National Sales Head

A **National Sales Head (NSH)** in a pharmaceutical company is responsible for overseeing and driving sales operations across the entire country. This role involves leading regional and zonal teams, aligning sales strategies with company goals, and ensuring robust business growth nationwide. Below are the **role responsibilities, required skills, and knowledge** necessary for this position:

**Role Responsibilities: **

1. **Strategic Sales Leadership: **

- Develop and implement the national sales strategy to achieve company-wide revenue goals.

- Align sales objectives with the company’s broader business strategy, ensuring that targets are met across all states and regions.

- Collaborate with top management to forecast long-term growth and market penetration strategies.

2. **Team Leadership & Management: **

- Oversee and mentor Zonal Sales Managers (ZSMs) and Regional Sales Managers (RSMs) across different states.

- Build a high-performance sales team by recruiting, training, and developing talent at different levels.

- Set performance benchmarks and KPIs for the national sales team and ensure regular monitoring and evaluation.

3. **Sales Forecasting & Budgeting: **

- Lead the national sales forecasting process, analysing market trends, historical data, and competitive intelligence.

- Develop and manage the national sales budget, ensuring optimal allocation of resources across regions and states.

- Ensure proper inventory planning and distribution in collaboration with supply chain and logistics teams.

4. **Market Expansion & Business Development: **

- Identify opportunities for market expansion, including entering new states or regions, introducing new products, and optimizing existing product lines.

- Develop and manage relationships with key stakeholders such as doctors, healthcare institutions, distributors, and government bodies.

- Monitor competition and adjust sales strategies to maintain or improve the company’s market share.

5. **Sales Performance Monitoring: **

- Track overall sales performance against the set goals and KPIs for all regions.

- Use data analytics to assess the performance of different states and regions and implement corrective measures where needed.

- Present detailed sales reports, insights, and recommendations to the executive leadership team.

6. **Cross-Functional Collaboration: **

- Work closely with the marketing team to design and implement national promotional campaigns and product launches.

- Collaborate with finance, HR, and logistics departments to ensure sales operations are aligned with the company’s financial goals, staffing needs, and supply chain efficiency.

7. **Compliance & Regulatory Oversight: **

- Ensure that all national sales activities comply with local regulations, ethical standards, and company policies.

- Stay updated on pharmaceutical industry regulations, especially related to drug approvals, pricing controls, and promotional activities.

8. **Customer Relationship Management (CRM):**

- Oversee customer satisfaction initiatives at a national level, ensuring a high standard of service to key clients.

- Develop strategies to retain high-value customers and build long-term partnerships with key opinion leaders (KOLs) in healthcare.

9. **Innovation & Digital Transformation: **

- Leverage digital tools and CRM software to optimize sales processes and enhance the productivity of the sales team.

- Drive innovation in sales techniques, including the adoption of new technologies for data management and customer engagement.

**Skills and Knowledge Required: **

1. **Leadership & Team Management: **

- Extensive experience in leading and managing large, diverse sales teams across multiple states or regions.

- Strong leadership qualities with the ability to motivate and drive a high-performance culture across the national team.

2. **Sales & Marketing Expertise: **

- Deep knowledge of pharmaceutical sales and marketing, including retail, institutional, and hospital sales channels.

- Ability to craft and implement national-level sales strategies aligned with the company’s goals.

3. **Market Knowledge: **

- Comprehensive understanding of the pharmaceutical market in India, including key players, regulations, and market dynamics.

- Strong awareness of state-specific challenges, regulatory frameworks, and customer behaviors across different regions.

4. **Analytical & Problem-Solving Skills: **

- Ability to analyse complex sales data, identify trends, and make data-driven decisions to improve sales outcomes.

- Strong problem-solving skills to address sales challenges and overcome market obstacles.

5. **Negotiation & Influencing Skills: **

- Expert-level negotiation skills to secure advantageous business deals with key customers, distributors, and partners.

- Strong influencing skills to build and maintain relationships with key stakeholders such as doctors, pharmacists, hospitals, and government bodies.

6. **Financial Acumen: **

- Sound understanding of financial management, including budgeting, sales forecasting, profit margins, and resource allocation.

- Experience in managing large budgets and ensuring optimal return on investment (ROI) from sales activities.

7. **Pharmaceutical Product Knowledge: **

- In-depth knowledge of pharmaceutical products, therapies, and treatments across various therapeutic areas.

- Understanding of product lifecycle management, from product launch to market penetration and product maturity.

8. **Digital & Technological Proficiency: **

- Proficiency in using CRM tools, sales analytics software, and digital platforms for customer engagement and performance tracking.

- Awareness of digital trends and innovations in pharmaceutical sales.

9. **Compliance & Regulatory Knowledge: **

- Strong understanding of the regulatory environment for pharmaceuticals in India, including drug approval processes, pricing controls, and advertising restrictions.

- Ensure all sales practices comply with industry regulations and ethical standards.

10. **Communication & Interpersonal Skills: **

- Excellent communication skills to effectively present sales strategies, results, and forecasts to top management.

- Strong interpersonal skills to foster productive relationships with internal teams and external stakeholders.

**Educational and Professional Qualifications: **

- **Bachelor's degree in Pharmacy, Life Sciences, or Business Management**. An **MBA** or equivalent degree in Sales & Marketing is highly recommended.

- **15+ years of experience** in sales and business development, with at least **5-7 years in a senior sales leadership position** (e.g., Zonal Sales Manager).

- Experience in managing national-level sales operations within the **pharmaceutical or healthcare industry** is critical.

- Multiple languages knowledge is added advantage.

In this role, the National Sales Head is expected to drive overall sales performance, lead a geographically dispersed team, and ensure the company maintains a strong market position. The role requires a blend of strategic leadership, in-depth market knowledge, and a focus on customer-centric business development.

Share your CV to hr@xemex.in

Job Types: Full-time, Permanent

Pay: ₹150,000.00 - ₹200,000.00 per month

Benefits:

• Cell phone reimbursement
• Health insurance
• Leave encashment
• Paid time off
• Provident Fund

Work Location: In person