Job Description

JOB DESCRIPTION:
Primary Job Function
The National Sales Lead will be responsible for driving the strategic and operational sales management of the Oncology division across India. This includes leading a high-performing team, managing key accounts, and ensuring sustainable growth through scientific engagement, tender management, and stakeholder relationships.
Key Responsibilities
Strategic Sales Leadership

• Drive national-level sales performance to exceed targets.
• Develop and implement strategic plans to achieve brand objectives within approved budgets.
• Lead competitive defense strategies, especially in top key accounts.

Key Account Management

• Build and execute Key Account Management plans for top oncology centers and institutions.
• Maintain and grow relationships with the top Key Opinion Leaders in Oncology.
• Navigate and manage government and institutional tenders, rate contracts (RCs), and procurement processes.

Team Leadership & Development

• Lead a team of 40 KAM and 5 First Line Managers across India.
• Set clear performance targets and incentive structures.
• Coach and mentor field teams to enhance scientific knowledge and selling capabilities.
• Foster a culture of collaboration, accountability, and continuous learning.

Operational Excellence

• Ensure optimal resource allocation and support for the salesforce (e.g., marketing materials, SFE tools, managerial guidance).
• Monitor and review performance of zonal / Regional teams regularly.
• Ensure robust supply chain coordination to maintain inventory levels and avoid stock-outs.
• Uphold compliance with corporate governance and ethical trade practices.

Experience

• Minimum 15 years in the healthcare/pharmaceutical industry.
• At least 10 years in Oncology sales and key account management.
• Proven experience in managing tenders, RCs, and institutional sales.
• Strong scientific acumen and ability to engage with medical professionals.

Key Competencies

• Strategic Thinking: Ability to define goals and develop actionable strategies.
• Team Leadership: Build, manage, and inspire high-performing teams.
• Talent Development: Identify and nurture high-potential talent.
• Customer Orientation: Deep understanding of HCP needs and decision-making drivers.
• Planning & Execution: Strong organizational skills with a focus on realistic planning and execution.
• Communication: Clear, persuasive communicator with ability to align cross-functional teams.

Scope & Accountability

• Responsible for national revenue targets aligned with divisional goals.
• Manage internal stakeholders (Marketing, Medical, Supply Chain) and external stakeholders (KOLs, Institutions, Government Bodies).
• Ensure compliance and ethical standards across all operations.

The base pay for this position is N/A
In specific locations, the pay range may vary from the range posted.
JOB FAMILY: Sales Support & Administration
DIVISION: EPD Established Pharma
LOCATION: India
Mumbai : BKC Building
ADDITIONAL LOCATIONS:
WORK SHIFT: Standard
TRAVEL: Yes, 75 % of the Time
MEDICAL SURVEILLANCE: Not Applicable
SIGNIFICANT WORK ACTIVITIES: Continuous standing for prolonged periods (more than 2 consecutive hours in an 8 hour day)

Skills Required