Job Description Summary
The Institutional Regional Business Manager/First Line Sales Manager is responsible for leading a high-performing sales team to deliver exceptional customer engagement and achieve commercial objectives. This role requires strategic thinking, deep payer market knowledge and the ability to translate national strategies into effective local execution.

Job Description
Location- Mumbai
Key Responsibilities:
Lead and coach the team to achieve sales, productivity and performance targets through robust in-field coaching, call planning and disciplined execution.
Drive business growth for cutting-edge, concept-driven brands across government and institutional healthcare accounts by developing and executing strategic account plans.
Navigate the complex Indian public healthcare ecosystem, including Central and State Government institutions, CGHS, ESIC, Defence, Railways, leading government medical colleges, to optimize brand access and utilization.
Build and strengthen advocacy among key healthcare professionals, institutional decision-makers,



and opinion leaders through scientific engagement and evidence-based value discussions.
Facilitate inclusion and sustained utilization of company brands within institutional formularies, treatment protocols, and clinical pathways through compliant stakeholder engagement.
Map and engage key stakeholders across institutional accounts, including department heads, formulary committee members, procurement authorities, pharmacists, administrators, and clinical influencers.
Identify access barriers impacting patient availability and collaborate with cross-functional teams to develop solutions that improve institutional adoption and patient access.
Track institutional business performance, analyze account trends, and implement corrective actions to achieve short-term targets and long-term strategic objectives.
Create and execute regional/territory business plans aligned to brand strategy (targeting, covera

📌 Area Manager Institutional: Regional Business Manager Maharashtra
🏢 Novartis
📍 Maharashtra