Zonal Sales Manager - Institutional Sales Manager South

Job Description: Zonal Sales Manager Institutional Sales (Government Vertical) for South &West India

Location:

Territory coverage - AP, telangana, Hyderabad

Experience:

Industry:

Specialization:

Job Purpose

Institutional Sales

Key Responsibilities

1. Strategic Account Management (Govt. Verticals)

• Manage and expand the business in

  Central Government

  accounts (e.g., CGHS, ESI, Railways, Defense) and

  State Government

  health departments.
• Identify and map key decision-makers, procurement heads, and influencers within state-run medical corporations (e.g., KMSCL, APMSIDC, TSMSIDC, TNMSC).

2. Tender & Rate Contract Management

• End-to-end management of the

  tendering process

  , from pre-bid meetings to final submission, contract award, generation of Orders & payment realization.
• Monitor and ensure timely renewal of

  Rate Contracts (RCs)

  for the Insulin portfolio.
• Liaise with the production and supply chain teams to ensure 100% fulfilment of institutional purchase orders.

3. Portfolio Expertise (Insulin/Diabetes)

• Leverage deep clinical knowledge of

  Insulin (Basic & Analogues Vials/Cartridge /Pens)

  to position products effectively in government formularies.
• Conduct CMEs (Continuing Medical Education) and scientific roundtables for senior consultants and HODs in government medical colleges and hospitals.

4. Market Intelligence & Compliance

• Track competitor pricing, tender winning patterns (L1 analysis), and policy changes in government procurement.
• Ensure all sales activities strictly adhere to the Uniform Code of Pharmaceutical Marketing Practices (

  UCPMP

  ) and company compliance guidelines.

Required Skills & Qualifications

• Education:

  B.Sc / B.Pharm; an MBA in Sales & Marketing is highly preferred.

• Experience:

  6- 10 years of core experience in

  Pharmaceutical Institutional Sales

  .

• Domain Knowledge:

  Proven track record in the

  Insulin/Diabetes segment

  is preferable.

• Networking:

  Strong existing relationships with procurement authorities in Central and State government bodies.

• Analytical Skills:

  Proficient in analyzing tender documents, technical specifications, and financial bids.

• Travel:

  Willingness to travel extensively within the assigned territory/states.

Interested Candidates can share there Resume on

"rupalip@wockhardt.com" or "monalim@wockhardt.com"