At Sun Pharma, we commit to helping you “Create your own sunshine”— by fostering an environment where you grow at every step, take charge of your journey and thrive in a supportive community.
Are You Ready to Create Your Own Sunshine?
As you enter the Sun Pharma world, you’ll find yourself becoming ‘Better every day’ through continuous progress. Exhibit self-drive as you ‘Take charge’ and lead with confidence. Additionally, demonstrate a collaborative spirit, knowing that we ‘Thrive together’ and support each other’s journeys.”
Job Summary:
The National Sales Manager (NSM) will be responsible for driving the sales strategy and business growth for the Pharmacare Portfolio across India. The role will lead a large-scale field organization and develop high-performing sales teams to accelerate market share growth, strengthen customer relationships, and enhance business performance across key geographies.
National Sales Manager would be required to develop/ shape the sales strategy that drives growth with an increase in market share from existing and potential customers through the implementation of best-in-class sales management practices. The role also requires the incumbent to develop leaders and oversee the sales process.
Key Responsibilities:
Business & Revenue Management
- Drive achievement of annual sales, revenue, and profitability targets.
- Develop and execute national sales strategies aligned to business objectives.
- Deliver sustained market share growth across key brands.
- Monitor regional performance and implement corrective actions to deliver business objectives.
Sales Leadership & Team Management
- Lead, coach, and develop a national sales organization of approximately 500+ employees.
- Build leadership capability through succession planning and talent development initiatives.
- Ensure optimal manpower deployment and productivity across territories and regions.
- Improve engagement and reduce attrition through effective people management practices.
Stakeholder Management
- Work closely with Marketing, Supply Chain, Demand Planning, Finance, HR, Commercial, and Medical teams.
- Ensure successful execution of marketing initiatives and sales campaigns.
- Build strong relationships with Key Opinion Leaders (KOLs) and industry influencers.
Capability Building
- Develop future leaders within the sales organization.
- Drive training, coaching, and capability-building programs.
- Foster a culture of performance, accountability, and continuous learning.
Key Performance Indicators (KPIs):
Financial
- Achievement of sales revenue targets.
- Market share growth across nutrition brands.
- Profitability achievement against business plans.
- Effective management of sales and promotional expenses.
Business Growth
- Expansion of institutional and hospital business.
- Growth in key cities and strategic markets.
- Successful launch and scale-up of new initiatives or brands.
People
- Field productivity and sales force effectiveness.
- Leadership development and succession readiness.
Customer & Market
- KOL engagement and relationship management.
- Customer coverage and penetration.
- Competitive intelligence and market insights.
Key Challenges
- Accelerating growth in a highly competitive nutrition market.
- Building scale while maintaining profitability.
- Managing a geographically diverse workforce.
- Influencing multiple stakeholder groups across healthcare ecosystems.
- Driving adoption and preference among healthcare professionals and institutions.
- Balancing short-term execution with long-term business development
Critical Success Factors
- Strategic Thinking
- Business Acumen
- Sales Leadership
- Stakeholder Management
- Team Building & People Development
- Learning Agility
- Execution Excellence
- Influencing & Negotiation Skills
- Analytical & Commercial Orientation
