Job Description Title: National Sales Head (Domestic Generics)
n Location: Mumbai
n Industry: Pharmaceutical Manufacturing
n Experience: 12+ years of experience in the Pharma Industry
n OVERVIEW
n We seek a seasoned and strategic National Sales Head to lead and scale the Domestic Generics business for pharmaceutical manufacturing operations across India. The ideal candidate will have a robust track record of building, appointing, and managing distributor networks that drive further sales. The role requires strong channel management capability, distributor relationship-building, and the ability to scale a nationwide distribution-led sales organisation.
n Key Responsibilities
n Strategic Leadership
n n Develop and execute the national sales strategy for the Domestic Generics business, aligning with organisational growth objectives.
n Drive revenue, profitability, market share expansion, and business development initiatives across India through the distributor channel.
n Identify emerging market and channel opportunities and formulate strategies to strengthen the company's competitive positioning as a generics manufacturer.
n Collaborate with senior leadership to define annual business plans, sales forecasts, and growth targets.
n n Distributor & Channel Management
n n Identify, evaluate, and appoint distributors across target geographies to drive primary, secondary, and tertiary sales of the generics portfolio.
n Build and manage a robust nationwide distributor network, ensuring adequate coverage, credit management, and consistent performance across all regions.
n Monitor and drive distributor performance against sales targets, working closely with them to expand reach into pharmacies, retail chemists, and other trade partners.
n Design and implement distributor engagement programs, incentive structures,



and periodic business reviews to strengthen partner relationships and drive mutual growth.
n Ensure appropriate distributor onboarding, agreements, credit terms, and compliance with company policies.
n Continuously evaluate and optimise distributor network structure to improve coverage, efficiency, and profitability.
n n Sales Management
n n Lead and manage nationwide sales operations across multiple regions, zones, and territories through the distributor network.
n Drive achievement of sales targets through effective planning, execution, and performance management at the distributor and field team level.
n Monitor key business metrics including primary/secondary/tertiary sales, distributor productivity, sales velocity, and market penetration.
n Establish robust sales governance frameworks, reporting systems, and performance tracking mechanisms across the distribution chain.
n n Team Leadership & Development
n n Build, mentor, and lead a high-performing sales organisation.
n Foster a culture of accountability, performance excellence, and partner-centricity across the internal team and distributor network.
n n Market & Trade Development
n n Build and strengthen relationships with distributors, stockists, retail chemists/pharmacies, and other trade partners.
n Ensure effective coverage and expansion of the company's generics product portfolio across target markets through the distribution network.
n Monitor competitor activities,



market trends, distributor pricing/margins, and trade requirements.
n Drive market and channel intelligence initiatives to support business decisions and product/portfolio strategy.
n n Business Planning & Commercial Excellence
n n Lead annual sales planning, territory and distributor network optimisation, incentive design, and resource allocation.
n Partner closely with cross-functional teams to ensure business alignment and adequate product supply to distributors.
n Optimise distribution and channel sales processes, enhancing field force and distributor effectiveness through data-driven decision-making.
n Ensure efficient management of sales budgets, distributor credit exposure, and trade scheme spends.
n n Qualifications and Requirements
n n Bachelor's degree in Pharmacy, Life Sciences, Science, or a related discipline.
n MBA in Marketing, Sales, or General Management preferred.
n Significant experience in Domestic Generics sales within a pharmaceutical manufacturing organisation, with a distributor/channel-led sales background.
n Proven track record of appointing, managing, and scaling distributor networks that drive further sales into pharmacies and retail trade.
n Proven success in leading national or multi-regional distributor-driven sales operations.
n Experience managing large field sales teams across India with a strong focus on channel/distributor management rather than institutional or prescription-based selling.
n Strong understanding of the Indian pharmaceutical distribution ecosystem, trade channels, stockist/distributor economics, and retail pharmacy dynamics.
n Demonstrated track record of consistently delivering ambitious revenue and growth targets through channel partners.
n

📌 National Sales Head - Distributor Partnerships (Raigarh)
🏢 HR Yaar
📍 Raigarh