Summary
The Regional Sales Manager is responsible for leading Team/People and executing the company's sales and KAM strategy to achieve sustainable growth and profitability across the ETC (Ethical/Prescription) portfolio within the assigned Region. This role drives business performance through strategic planning, team leadership, and effective customer engagement.
Responsibilities
Sales/Key Account Management Strategy & Execution
- Develop, implement, and monitor annual and quarterly Sales Plans and Key Account Plans aligned with the Regional Plan
- Responsible for meeting/exceeding sales and profitability targets for the assigned Region, direct reports and channels.
- Ensuring targeting of the most valuable accounts (e.g. listing process, tender quota, sales, profit, market share, growth etc)
- Ensure efficient territory management, sales/tender forecasting, and resource allocation.
- Responsible for roll-out and embed of Customer Engagement Excellence programmes/ processes/ tools, utilizing and integrating diverse channels and resources.
- Analyze market dynamics, identify new business opportunities, and respond proactively to competitor activities and industry trends.
- Ensure Compliance, Code ofConduct and Policies - responsible for ensuring all company, industry and local compliance requirements(e.g. Pharmacovigilance) are understood, adhered to, monitored and respected within the team
Team Leadership
- Lead, coach, and develop MRs to drive high performance and motivation, exceptional customer experience
- Define clear KPIs and ensure regular performance evaluations with actionable feedback.
- Foster a culture of accountability, collaboration, and continuous learning within the team.
- Identify training needs and support capability-building initiatives.
Customer & Market Management
- Build and maintain strong relationships with key customers, hospitals, healthcare professionals, distributors, and government institutions.
- Oversee the execution of Sales, KAM and marketing programs to ensure alignment with portfolio/brand strategies.
- Monitor field activities to ensure compliance with company policies and ethical promotion standards.
- Gather market insights to support decision-making and strategic adjustments.
Cross-Functional Collaboration
- Collaborate closely with Marketing, Medical, and Regulatory Affairs to align sales objectives with brand and portfolio strategies.
- Coordinate with Supply Chain for accurate demand planning and product availability.
- Partner with cross-functional team for sales performance analysis and reporting accuracy.
- Contribute to cross-functional initiatives aimed at improving overall business effectiveness.
Qualifications
- Bachelor's degree in Pharmacy, Medicine, Business Administration, or a related field. An advanced degree (e.g., MBA) is highly preferred.
- A minimum of 8-10 years of progressive experience in pharmaceutical Sales/KAM, including at least 3 years in a leadership role managing district /regional sales team
- Demonstrated, hands-on experience and a proven track record of success within the ETC (Ethical) channel, with deep knowledge of the hospital and specialist prescribing environment.
- Strong leadership capabilities with a verified talent for coaching, motivating, and developing high-performance teams to exceed objectives.
- A strategic thinker with exceptional business acumen, analytical skills, and the ability to translate market insights into actionable sales strategies.
- Outstanding communication, negotiation, and presentation skills, with the ability to influence key stakeholders and build lasting relationships.
- Full professional proficiency in written and spoken English for effective communication, reporting, and presentations.
- Must be willing and able to travel extensively as required to meet the regional demands of the role.
