Purpose of Job

The Manager is responsible for defining and driving the long performance of the pharma excipients portfolio for term commercial strategy and overall West market. The role owns revenue growth, profitability, market positioning, and portfolio strategy, while providing senior leadership to build and mentor a high performing sales organization. This position works closely with cross functional teams and key customers to align market insights, pricing, portfolio direction, and execution with the company’s strategic objectives.

Responsibilities:

1. Revenue, Profitability & Market Leadership

•Own and deliver given accounts revenue, profitability, and market share targets for the pharma excipients business.

•Define and execute medium objectives.- to long term sales and growth strategies aligned with overall business

•Drive margin optimization through strategic pricing, discount governance, break margins, and price banding. even ownership, target

•Ensure disciplined sales forecasting, budgeting, and performance tracking.

2. Portfolio & Category Strategy

•Responsible product line and category strategy, including portfolio prioritization, lifecycle management, and customer segmentation.

•Use market intelligence and competitive insights to shape go plans. to market models and category growth

•Guide decisions on product introductions, rationalization, and focus segments.

3. Market Intelligence & Business Model Optimization

•Analyze current business performance to identify structural improvements in the business model.

•Continuously monitor market trends, pricing dynamics, demand patterns, and competitor actions.

•Translate insights into actionable strategic initiatives for sustained growth.

4. Customer & Key Account Strategy

•Define and govern key account strategy, ensuring strong senior

•Personally engage with strategic and high-- level customer relationships.



value customers to strengthen partnerships and unlock growth opportunities.

•Drive current customer acquisition and project based business development.

5. Supply, Inventory & Commercial Governance

•Provide strategic oversight on inventory planning, inventory turns and working capital efficiency.

•Ensure elimination of excess and obsolete inventory through structured review mechanisms.

•Approve sales orders for strategic products and customers.

•Maintain strong discipline around receivables, credit exposure, and cash flow.

6. Cross Functional & Stakeholder Leadership

•Partner closely with supply chain, technical, finance, customer service, and warehouse teams.

•Collaborate with principals to align commercial priorities and growth initiatives.

•Act as a senior stakeholder in monthly reviews, annual planning, and leadership forums.

Key Requirements

• Strong strategic and commercial mindset with the ability to balance short long term value creation. term execution and Deep understanding of the pharma excipients and distribution ecosystem.

• High analytical capability with comfort in data driven decision making.

• Executive presence with strong influencing and stakeholder management skills.

• Proven ability to build, lead, and scale high performing teams. Customer

• Centric, opportunity driven, and outcome oriented. Strong capability in strategic planning, category management, and portfolio leadership.

Key Stakeholders

• External: Customers, Principals

• I nternal:



Customer Service Representative, Warehouse Team, Sampling Team, Sales Team, Accounts Receivable team, Technical FIC Team Reporting Structure

• Role Reports to: Head Sales

• Positions that report into this role: None

. Skillset Required: Commercial Strategy, Portfolio Strategy, Revenue Growth, Profitability Management, Market Positioning, Sales Leadership, Mentoring, Cross-functional Collaboration, Market Insights, Pricing Strategy, Portfolio Direction, Strategic Execution, Sales Strategy, Growth Strategy, Margin Optimization, Strategic Pricing, Discount Governance, Price Banding, Sales Forecasting, Budgeting, Performance Tracking, Category Strategy, Product Line Strategy, Portfolio Prioritization, Lifecycle Management, Customer Segmentation, Market Intelligence, Competitive Analysis, Go-to-Market Strategy, Category Growth, Product Introduction, Product Rationalization, Business Performance Analysis, Business Model Optimization, Market Trend Monitoring, Pricing Dynamics Analysis, Demand Analysis, Competitor Analysis, Strategic Initiative Development, Key Account Strategy, Customer Relationship Management, Strategic Account Management, New Customer Acquisition, Business Development, Inventory Planning, Inventory Turns Management, Working Capital Management, Inventory Management, Sales Order Management, Receivables Management, Credit Management, Cash Flow Management, Supply Chain Management, Stakeholder Management, Annual Planning, Strategic Mindset, Commercial Acumen, Pharma Excipients Knowledge, Distribution Ecosystem Knowledge, Analytical Skills, Data-Driven Decision Making, Executive Presence, Influencing Skills, Team Building, Team Leadership, Customer Centricity, Opportunity Identification, Results Orientation, Strategic Planning, Category Management, Portfolio Leadership, Senior Leadership

📌 Manager Pharma Excipient Sales (India)
🏢 Antal International
📍 India