Job Description

Title: National Sales Head (Domestic Generics)

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Location: Mumbai

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Industry: Pharmaceutical Manufacturing

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Experience: 12+ years of experience in the Pharma Industry

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OVERVIEW

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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 strong 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.

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Key Responsibilities

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Strategic Leadership

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- Develop and execute the national sales strategy for the Domestic Generics business, aligning with organisational growth objectives.
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- Drive revenue, profitability, market share expansion, and business development initiatives across India through the distributor channel.
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- Identify emerging market and channel opportunities and formulate strategies to strengthen the company's competitive positioning as a generics manufacturer.
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- Collaborate with senior leadership to define annual business plans, sales forecasts, and growth targets.
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Distributor & Channel Management

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- Identify, evaluate, and appoint distributors across target geographies to drive primary, secondary, and tertiary sales of the generics portfolio.
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- Build and manage a robust nationwide distributor network, ensuring adequate coverage, credit management, and consistent performance across all regions.
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- Monitor and drive distributor performance against sales targets, working closely with them to expand reach into pharmacies, retail chemists, and other trade partners.
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- Design and implement distributor engagement programs, incentive structures,



and periodic business reviews to strengthen partner relationships and drive mutual growth.
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- Ensure appropriate distributor onboarding, agreements, credit terms, and compliance with company policies.
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- Continuously evaluate and optimise distributor network structure to improve coverage, efficiency, and profitability.
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Sales Management

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- Lead and manage nationwide sales operations across multiple regions, zones, and territories through the distributor network.
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- Drive achievement of sales targets through effective planning, execution, and performance management at the distributor and field team level.
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- Monitor key business metrics including primary/secondary/tertiary sales, distributor productivity, sales velocity, and market penetration.
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- Establish robust sales governance frameworks, reporting systems, and performance tracking mechanisms across the distribution chain.
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Team Leadership & Development

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- Build, mentor, and lead a high-performing sales organisation.
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- Foster a culture of accountability, performance excellence, and partner-centricity across the internal team and distributor network.
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Market & Trade Development

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- Build and strengthen relationships with distributors, stockists, retail chemists/pharmacies, and other trade partners.
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- Ensure effective coverage and expansion of the company's generics product portfolio across target markets through the distribution network.
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- Monitor competitor activities,



market trends, distributor pricing/margins, and trade requirements.
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- Drive market and channel intelligence initiatives to support business decisions and product/portfolio strategy.
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Business Planning & Commercial Excellence

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- Lead annual sales planning, territory and distributor network optimisation, incentive design, and resource allocation.
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- Partner closely with cross-functional teams to ensure business alignment and adequate product supply to distributors.
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- Optimise distribution and channel sales processes, enhancing field force and distributor effectiveness through data-driven decision-making.
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- Ensure efficient management of sales budgets, distributor credit exposure, and trade scheme spends.
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Qualifications and Requirements

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- Bachelor's degree in Pharmacy, Life Sciences, Science, or a related discipline.
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- MBA in Marketing, Sales, or General Management preferred.
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- Significant experience in Domestic Generics sales within a pharmaceutical manufacturing organisation, with a distributor/channel-led sales background.
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- Proven track record of appointing, managing, and scaling distributor networks that drive further sales into pharmacies and retail trade.
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- Proven success in leading national or multi-regional distributor-driven sales operations.
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- Experience managing large field sales teams across India with a solid focus on channel/distributor management rather than institutional or prescription-based selling.
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- Strong understanding of the Indian pharmaceutical distribution ecosystem, trade channels, stockist/distributor economics, and retail pharmacy dynamics.
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- Demonstrated track record of consistently delivering ambitious revenue and growth targets through channel partners.
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📌 National Sales Head - Distributor Partnerships (Mumbai)
🏢 HR Yaar
📍 Mumbai