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 Robust 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 (Mumbai)
🏢 HR Yaar
📍 Mumbai