Job Title: National Sales Head / Head of Key Accounts

Location: Mumbai, India

About the Role

We are looking for a seasoned commercial leader to head national sales and key account management for a pharmaceutical company. This is a senior leadership role responsible for driving revenue growth across retail pharmacy, institutional, and distributor channels, building a high-performance sales organization and owning the P&L; for the sales function.

Key Responsibilities

Sales Strategy & Revenue

- Own and deliver the national sales target across OTC and generics categories
- Develop and execute go-to-market strategies for new and existing products across geographies
- Drive growth across all channels: retail pharmacy chains, independent pharmacies, hospitals, clinics, and government/institutional accounts
- Identify white spaces and expansion opportunities by geography, channel, or product

Key Account Management

- Lead relationships with national pharmacy chains, hospital groups, buying groups, and institutional clients
- Negotiate and close annual trading agreements, listing deals, and promotional contracts
- Build joint business plans with top accounts aligned to mutual growth objectives
- Ensure consistent service levels, fill rates, and in-stock availability across key accounts

Distributor & Channel Management

- Oversee the national distributor network: appointment, performance management, and development
- Drive sell-through from distributor to retail/institutional end points;
manage secondary sales discipline
- Resolve channel conflict and maintain pricing integrity across markets
- Optimize distributor ROI and ensure alignment on targets, coverage, and claims

Team Leadership

- Lead, mentor,



and manage a multi-tiered sales team across regions
- Set individual and team targets;
conduct performance reviews and build succession pipelines
- Drive a culture of accountability, coaching, and continuous improvement in the field

Analytics & Reporting

- Own sales MIS by tracking primary and secondary sales, market share, coverage, and productivity metrics
- Use data (IQVIA/AWACS, internal sales data) to course-correct and identify growth levers
- Present business reviews and forecasts to leadership and board as required

Cross-functional Collaboration

- Work closely with Supply Chain to ensure demand planning accuracy and service level targets
- Partner with Finance on credit management, distributor outstanding, and sales budgets
- Collaborate with Regulatory and Medical Affairs on product launches and claims

Required Experience

- 13+ years of progressive sales experience in the pharmaceutical industry, with at least 5 years in a national or multi-regional leadership role
- Demonstrated experience managing both OTC and generics portfolios
- Strong track record in distributor management and institutional/key account sales
- Prior experience handling retail pharmacy chains (modern trade and traditional trade) is essential
- Solid commercial acumen with the ability to read markets, build strategy, and execute with discipline
- Excellent negotiation and relationship management skills at senior stakeholder levels
- Proven ability to build and lead large, geographically dispersed sales teams
- A data-driven approach
- Strong communication and influencing skills across internal and external stakeholders
- B.Pharma / B.Sc. (Life Sciences) preferred;
MBA in Sales & Marketing is a strong advantage

📌 Head Of Sales - Pharmaceuticals (India)
🏢 HR Yaar
📍 India