National Sales Development Manager (NSDM) – Healthcare Division | Kolkata

Drive Growth with Emami.

Emami is a leading home-grown Indian FMCG group with a portfolio of trusted brands and an ambitious growth agenda. We are looking for an experienced National Sales Development Manager (NSDM) – Healthcare Division to drive national go-to-market strategy, distribution expansion, sales automation and commercial excellence across our OTC Healthcare portfolio.

This is a national-level corporate role that will work closely with Brand Marketing, Central Commercial Strategy and Regional Sales Leadership to strengthen market coverage, improve frontline productivity and build scalable sales processes across Chemist / Pharma, General Trade, rural distribution and institutional channels. The role will play a critical part in translating strategic priorities into effective market execution and sustainable business growth.

What you'll do

- Go-to-Market Strategy & Channel Expansion: Develop and implement differentiated GTM strategies for urban, semi-urban and feeder rural markets. Drive distribution expansion across chemist and pharmacy counters, general trade, SAMT stores, sub-stockist and rural distribution networks, and medico-institutional channels. Establish town classification, beat-planning methodologies and call-frequency guidelines to improve market coverage and sales throughput.
- Sales Automation & Digital Transformation: Lead the implementation, governance and continuous enhancement of Sales Force Automation (SFA), handheld terminal (HHT) solutions and Distributor Management Systems (DMS). Establish data-driven monitoring of frontline productivity, including daily calls, productive calls, Lines Per Call (LPC), order size and strike rate. Leverage primary, secondary and tertiary sales data to optimise route-to-market decisions. Drive the adoption of AI-led initiatives to improve sales planning, productivity and operational efficiency. Experience with SalesCode.ai will be an added advantage.
- National Sales Planning & Operational Governance: Drive the disaggregation of national sales targets across Zones, Areas, Territories and frontline sales representatives. Ensure alignment between primary sales billing targets, secondary sales liquidation and inventory norms. Establish and standardise SOPs for stockist claims, distributor onboarding and exits, and credit policy adherence. Own national-level customer master governance in close coordination with field sales teams.
- Distribution Effectiveness & Sales Analytics: Analyse distribution reach, chemist coverage, outlet productivity, sales throughput and SKU placement to identify gaps and growth opportunities. Track primary, secondary and tertiary sales trends, and develop actionable insights to improve distribution quality, product availability and market execution. Drive consistent performance tracking through dashboards, MIS and analytics-led reviews.
- Capability Building & Frontline Productivity: Develop sales capability-building frameworks in partnership with HR and Regional Sales Trainers.



Standardise induction programmes, chemist-detailing modules for Medical Representatives (MRs) and structured on-the-job evaluation processes. Design incentive structures, sales contests and reward programmes aligned with business priorities and portfolio objectives. Drive engagement initiatives to improve frontline motivation and control MR attrition.
- Sales Development Budgeting & Cost Management: Prepare and manage budgets for sales development activities and related expenses. Plan appropriate employee engagement and field-force motivation initiatives. Monitor expenditure against approved budgets and sales achievement, identify cost efficiencies and ensure effective utilisation of resources in coordination with relevant stakeholders.
- Cross-functional Collaboration & Stakeholder Management: Work closely with Brand Marketing, Supply Chain, Finance, IT, Zonal Heads and Regional Sales Managers to ensure alignment between national strategy and field execution. Guide MIS teams and Sales Development Executives in their day-to-day activities, establishing clear processes, performance standards and accountability without necessarily having direct reporting authority over all stakeholders.
- Performance Monitoring & Commercial Excellence: Establish review mechanisms to monitor numeric and weighted distribution, active retail coverage, chemist touchpoints, secondary sales delivery, frontline productivity, new SKU placement, MR attrition and budget utilisation. Identify performance gaps, recommend corrective actions and drive continuous improvement across the national sales development function.

What we're looking for

- Education: Full-time MBA / PGDM in Sales and Marketing from a premier business school.
- Experience: 10–15+ years of relevant experience in FMCG, Consumer Healthcare or OTC businesses, including at least 2–4 years in Regional / National Sales Development, Trade Marketing or Commercial Excellence roles.
- Distribution & Channel Expertise: Robust understanding of India's multi-tier distribution ecosystem, including chemist and pharmacy trade, general trade, Kirana, SAMT, wholesale networks and rural sub-stockist models.
- Sales Automation & Technology: Hands-on experience with SFA and DMS platforms such as Bizom, FieldAssist, Salesforce, SAP or SalesCode.ai. Experience in adopting AI-led initiatives in the current or previous organisation will be an advantage.
- Data Analytics & MIS: Strong proficiency in advanced Excel, BI reporting, sales dashboards, territory planning and data-driven decision-making.
- Sales Development & Trade Marketing: Demonstrated experience in designing GTM frameworks, expanding distribution,



improving frontline productivity and translating sales data into actionable business plans.
- Team Guidance & Capability Building: Ability to guide MIS teams and Sales Development Executives, build frontline capabilities and implement structured performance-management processes.
- Leadership & Stakeholder Management: Proven ability to influence and align cross-functional stakeholders, including Marketing, Supply Chain, Finance and Regional Sales Leadership, to drive business outcomes.
- Commercial Acumen: Strong analytical, planning, problem-solving and budgeting skills, with a focus on distribution productivity, cost efficiency and measurable business impact.
- Industry Exposure: Experience with established FMCG and consumer healthcare organisations such as Dabur, Zydus, CavinKare, Patanjali, Haleon, Kenvue or Abbott will be an advantage, particularly in Regional or National Sales Development / Trade Marketing roles.
- Location Preference: Candidates must be willing to be based out of Kolkata.

Key Success Measures

Success in this role will be evaluated through the following key performance indicators:

- Numeric & Weighted Distribution: Growth in active retail outlets, direct retail coverage and chemist touchpoints.
- Secondary Sales Performance: Improvement in secondary sales liquidation relative to primary sales achievement across Zones.
- Frontline Productivity: Improvement in average daily calls, productive call percentage, Lines Per Call (LPC), strike rate and new SKU placement.
- Sales Force Retention & Engagement: Effectiveness of engagement initiatives in improving MR motivation and controlling attrition.
- Budget Efficiency: Effective management of sales development expenses against approved budgets and business targets.
- Digital Adoption & Process Efficiency: Effectiveness of SFA / DMS implementation, sales analytics and AI-led initiatives in improving productivity and operational discipline.

Why Emami?

- Build brands with a legacy: Be part of a trusted Indian FMCG group with an established portfolio and strong consumer connect.
- Shape national sales strategy: Take ownership of strategic initiatives that influence distribution, sales productivity and market expansion across the Healthcare Division.
- Drive digital transformation: Lead the adoption of sales technology, analytics and automation to strengthen commercial effectiveness.
- Create measurable business impact: Work at the intersection of strategy and execution, translating data and insights into tangible business outcomes.
- Collaborate with senior leadership: Partner with national and regional stakeholders across Sales, Marketing, Finance, Supply Chain and IT.
- Build scalable capabilities: Strengthen sales processes, frontline capability and operational excellence across the organisation.

Location - Kolkata

If you are passionate about building distribution, driving sales excellence and transforming the way businesses go to market, join Emami and help shape the next phase of growth for our Healthcare Division.

📌 National Sales Development Manager - HCD (Kolkata)
🏢 Emami
📍 Kolkata