Zonal Institutional Manager

Job Summary:

The Zonal Institutional Manager is responsible for managing and driving pharmaceutical sales within government institutions, public sector undertakings (PSUs), and other institutional accounts across a designated zone. This role involves business development, tender management, stakeholder engagement, and ensuring compliance with regulatory norms while achieving sales and revenue targets.

Key Responsibilities/Job Description:

1. Business Development & Sales Strategy:

• Develop and execute strategies to drive sales in government hospitals, procurement agencies, defense establishments (e.g., Army, Railways, ESI,CGHS etc), and public sector institutions.
• Identify new business opportunities within government tenders, rate contracts, and institutional tie-ups.
• Ensure achievement of sales targets and profitability goals in the assigned zone.

2. Tender & Contract Management:

• Monitor government tenders, prepare bid documents, and coordinate with internal teams to ensure timely submission.
• Negotiate and manage rate contracts with central/state government agencies like ESI, CGHS, Railways, and defense institutions.
• Ensure compliance with regulatory and legal requirements in institutional sales.

3. Relationship Management:

• Build and maintain strong relationships with government procurement officers, hospital administrators, and institutional buyers.
• Engage with government officials and policy makers to stay updated on procurement policies and pricing structures.
• Act as the key point of contact for institutional clients, addressing concerns and ensuring smooth supply chain operations.

4. Coordination with Internal Teams:

• Work closely with supply chain, regulatory, and finance teams to ensure timely execution of government contracts.
• Coordinate with marketing, trade and medical affairs teams for product awareness and training sessions in government institutions.

5. Compliance & Documentation:

• Ensure adherence to government procurement guidelines and company policies.
• Maintain accurate records of tenders, agreements, and institutional sales data for audits and internal reporting.
• Keep track of policy changes in public procurement and healthcare initiatives.

6. Market Intelligence & Reporting:

• Analyze competitor activities, pricing trends, and market dynamics in institutional sales.
• Provide insights on government healthcare policies and their impact on pharmaceutical procurement.
• Prepare and present periodic sales reports to senior management.

Location :- Delhi

Key Qualifications & Skills:

• Education: Bachelor's degree in Pharmacy, Life Sciences, or Business Administration;

• Experience: 8-15years in pharmaceutical institutional/government sales, with a proven track record in tendering and institutional business.
• Skills:
• Strong knowledge of government procurement processes and tendering.
• Excellent negotiation and relationship management skills.
• Ability to work with cross-functional teams and manage multiple stakeholders.
• Analytical mindset with proficiency in MS Office (Excel, PowerPoint).
• Good communication and presentation skills.
• Understanding of compliance and regulatory norms in pharma institutional sales.