management Facilitate change management within the organization - develop competencies of ASM’s to continuously track external environment and find innovative ways to grow the market. Responsible for communicating with team and ensuring that the organizational goals are well understood. Help Business Manager attract, train and retain talent in own region; ensure high motivation and enthusiasm level of team members. Ensure objective performance evaluation and management of team; establish a culture of constructive feedback and continuous improvement thereby developing and leading a group of energized and aggressive sales professionals. Critical Challenges To utilize people management skills and keep sales force motivated to perform as per the prescribed productivity norms. To consistently meet and achieve sales targets by effectively channelizing and utilizing the effort of his team. Unique Knowledge & Skills Negotiation skills Analytical problem solving Leverages business awareness Executive maturity Product knowledge Influencing skills SUCCESS FACTORS Customer focus Action orientation Result orientation Building team spirit Managing vision and purpose
Reporting to Business Manager/Regional Manager Qualification : BSc/Msc./B. Phar, MBA preference Experience : Field sales management experience 5-7 years Position Summary To support the embecta Business in identifying market opportunities and assisting and supervising Area Sales Managers embecta & Sales officers Scan environment for new opportunities and markets, identify opportunities in existing markets by evaluating risks, formulate action plans, implement and monitor their effective deployment in order to increase organizational productivity and to continuously strive for achievement of stretch embecta targets. Principal Accountabilities Implement strategy for new (and existing) market and business opportunities: To undertake initiatives and timely action to further strengthen the distribution and sales network of the organization. Develop, sustain, and manage a strong distribution system across the region. Establishing effective sales forecasting system for each product line in place. Implement marketing strategy for each product line. The position is responsible for identifying new business opportunities and markets with better realization and revenue scope. Manage, assist and support ASM-embecta to achieve budgeted sales targets for each product line monthly. Aggressively develop and build sales team to successfully execute sales strategy of the embecta business. To provide inputs to Business Manager and management about go to market approach; provide inputs for developing sales and marketing strategy for each product line Increase cash flow by actively identifying areas that require strengthening or corrective action. Analysis of competitor activity and provide feedback on the product quality. Adherence to the commercial guidelines and reporting guidelines as prescribed by the Company. Addressing all the relevant issues related to Distributors. Ensure price implementation at all levels and strive for price stability. Monitor and Report Monitor and supervise all activities of ASM - embecta (e.g. ensure orders are delivered on time etc); ensure timely reporting of sales figures, target achievement and other related MIS (e.g. inventory sales orders, customer database, must-call list status etc) Constantly review current business performance and other metrics; report deviations / discrepancies to Business Manager Monitor adherence to commercial guidelines and reporting guidelines as prescribed by the company report discrepancies if any to relevant authority. Continuously track competitor activity and actively scan the industry environment for developing trends and practices. Responsible for tracking of customer feedback on product quality and escalating product issues to appropriate authority within the organization Liaise Liaise internally (e.g. with supply chain) to get the required resources and optimize their utilization in order to ensure that the organization meets all its set targets Liaise externally and build relevant and productive relationships in the market. People Management Facilitate change management within the organization - develop competencies of ASM's to continuously track external environment and find innovative ways to grow the market. Responsible for communicating with team and ensuring that the organizational goals are well understood. Help Business Manager attract, train and retain talent in own region; ensure high motivation and enthusiasm level of team members. Ensure objective performance evaluation and management of team; establish a culture of constructive feedback and continuous improvement thereby developing and leading a group of energized and aggressive sales professionals. Critical Challenges To utilize people management skills and keep sales force motivated to perform as per the prescribed productivity norms. To consistently meet and achieve sales targets by effectively channelizing and utilizing the effort of his team. Unique Knowledge & Skills Negotiation skills Analytical problem solving Leverages business awareness Executive maturity Product knowledge Influencing skills SUCCESS FACTORS Customer focus Action orientation Result orientation Building team spirit Managing vision and purpose
Job Title: Key Accounts Lead (B2B, Retail Chains, e-Commerce) Location: Mumbai/ Hyderabad Department: Sales / Business Development Reports To: National Sales Manager Direct Reports: 2 Key Account Managers Experience Level: Minimum 15 years Role Overview: We are looking for a seasoned and strategic Key Accounts Lead to spearhead business growth across B2B channels, retail chains, and e-commerce platforms. This role entails overseeing high-value accounts through a team of Key Account Managers and collaborating closely with cross-functional stakeholders at country, regional, and global levels. Key Responsibilities: Financial Management: Deliver targeted revenue by identifying growth opportunities and executing strategic account plans. Ensure achievement of Standard Gross Profit (SGP%) across key accounts. Lead sales forecasting to support supply chain and production planning. Collaborate with internal teams to ensure timely stock availability and fulfillment of customer demand. Strategic Key Account Management: Strategically manage and expand existing business across key accounts, ensuring sustained revenue growth and profitability. Continuously identify and assess strategic growth opportunities within the subcutaneous drug delivery space, in alignment with the organization's strategic imperatives. Develop and maintain a structured pipeline of accounts, ensuring systematic progression through all stagesfrom opportunity identification and qualification, product evaluation, clinical testing and validation, commercial negotiations and closure. Establish a robust account management framework, including the identification and engagement of key stakeholders across commercial, product development, regulatory, and supply chain functions. Develop and sustain executive-level relationships with key decision-makers and influencers across strategic accounts, ensuring long-term engagement and alignment. Collaborate cross-functionally and globally to ensure seamless execution of account strategies, leveraging insights and resources to deliver tailored solutions that meet client and market needs. Retail Chain Management: Conduct comprehensive market mapping and segmentation to identify and prioritize retail pharmacy chains with strategic relevance. Maintain an up-to-date database of key accounts, including key contacts, business potential, and engagement history, to support targeted outreach and strategic planning. Develop and execute joint business plans with key pharmacy chains. Negotiate commercial terms, annual contracts, execution of marketing programs and stock availability. Track account performance through structured KPIs and analytics, identifying growth opportunities and implementing corrective actions where necessary. e-Commerce Channel Leadership: Manage partnerships with major e-commerce platforms (1mg, PharmEasy, Amazon Pharmacy, Netmeds, etc.). Drive online sales through optimized listings, promotions, and inventory planning. Analyze performance metrics and implement growth strategies. Collaborate with Sales Head, Marketing and Regional e-Commerce Lead to drive strategic promotions on the platform to deliver targeted revenue growth. Team Leadership & Development: Lead and mentor team of Key Account Managers. Set clear goals, provide coaching, and support career development. Foster a collaborative and high-performance team culture. Reporting & Analytics: Monitor KPIs and prepare regular performance reports. Use data-driven insights to identify opportunities and mitigate risks. Qualifications & Skills: Bachelor's degree, MBA preferred Minimum 15 years of experience in sales, preferably with an exposure to Key Accounts Management Proven leadership experience with direct reports Strong stakeholder management skills, including global collaboration Analytical mindset with proficiency in Excel and sales dashboards Excellent communication, negotiation, and presentation skills Willingness to travel as needed
embecta is a global diabetes care company that is leveraging its 100-year legacy in insulin delivery to empower people with diabetes to live their best life through innovative solutions, partnerships and the passion of more than 2,000 employees around the globe. For more information, visit embecta.com or follow our social channels on LinkedIn, Facebook, Instagram and X. Why join us? A career at embecta means being part of a team that values your opinions and contributions and that empowers you to bring your authentic self to work. Here our employees can fulfill their life’s purpose through the work that they do every day. You will learn and work alongside inspirational leaders and colleagues who are equally passionate and committed to fostering an inclusive, growth-centered, and rewarding culture. Our Total Rewards program – which includes competitive pay, benefits, continuous learning, recognition, career growth and life balance components – is designed to support the varying needs of our diverse and global employees. embecta, formerly part of BD, is one of the largest pure-play diabetes care companies in the world, leveraging its nearly 100-year legacy in insulin delivery to empower people with diabetes to live their best life through innovative solutions, partnerships, and the passion of more than 2,000 employees around the globe. Our mission: To develop and provide solutions that make life better for people living with diabetes Our vision: A life unlimited by diabetes Why embecta? embecta is a global $1B+ medical technology company formed through a spinoff from Becton, Dickinson, and Company (BD) on April 1, 2022, focused on providing solutions to improve the health and wellbeing of people living with diabetes. Over the nearly 100-year history of our business, we believe that our products have become one of the most widely recognized and respected brands in diabetes management in the world. Our products are used by nearly 30 million people in over 100 countries for insulin administration and to aid with the daily management of diabetes. We’re looking for a Project Manager to take charge of business development initiatives that shape our future. In this role, you’ll work closely with country teams and cross-functional partners to turn ideas into successful launches and new revenue streams. Responsibilities Collaborate with country teams on commercialization plans for new opportunities. Validate assumptions and financials to support sound business decisions. Keep project teams informed of any changes in scope or assumptions. Coordinate meetings, approvals, and documentation to keep projects on track. Partner with cross-functional teams to deliver commercially critical activities. Identify opportunities for efficiency and scale best practices across the region. Develop tools for forecasting, go-to-market strategies, and new launches. Achieve goals for new revenue streams and business growth. What You Bring 7+ years of experience in business and project management. Strong ability to work across diverse teams and functions. Project Management certification is a plus. Results-driven and goal-oriented mindset. Experience in international markets, especially emerging markets, is an advantage. embecta is an Equal Opportunity/Affirmative Action Employer. We do not unlawfully discriminate on the basis of race, color, religion, age, sex, creed, national origin, ancestry, citizenship status, marital or domestic or civil union status, familial status, affectional or sexual orientation, gender identity or expression, genetics, disability, military eligibility or veteran status, or any other protected status.
Job Title: Key Accounts Manager Reporting To: Key Accounts Lead Department: Sales / Business Development Role Objective: To execute strategic account plans across key accounts, ensuring operational excellence, timely fulfillment, and strong customer engagement. The role focuses on implementing initiatives defined by the Key Accounts Lead, supporting revenue and profitability goals, and maintaining seamless coordination across internal teams and external partners. Key Responsibilities: Key Account Management: Implement strategic plans and initiatives for key accounts Serve as the primary operational contact for key account stakeholders, ensuring high levels of service and responsiveness. Build and maintain strong relationships with planners, and other decision-makers within key accounts. Sales Operations: Achieving revenue targets through effective coordination with respective functions. Monitor order placements, deliveries, and returns to ensure smooth operations and customer satisfaction. Launch new products and execution as per account plans. Forecasting & Demand Planning Support: Collaborate with supply chain and logistics teams to ensure timely stock availability and order fulfillment. Track inventory levels and flag potential gaps to ensure uninterrupted supply. Escalate potential stock issues and work with internal teams to resolve them quickly. Reporting & Performance Tracking: Maintain account wise performance, orders, and service levels. Prepare regular reports and dashboards for internal review and decision-making. Share feedback from accounts to help refine strategies and improve execution. Key Interfaces: Internal: Sales, Supply Chain, Finance, Customer Service External: Key Account Stakeholders, Distributors, Retail Partners Qualifications & Experience: Bachelor's degree or related field (MBA preferred) 810 years of experience in sales Excellent communication, problem-solving and negotiation skills Proficiency in MS Excel and Power point
embecta is a global diabetes care company that is leveraging its 100-year legacy in insulin delivery to empower people with diabetes to live their best life through innovative solutions, partnerships and the passion of more than 2,000 employees around the globe. For more information, visit embecta.com or follow our social channels on LinkedIn, Facebook, Instagram and X. Why join us? A career at embecta means being part of a team that values your opinions and contributions and that empowers you to bring your authentic self to work. Here our employees can fulfill their life’s purpose through the work that they do every day. You will learn and work alongside inspirational leaders and colleagues who are equally passionate and committed to fostering an inclusive, growth-centered, and rewarding culture. Our Total Rewards program – which includes competitive pay, benefits, continuous learning, recognition, career growth and life balance components – is designed to support the varying needs of our diverse and global employees. Position Summary To build EMBECTA business within his/her assigned territory by driving primary and secondary sales activities Primary Sales Activities Help in Setting up the distributor network in area under coverage Appointing, supervising and managing distributor related activities. Generation of Primary sales and supervising, aiding and tracking secondary sales. Execution of primary sales target and sales collection. Secondary Sales Activities Creating EMBECTA equity with the key influencers (Dr/ Nurses/ Para-medics) – via relationship building (using education of nurses/patients, and other marketing promotions as tools), leading to a prescription of the EMBECTA products. Ensuring trial of EMBECTA products by patients initiated on insulin in the territory – through prescription/recommendation by the Dr/ Nurses, promotion at retail stores, working with other insulin company representatives calling on the patients directly, or by interacting with patients directly. Ensuring availability of the EMBECTA product portfolio in retail stores, in hospital pharmacies, hospital stores by working in close collaboration with the 3rd party field force, Development of alternative distribution channels to reach retail pharmacies , Nursing home, Wholesale channel. Direct delivery to retail: DSR / delivery 3rd party entrepreneurs like Suppliers Managing third party sales force for focused patients education and retail merchandising (PE) Account Conversions With direct working in the accounts (Hospitals/ NH/ / Institutes) and generate demand through end user work. (driving In-Service programs) Principal Accountabilities Creating EMBECTA equity with the key influencers (Dr/ Nurses/ Para-medics) Profiling: Collection of information on who is the key doctor to call. (Based on new insulin prescription generated by the doctor per week), Working on the EMBECTA value-add to these relationships: by a) Sharing Product related information, b) Clinical Updates on and c) Organizing the education programs with the HCP and d) Co- hosted patient contact programs. (Program types - 1. Nurses Workshop, 2. Nurses Short Program, 3. Patient Education program, 4. Insulin Dependent Patient Program). Getting EMBECTA products mentioned on prescriptions: To verify if the MCL doctor 1. Explicitly writes EMBECTA products on the prescription (Active Prescription), 2. Does enough with the patient so that the patient leaves convinced of using a EMBECTA product, e.g. doctor uses a EMBECTA product on him, gives him a sample of EMBECTA, tells him to use EMBECTA brand, etc. (Passive Recommendation), 3. Does not recommend (Dr. does not do either 1 or 2), Maintaining relationship with the Nurses and other HCP leading to explicit recommendations to the patients for the EMBECTA products. Meeting hospital/ nursing home officials (apart from the consulting doctor) to create a healthy working relationship with all stakeholders and seeking agreement to work with the nurses/ HCPs, for ward working and patient contacts. Also to determine the EMBECTA sales potential in the account. Planning and conducting interactive sessions (one on one) and workshops/ short education programs with the Nurses/ HCPs. Collecting feedback formally to continuously improve content and execution of the education programs. Ensuring the purchase department in the institution is buying from EMBECTA, by constantly keeping in touch . Work with the 3rd party sales field force on product availability/ retail chemist coverage. Find out about, verify and maintain a list of the top 40% retailers of diabetes related products in the coverage towns. Meet with the chemists/ counter salesmen and find out their key motivations and also build a rapport with them. Work with the 3rd party sales field force to run marketing initiatives in the outlet. Train him on the execution of the initiative by on the job demonstration/ coaching. Track the execution of the marketing initiative in all the covered outlets. Build ongoing relationship and rapport via regular meetings and ongoing conversations/ discussions to earn his respect and co-operation in influencing consumers at retail. Tracking sales of total insulin syringes/ Pen needles in the covered retail stores. Distributor Mgmt Managing distributor inventory / sales orders Achieve mutually agreed primary sales target, product wise, on weekly basis. Implement the price list at each level of the customer segment and ensure price stability. Ensure that orders generated from customers are supplied on time and in full (quantity & range). Maintaining optimum level of RDS inventory. Timely submission of Claims, check and verify the claims and ensure the proper utilization of promotional materials Ensure the timely submission of Stocks and Sales statement along with sales summary on monthly basis Process adherence Maintaining and updating MIS in the agreed formats for the following : Customer profiling, Must Call List, conversion status evaluation, Stock & Sale statement, Town wise sales data, Product wise / town wise sales achievement & trends, activity details. Manage trade schemes in the most cost effective manner and claim settlement within the specified time frame. Adhere to the company norms of field work and reporting. Market understanding Provide feedback on the effectiveness of the existing trade scheme and give recommendation for the most appropriate scheme. Develop understanding of how trade operates and acquire skills to deal with them. Gather market information on competitor activities, trends & practices and communicate them in a timely manner to Marketing Manager. Identify market opportunities and communicate it to Branch Manager and the concerned Marketing Manager. Unique Knowledge & Skills Distributor / Distribution Management Ability to handle stress Negotiation skills One to many communication ( resulting in good ISP’s) Objection handling techniques Key account mapping Presentation and negotiation skills Clinical understanding Analytical problem solving Product knowledge Relationship skills Interpersonal skills EMBECTA SUCCESS FACTORS Stretch / Result orientation Analytical Problem solving Decisiveness Customer focus Action orientation Ethical fitness Building team spirit embecta is an Equal Opportunity/Affirmative Action Employer. We do not unlawfully discriminate on the basis of race, color, religion, age, sex, creed, national origin, ancestry, citizenship status, marital or domestic or civil union status, familial status, affectional or sexual orientation, gender identity or expression, genetics, disability, military eligibility or veteran status, or any other protected status.