Sales Head - Cardiology

The Sales Head role will lead and drive the sales strategy for Cardiology therapy for two Zones i.e: North & East, you will play a key role in driving sales performance, market expansion, and operational excellence across these zones. This role requires strategic oversight of two major zones, managing sales teams, and aligning sales activities with Glenmark's business goals. You will collaborate with the Business Unit Head and other senior stakeholders to devise and implement sales strategies that increase market penetration, build customer loyalty, and ensure sustainable growth.

Responsibilities:

1. Strategic Sales Planning & Execution

Develop and execute robust sales plans that align with national objectives, focusing on growth and profitability within the two zones.

Analyse market trends, competitor activities, and customer needs to adjust strategies and capitalize on opportunities.

Ensure effective allocation of resources, including budget management and sales forecasting.

2. Leadership & Team Management

Lead, motivate, and manage the performance of District Sales Managers and Zonal Sales Managers across the two zones.

Drive a high-performance culture through clear goal setting, regular performance reviews, and coaching.

Identify training needs and implement development programs to build skills and capabilities within the team.

3. Sales Operations & Target Achievement

Drive initiatives to achieve and exceed monthly, quarterly, and annual sales targets.

Monitor key performance metrics, analyzing variances, and adjusting strategies to maintain momentum toward goals.

Ensure effective sales processes and best practices are adhered to across all sales teams in the North and East zones.

4. Stakeholder & Customer Relationship Management

Build and maintain strong relationships with key customers, healthcare providers, distributors, and other stakeholders in the two regions.

Collaborate with marketing teams to design and implement campaigns that support local and regional sales efforts.

Address client concerns promptly and professionally, ensuring a high level of customer satisfaction.

5. Cross-functional Collaboration

Work closely with supply chain, marketing, and finance teams to ensure alignment in sales operations and forecasting.

Participate in leadership meetings to share insights, challenges, and best practices that support overall company goals.

6. Compliance & Reporting

Ensure all sales activities are conducted in accordance with Glenmark's policies, ethical standards, and regulatory requirements.

Prepare detailed sales reports, market insights, and progress updates for senior management.

Use data-driven insights to identify opportunities for operational and sales process improvements.

Educational Qualifications

Bachelors degree in Pharmacy, Science, or a related field; an MBA or equivalent is preferred.

Experience

Minimum of 15 years in pharmaceutical sales with at least 4 years in a Zonal leadership role, ideally overseeing multiple regions.

Knowledge and Skills (Functional / Technical)

Strong strategic thinking, planning, and execution abilities.

Proven track record in leading large teams and achieving high sales performance.

Excellent analytical skills, with the ability to interpret sales data and make actionable recommendations.

Strong communication, negotiation, and relationship management skills.

Proficiency in MS Office, CRM software, and sales analytics tools.

Key Competencies:

Results-oriented, with a deep understanding of the pharmaceutical market.

High level of integrity, accountability, and customer-centricity.

Ability to work effectively in a fast-paced environment with multiple priorities.

Willingness to travel extensively within the North and East zones.