Job DescriptionJob Title: National Sales Head / Head of Key Accounts

NLocation: Mumbai, India

NAbout the Role

nWeare 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 Responsibilities

nSales Strategy & Revenue

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

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

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- Oversee the national distributor network: appointment, performance management, and development
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- Drive sell-through fromdistributor to retail/institutional end points;

manage secondary sales discipline

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- Resolve channel conflict and maintain pricing integrity across markets
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- Optimize distributor ROI and ensure alignment on targets, coverage, and claims
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nTeam Leadership

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- Lead, mentor,



andmanage a multi-tiered sales team across regions
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- Set individual and teamtargets;

conduct performance reviews and build succession pipelines

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- Drive a culture of accountability, coaching, and continuous improvement in the field
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nAnalytics & Reporting

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

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

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

MBA in Sales & Marketing is a solid advantage

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