Job DescriptionJob Title: National Sales Head / Head of Key Accounts NLocation: Mumbai, India NAbout the RolenWeare 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. NKey ResponsibilitiesnSales Strategy & Revenue Nn Own and deliver the national sales target across OTC and generics categories N Develop and execute go-to-market strategies for new and existing products across geographies N Drive growth across allchannels: retail pharmacy chains, independent pharmacies, hospitals, clinics, and government/institutional accounts N Identify white spaces and expansion opportunities by geography, channel, or product NnKey Account Management Nn Lead relationships with national pharmacy chains, hospital groups, buying groups, and institutional clients N Negotiate and close annual trading agreements, listing deals, and promotional contracts N Build joint business plans with top accounts aligned to mutual growth objectives N Ensure consistent service levels, fill rates, and in-stock availability across key accounts NnDistributor & Channel Management Nn Oversee the national distributor network: appointment, performance management, and development N Drive sell-through fromdistributor to retail/institutional end points; manage secondary sales discipline N Resolve channel conflict and maintain pricing integrity across markets N Optimize distributor ROI and ensure alignment on targets, coverage, and claims NnTeam Leadership Nn Lead, mentor,



andmanage a multi-tiered sales team across regions N Set individual and teamtargets; conduct performance reviews and build succession pipelines N Drive a culture of accountability, coaching, and continuous improvement in the field NnAnalytics & Reporting Nn Own sales MIS by tracking primary and secondary sales, market share, coverage, and productivity metrics N Use data (IQVIA/AWACS, internal sales data) to course-correct and identify growth levers N Present business reviews and forecasts to leadership and board as required NnCross-functional Collaboration Nn Work closely withSupply Chain to ensure demand planning accuracy and service level targets N Partner with Finance oncredit management, distributor outstanding, and sales budgets N Collaborate with Regulatory and Medical Affairs on product launches and claims NnRequired Experience Nn 13+ years of progressive sales experience in the pharmaceutical industry, with at least 5 years in a national or multi-regional leadership role N Demonstrated experiencemanaging both OTC and generics portfolios N Robust track record in distributor management and institutional/key account sales N Prior experience handling retail pharmacy chains (modern trade and traditional trade) is essential N Strong commercial acumen with the ability to read markets, build strategy, and execute with discipline N Excellent negotiation and relationship management skills at senior stakeholder levels N Proven ability to buildand lead large, geographically dispersed sales teams N A data-driven approach N Strong communication and influencing skills across internal and external stakeholders N B.Pharma / B.Sc. (Life Sciences) preferred; MBA in Sales & Marketing is a strong advantage N

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