National Sales Manager (Pharmaceuticals)

National Sales Manager (Pharmaceuticals) — Gurgaon

• Compensation: ₹18–22 LPA fixed + Performance-Linked Variable
• Employment: Full-time, Permanent
• Department: Sales & Marketing
• Role Category: Sales Leadership
• Coverage: Pan-India institutional/government sales
• Reports to: Head of Sales/Business Unit Head
• Team: Direct leadership of a multi-region field team

Role Summary

We are hiring a National Sales Manager to lead pan-India institutional and government sales for complex pharmaceutical products, therapies, and solutions. The role owns national revenue targets, institutional relationships, tender pipelines, supply efficiency, receivables, and end-to-end team performance. You’ll work closely with hospital procurement, OEMs/suppliers, technical experts, and internal ops to drive adoption, timely supply, and on-time collections.

Key Responsibilities

• Institutional coverage and business development
• Regularly visit hospitals and government institutions to sustain strong customer–supplier channels.
• Navigate institutional procurement procedures; rigorously follow up on active opportunities across departments.
• Maintain visibility on upcoming tenders; coordinate with back office to accelerate order booking and revenue recognition.
• Sales leadership and performance
• Own national revenue targets; plan monthly/quarterly phasing by region and product line.
• Lead, coach, and scale a multi-region sales team; drive funnel discipline, forecast accuracy, and adherence to process.
• Technical and clinical enablement
• Provide basic technical support; coordinate meetings between customers and company leadership/technical experts.
• Articulate clinical benefits and product superiority vs competitors to drive adoption.
• Supply, fulfilment, and collections
• Ensure timely supplies with minimal penalties; partner with operations to keep LD charges under 5% annually.
• Address transaction and post-sales issues by coordinating with OEMs and escalating as needed.
• Ensure payments are realised within 60 days of supply, with a maximum 10% permissible deviation.
• Stakeholder management and reporting
• Build executive relationships at key institutions; manage supplier/OEM partnerships.
• Deliver accurate forecasts, tender trackers, competition intel, and executive updates.

Key Performance Indicators (KPIs)

• Revenue Generation: Achievement of national annual revenue goals against assigned territory coverage and supplier/client partnerships.
• Efficiency of Supplies: LD charges maintained under 5% annually.
• Revenue Realization: Payments realized within 60 days of supply with max 10% deviation.

Skills and Qualifications

• Proven pharmaceutical sales experience with exposure to institutional and government business (must-have).
• Prior success managing sales teams across multiple regions (must-have).
• Strong executive presence, relationship-building, and negotiation skills.
• Excellent communication in English and relevant regional languages.
• Strategic, data-driven mindset with hands-on execution and problem-solving.

Education and Credentials

• Bachelor’s degree in Life Sciences, Pharmacy, Biotechnology, Microbiology, Nursing, Chemistry, or related discipline.
• MBA in Sales & Marketing preferred.
• Relevant professional certifications current and maintained.

Travel and Work Mode

• Frequent travel across India for institutional coverage, supplier meetings, and team reviews.
• Base location: Gurgaon; pan-India responsibility.

What We Offer

• Performance-linked incentives; leadership scope over a national portfolio.
• Opportunity to shape tender strategy, KAM frameworks, and national GTM.
• Collaborative environment with strong OEM/supplier partnerships.

How to Apply

Email your CV to careers@espireconsultants.com and info@espireconsultants.com with the subject: “Pharma – Gurgaon” or apply via LinkedIn. Referrals welcome.

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