Job
Description
Job Summary: The Zonal Institutional Manager is responsible for managing and driving pharmaceutical sales within government institutions, public sector undertakings (PSUs), and other institutional accounts across a designated zone. This role involves business development, tender management, stakeholder engagement, and ensuring compliance with regulatory norms while achieving sales and revenue targets. Key Responsibilities/Job Description: 1. Business Development & Sales Strategy: • Develop and execute strategies to drive sales in government hospitals, procurement agencies, defense establishments (e.g., Army, Railways, ESI,CGHS etc), and public sector institutions. • Identify new business opportunities within government tenders, rate contracts, and institutional tie-ups. • Ensure achievement of sales targets and profitability goals in the assigned zone. 2. Tender & Contract Management: • Monitor government tenders, prepare bid documents, and coordinate with internal teams to ensure timely submission. • Negotiate and manage rate contracts with central/state government agencies like ESI, CGHS, Railways, and defense institutions. • Ensure compliance with regulatory and legal requirements in institutional sales. 3. Relationship Management: • Build and maintain strong relationships with government procurement officers, hospital administrators, and institutional buyers. • Engage with government officials and policy makers to stay updated on procurement policies and pricing structures. • Act as the key point of contact for institutional clients, addressing concerns and ensuring smooth supply chain operations. 4. Coordination with Internal Teams: • Work closely with supply chain, regulatory, and finance teams to ensure timely execution of government contracts. • Coordinate with marketing, trade and medical affairs teams for product awareness and training sessions in government institutions. 5. Compliance & Documentation: • Ensure adherence to government procurement guidelines and company policies. • Maintain accurate records of tenders, agreements, and institutional sales data for audits and internal reporting. • Keep track of policy changes in public procurement and healthcare initiatives. 6. Market Intelligence & Reporting: • Analyze competitor activities, pricing trends, and market dynamics in institutional sales. • Provide insights on government healthcare policies and their impact on pharmaceutical procurement. • Prepare and present periodic sales reports to senior management. Location :- Mumbai Key Qualifications & Skills: • Education: Bachelor's degree in Pharmacy, Life Sciences, or Business Administration; • Experience: 8-15years in pharmaceutical institutional/government sales, with a proven track record in tendering and institutional business. • Skills: o Strong knowledge of government procurement processes and tendering. o Excellent negotiation and relationship management skills. o Ability to work with cross-functional teams and manage multiple stakeholders. o Analytical mindset with proficiency in MS Office (Excel, PowerPoint). o Good communication and presentation skills. o Understanding of compliance and regulatory norms in pharma institutional sales. Show more Show less
