Two leadership openings for zonal business ownership, oncology market development, new product launches and branded generic growth.

Department- Sales & Marketing - Oncology

Number of Positions-2

Opening 1- ZSM - North & East Region

Opening 2-- ZSM - South & West Region

Reporting To-Business Unit Head / General Manager / Management

Employment Type- Full-Time

Industry- Pharmaceutical / Specialty Pharma

Therapy Segment- Oncology / Hemato-Oncology

Product Focus- Branded Generics, Specialty Medicines and New Product Launches

Key Roles & Responsibilities

1. Zonal Business Management

- - Take complete responsibility for sales and business performance of the assigned zone.

- - Develop annual, quarterly and monthly sales plans aligned with company objectives.

- - Achieve assigned primary sales, secondary sales and brand-wise business targets.

- - Identify high-potential territories, hospitals, institutions, doctors and accounts for expansion.

- - Monitor business performance at regional, area, territory and individual-employee levels and implement corrective actions.

- - Build a sustainable pipeline for existing and newly launched oncology products.

2. Oncology Business Development

- - Develop strong professional relationships with Medical Oncologists, Hemato-Oncologists, Surgical Oncologists, Radiation Oncologists, cancer centres, hospital pharmacies, purchase departments and specialty-channel partners.

- - Map major oncology treatment centres and high-potential prescribers across the assigned zone.

- - Develop high-value hospital and institutional accounts and identify new business opportunities.

- - Understand therapy trends, treatment pathways, customer needs, competitor brands and specialty-market dynamics.

- - Provide structured field insight on unmet needs and potential future oncology opportunities.

3. New Product Launch Management

- Conduct pre-launch market assessment covering target specialists, institutions, patient segments, competitive landscape and commercial potential.
- Prepare zone-wise launch plans, target-account lists, sales projections and execution milestones.
- Ensure field teams are trained on disease area, indication, product profile, positioning, patient profile, competition, approved scientific messages and objection handling.
- Coordinate with PMT, Medical, Supply Chain and Operations to ensure readiness and product availability before launch.
- Drive disciplined 30-, 60- and 90-day launch execution and monitor adoption, account activation, repeat business and territory-wise contribution.
- Identify launch barriers quickly and implement corrective strategies with relevant internal teams.

4. Branded Generic Product Development

- Develop and implement strategies to establish branded generic medicines within Oncology and Hemato-Oncology.
- Drive brand visibility and prescription generation within approved promotional and compliance frameworks.
- Monitor competing brands, molecules, pricing, positioning and field strategies.
- Work closely with Product Management to translate market insights into brand plans, field inputs and promotional priorities.
- Drive balanced growth across the portfolio and take corrective action on underperforming brands.

5. Team Leadership & Development

- Lead, coach and motivate Regional Managers, Area Managers, Sales Managers and field sales personnel within the zone.
- Set clear territory-wise and employee-wise objectives and review performance regularly.
- Conduct sales reviews, joint field work, product knowledge reviews, strategy meetings and coaching sessions.
- Develop team capability in oncology selling, doctor engagement, institutional selling, negotiation, product knowledge, competition handling and territory management.
- Identify high-potential employees and support succession planning; address low performance through structured coaching or Performance Improvement Plans.
- Coordinate with HR on manpower planning, recruitment, vacancies, retention and team discipline.

6. Key Opinion Leader & Key Account Management

- Develop strategic relationships with important oncologists, specialists, KOLs, hospital administrators and institutional stakeholders.
- Identify and prioritize high-potential KOLs and key accounts across the zone.
- Partner with Medical and Marketing teams for compliant scientific engagement activities.




- Create account-specific growth plans for major oncology hospitals and cancer centres.

7. Sales Target Achievement

- Take ownership of monthly, quarterly and annual zonal sales targets.
- Monitor product-wise, territory-wise, employee-wise and hospital-wise performance along with new-product contribution and repeat business.
- Create clear action plans for target gaps and improve productivity of low-performing territories.
- Drive sustainable growth without overdependence on a limited number of products or accounts.

8. Market Intelligence & Competitor Analysis

- Track competitor products, new molecules, launches, price movements, promotional strategies, doctor preferences and institutional opportunities.
- Monitor changing oncology treatment trends and specialty-market access challenges.
- Provide structured market intelligence to Management, PMT and Medical teams.
- Identify emerging molecules and therapy opportunities relevant to future company launches.

9. Distribution & Product Availability

- Coordinate with Supply Chain, Operations, distributors, stockists and specialty pharmacies to support timely product availability.
- Monitor inventory and help minimize stock-outs, excess inventory, near-expiry stock and lost sales due to non-availability.
- Provide accurate demand forecasts for existing products and new launches.
- Ensure applicable storage and handling requirements are understood and followed.

10. Sales Forecasting & Business Planning

- Prepare accurate monthly and quarterly forecasts and product-wise / territory-wise business projections.
- Review forecast versus actual performance and improve forecast discipline.
- Support annual sales budgeting and provide demand estimates for new product launches.
- Prepare business cases for market expansion, additional manpower or investment where justified.

11. Reporting & MIS

- Maintain disciplined, timely reporting on sales achievement, product performance, territory performance, team productivity, new product launches, doctor/hospital coverage, key accounts, competitor activity, forecasts, stock status and manpower.
- Use Excel, PowerPoint, CRM systems and sales dashboards confidently for analysis, reviews and management presentations.

12. Cross-Functional Coordination

- Work closely with Product Management, Medical Affairs / Medical Advisor, Regulatory / Compliance, Supply Chain, Operations, Procurement, Finance, HR and Senior Management.
- Ensure field requirements, market feedback, product demand, customer issues and business opportunities are communicated effectively to relevant teams.

13. Compliance & Ethical Promotion

- Ensure all sales and promotional activities comply with company policies and applicable pharmaceutical-industry requirements.
- Ensure the field team communicates only approved product information and scientific claims.
- Maintain professional and ethical relationships with healthcare professionals and institutions.
- Escalate significant compliance concerns promptly to management.

Qualification & Experience

Essential Qualification

- B.Pharm / B.Sc. / Life Sciences / Pharmacy or equivalent graduate qualification.
- MBA / PGDM in Marketing or Sales will be an added advantage.

Preferred Experience

- - Approximately 8-12+ years of pharmaceutical sales experience, with meaningful exposure to specialty pharmaceutical selling.

- - Strong preference for candidates with 4-5+ years of Oncology / Hemato-Oncology experience.

- - Previous experience as Regional Sales Manager, Regional Business Manager, Second-Line Manager or equivalent leadership position is strongly preferred.

- - Proven experience managing multiple territories and field teams with a record of meeting or exceeding targets.

- - Hands-on experience in new pharmaceutical product launches is essential.

- - Experience developing or promoting branded generic medicines is highly preferred.

- - Exposure to oncologists, cancer hospitals,



institutional accounts or specialty pharmacies will be an advantage.

Essential Oncology Knowledge The candidate should possess good working knowledge of the following areas:

- Oncology and Hemato-Oncology market dynamics and major tumour / therapy areas.
- Targeted therapies, immunotherapies, oral oncology medicines and supportive oncology products.
- Branded generic oncology products and specialty-product selling.
- Hospital and institutional oncology business, treatment pathways and prescription / purchasing processes.
- New molecule launches, competitor mapping and market development.

The role does not require the ZSM to provide independent medical advice; however, sufficient scientific understanding is essential to communicate approved product information confidently and coordinate effectively with Medical and Product Management teams.

Key Competencies

Competency

What It Means in the Role

Business Leadership

Owns zonal revenue, growth and execution priorities.

Oncology Market Knowledge

Understands oncology customers, institutions, therapy environment and competition.

New Product Launch Capability

Can move a product from pre-launch planning to field execution and post-launch growth.

People Leadership

Coaches, motivates and develops managers and field teams.

Strategic Selling

Builds high-value doctors, hospitals, institutions and key accounts.

Analytical Ability

Uses sales, forecast, productivity and market data for decisions.

Communication & Presentation

Communicates, presents, negotiates and influences effectively.

Execution Excellence

Converts plans into measurable field-level action.

Result Orientation

Balances target delivery with sustainable business building.

Problem Solving

Identifies barriers early and implements practical corrective action.

Key Performance Areas The ZSM will be evaluated against clearly defined KRAs and KPIs. Detailed numeric targets and weightages can be issued separately. Core performance areas include:

1. Zonal Sales Target Achievement

2. Growth over Previous Period
3. Product-wise Target Achievement

4. New Product Launch Performance

5. Branded Generic Portfolio Growth
6. New Doctor & Hospital Development

7. Key Account Growth

8. Team Productivity

9. Territory Productivity

10. Forecast Accuracy

11. Product Availability

12. Market Expansion
13. Team Development & Retention
14. Reporting & MIS Discipline

15. Compliance with Company Policies
16. Implementation of Marketing / PMT Strategies

Territory Responsibility Opening 1 - ZSM North & East- Responsible for sales, team management, business development, new product launches and oncology-market expansion across the company's North and East territories.

Opening 2 - ZSM South & West- Responsible for sales, team management, business development, new product launches and oncology-market expansion across the company's South and West territories.

Final state-wise territory allocation will be determined by management based on the company's sales structure and business requirements.

Travel Requirement The position requires extensive field travel across the assigned zone, including regular visits to major markets, team headquarters, oncology hospitals, cancer centres, key accounts and business partners. The ZSM is expected to spend sufficient time in the field to understand market realities, coach the sales team and build strategic customer relationships.

Ideal Candidate Profile

We are looking for a ZSM who functions as a business leader for the assigned zone, not merely as a sales supervisor. The ideal candidate should be capable of:

- -- Building oncology business and market presence across multiple states.
- -- Developing and retaining a high-performing field sales team.
- Launching current molecules successfully and accelerating early adoption.
- -- Establishing branded generic products in competitive markets.
- -- Building relationships with leading oncology specialists and institutions.
- -- Identifying emerging market opportunities and translating them into business plans.
- -- Using sales and market data to take timely corrective decisions.
- -- Delivering sustainable sales growth with strong execution discipline.

Preferred candidates will have a strong record of building oncology brands, launching new pharmaceutical products and managing multi-state sales teams.

📌 Zonal Sales Manager - Oncology- Mumbai
🏢 Talent Corner HR Services
📍 Mumbai