Sales Manager

Job Opening Sales Manager (Pharmaceutical & Surgical Products)

Company:

Job Summary

We are looking for an experienced and result-oriented Sales Manager to drive business growth in pharmaceutical and surgical product sales. The candidate will be responsible for developing institutional, hospital, and retail pharmacy business, managing sales teams, expanding customer networks, achieving revenue targets, and ensuring timely payment collections.

Key Roles & Responsibilities

1. Sales Planning & Revenue Growth

• Develop and execute monthly, quarterly, and annual sales plans.
• Set and monitor territory-wise and customer-wise sales targets.
• Drive revenue growth, improve gross margins, and achieve business targets.
• Identify performance gaps and implement corrective action plans.

2. Business Development & Market Expansion

• Identify and acquire new customers, including hospitals, nursing homes, clinics, and retail pharmacies.
• Develop institutional sales and pharmaceutical distribution business.
• Build and maintain strong relationships with key accounts and decision-makers.
• Monitor competitor activities, market trends, and pricing strategies to identify business opportunities.

3. Sales Team Management

• Lead and manage the field sales team to achieve business targets.
• Conduct regular sales reviews, joint field visits, and performance evaluations.
• Plan territory coverage, beat routes, and daily sales activities.
• Provide product knowledge, sales coaching, and process training to team members.

4. Pricing, Credit Control & Collections

• Ensure adherence to approved pricing, discount, and credit policies.
• Monitor outstanding payments and ensure timely collections.
• Coordinate with Finance for credit limits, overdue accounts, and payment reconciliation.
• Maintain sales profitability and customer account discipline.

5. Operations Coordination & Reporting

• Coordinate with Purchase, Billing, Warehouse, and Dispatch teams for timely order fulfilment.
• Provide demand forecasts and product requirements to the Purchase team.
• Resolve customer complaints, product returns, and service-related issues.
• Prepare sales MIS reports, forecasts, and business performance updates.
• Ensure compliance with company SOPs, ethical sales practices, and applicable regulatory requirements.

Required Skills & Competencies

• Strong knowledge of pharmaceutical and surgical product sales.
• Experience in institutional sales, hospital sales, and pharma distribution.
• Proven ability in business development and key account management.
• Strong negotiation, customer relationship, and team leadership skills.
• Knowledge of pricing, gross margins, GST, and credit management.
• Proficiency in ERP/SAP, CRM, MS Excel, and sales MIS reporting.
• Excellent communication, planning, and problem-solving skills.

Candidate Requirements

• Education:

  Graduate in Pharmacy, Science, or Commerce; MBA in Marketing preferred.

• Experience:

  8–12 years in pharmaceutical sales, including at least 3 years in a managerial position.
• Prior experience in institutional sales, hospital sales, or pharmaceutical distribution preferred.
• Proven track record of achieving sales targets, developing new business, and managing sales teams.
• Experience in handling pharmaceutical and surgical product distribution channels will be an advantage.

Key Skills: