Job Description Job Title: National Sales Head / Head of Key Accounts
n Location: Mumbai, India
n About the Role
n 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.
n Key Responsibilities
n Sales Strategy & Revenue
n n 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 all channels: retail pharmacy chains, independent pharmacies, hospitals, clinics, and government/institutional accounts
n Identify white spaces and expansion opportunities by geography, channel, or product
n n Key Account Management
n n 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
n n Distributor & Channel Management
n n Oversee the national distributor network: appointment, performance management, and development
n Drive sell-through from distributor 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
n n Team Leadership
n n Lead, mentor,



and manage a multi-tiered sales team across regions
n Set individual and team targets; conduct performance reviews and build succession pipelines
n Drive a culture of accountability, coaching, and continuous improvement in the field
n n Analytics & Reporting
n n 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
n n Cross-functional Collaboration
n n Work closely with Supply Chain to ensure demand planning accuracy and service level targets
n Partner with Finance on credit management, distributor outstanding, and sales budgets
n Collaborate with Regulatory and Medical Affairs on product launches and claims
n n Required Experience
n n 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 experience managing both OTC and generics portfolios
n Strong 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 build and 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 solid advantage
n

📌 Head of Sales - Pharmaceuticals (Raigarh)
🏢 HR Yaar
📍 Raigarh