Role: Head of Field Sales

Experience: 15 years

Locations: Chennai, Bengaluru or Mumbai, with one fixed week a month in Madurai.

The role:

The Head of Field Sales leads field sales organisation and is accountable for its sales growth against the targets the organisation sets. The South and North Sales Managers report to the role, and through them the regional and area managers and the representatives. Field administration and sales administration also report to the role. The role carries two priorities of equal weight: growing the established South business, and building the newer markets outside the South.

The Head of Field Sales will:

- deliver the field sales targets the organisation sets, in the South and in the markets outside it;
- assemble, own and deliver on the annual field commercial plan and its economics;
- lead, develop and hold to account the two Sales Managers and, through them, the regional and area managers, and deal fairly and promptly with persistent under-performance;
- own field deployment, territory design, field spend and the field incentive programme, within delegated limits, and lead field administration and sales administration;
- work with Marketing & Medical Affairs on campaigns, launches and field adoption, and with

R&D; and Supply on product and stock readiness;

- run the field on live data through field sales application and its AI-assisted workflows,

and expect the same of every manager; and

- uphold boundary against monetary or adjacent prescribing-linked inducements.

The candidate The successful candidate meets the following requirements:

● Level. The candidate is a National Sales Manager or GM Sales at a ₹200–600 crore domestic doctor-led company, or a National Sales Manager of a division, or a Zonal Head leading 200 or more representatives, at a larger company.

● Experience. The candidate has at least 15 years in domestic doctor-led sales, in pharmaceuticals, Ayurveda,



prescription-supported OTC or doctor-led nutraceuticals.

● Depth of management. The candidate has spent at least four years leading second-line and third-line managers.

● Planning. The candidate has set and delivered at least one full national or large-zonal annual plan.

● Education. The candidate holds a graduate degree.

● Availability. The candidate is ready to join by or before January 2027.

The successful candidate also shows six competencies:

- Leading people at scale. The candidate sets the pace of a large field organisation,

communicates clearly and holds managers to their commitments.

- Developing managers. The candidate has built first-line, second-line & third-line managers, promoted people who went on to succeed and dealt fairly with those who could not perform.
- Operating discipline. The candidate runs a field organisation through reviews that end in decisions and follows those decisions through.
- Commercial literacy. The candidate understands the economics of a field force: what a representative costs and must produce, and how incentives, samples, discounts, stock and receivables behave.
- Working with a promoter family. The candidate decides and acts within delegated limits,

and keeps the promoters informed ahead of consequential decisions.

- Using data and technology. The candidate manages from live data and modern tools,

including AI-assisted analysis, rather than from presentations.

An Ayurveda or herbal background, a pharmacy or science degree, experience in a smaller company, and growth delivered in current and established territories at the same time are welcome but not required.

Scope outside the role:

The role is not that of a business head or a profit-and-loss owner. Pricing, portfolio and the division of budget between field and campaigns sit with the CCIO and the Managing Director.

Pay and terms:

Pay is set after assessment, in line with the seniority of the role, and includes variable pay and a long-term incentive.

📌 Head of Field Sales (Pharma/Ayurveda | Pan-India field sales) (Madurai)
🏢 OrangeShark
📍 Madurai