Chief Sales Officer (CSO) India Business

Job Description: Chief Sales O-icer (CSO) – India Business

Location: Chandigarh | India

Reports To: CEO/Managing Director

Team Leadership: Leads the Heads of all four domestic business verticals (Global Critical Care, Generic

Business Unit, Institutional Business, Domestic Operations) and their associated Product Management /

Marketing teams.

Our Company

A Leader in Critical Care

We are a leading Indian pharmaceutical organization committed to advancing healthcare across the nation.

Our diverse portfolio ranges from our own proprietary research molecules that address critical unmet needs to

accessible branded and trade generics that reach every corner of the country. We are defined by our

commitment to quality, innovation, and a deep understanding of the Indian healthcare ecosystem.

The Opportunity:

Architect of India's Commercial Dominance

This is a paramount leadership opportunity for a seasoned and dynamic commercial leader to take command

of our entire India and Nepal business. As the Chief Sales O-icer, you will be the architect of our domestic

growth strategy, wielding full P&L responsibility across four distinct and powerful business verticals:

1. Global Critical Care: A specialized, high-science division focused on our proprietary research

molecules for tertiary care hospitals.

2. Generic Business Unit: A 100% digital-first, high-potential trade generics business poised for

disruptive growth.

3. Institutional Business: A strategic pillar encompassing government tenders, large hospital contracts,

and third-party contract manufacturing business.

4. Domestic Operations: The foundational branded generics business with a vast portfolio and a

significant field force.

This role requires a master strategist who can seamlessly pivot between these diverse models—driving high-

touch KOL engagement one moment and scaling a digital commerce platform the next. You will be responsible

for not just leading sales but also for guiding the marketing strategy for our core divisions, ensuring a fully

integrated and formidable commercial engine.

Key Responsibilities: Driving Multi-Channel Growth & Market Leadership

• Strategic P&L and Sales Leadership:

o Assume full ownership of the P&L, revenue, and profitability for the entire India & Nepal business.

o Develop and execute a cohesive, overarching commercial strategy that optimizes growth and

synergy across all four business verticals.

o Set ambitious sales targets, budgets, and KPIs for each division and ensure rigorous performance

management to achieve them.

• Global Critical Care (GCC) Leadership:

o Spearhead the strategy for our super-specialty division, focusing on value-based selling of high-

science research molecules.

o Drive deep engagement with Key Opinion Leaders (KOLs), major hospital chains, and clinical

societies to establish our products as the standard of care.

o Lead the dedicated GCC marketing team to create impactful, science-driven campaigns and

educational initiatives.

• Generic Business Unit (GBU) Disruption & Scaling:

o Champion the next wave of growth for our digital-first trade generics platform, with a mandate to

disrupt the market and build a formidable, unassailable lead.

o Oversee the strategy for customer acquisition (stockists), digital engagement, and operational

excellence (supply chain, query resolution).

o Leverage data analytics to drive decision-making, optimize pricing, and identify new opportunities

for expansion.

• Institutional Business Dominance:

o Lead the strategy to expand our footprint in institutional sales, with a strong focus on government

tenders (Central, State, Defense, Railways) and major hospital contracts (AIIMS, PGI).

o Develop and nurture high-level relationships within government procurement bodies and

institutional leadership.

o Provide strategic oversight for our third-party contract manufacturing business, identifying and

securing profitable partnerships.

• Domestic Operations (DO) Optimization:

o Drive the strategy for our core branded generics division, focusing on sales force e-ectiveness

(SFE), market share growth, and portfolio profitability.

o Lead a mid-sized field force across India and Nepal, fostering a culture of high performance,

accountability, and ethical practices.

• Integrated Marketing & Brand Leadership:

o Provide strategic leadership to the three dedicated Product Management Teams (PMTs)

supporting the GCC and DO divisions.

o Ensure marketing strategies (LBLs, campaigns, CMEs, digital marketing) are innovative, impactful,

and tightly aligned with sales objectives to maximize ROI.

Ideal Candidate Profile: A Master of the Indian Pharma Market

• Essential Qualifications:

o A strong background in pharmaceutical/medicine and an MBA or equivalent postgraduate

management degree is mandatory

• Depth of Experience:

o 20+ years of progressive commercial leadership experience within the Indian pharmaceutical

industry, with at least 10 years in a senior national or zonal leadership role (e.g., Country Head,

National Sales Head, SBU Head).

o Crucially, must have a proven track record of leading at least two or three of the following

business models at scale: branded generics (with a large field force), institutional/tender-

based sales, and specialty/critical care sales.

o Demonstrable experience managing a significant P&L (>₹500) crores) with a clear history of

delivering sustained revenue growth and profitability.

o Proven success in managing large, geographically dispersed sales teams (300+ members).

o Experience in leading or working in very close collaboration with pharma marketing/product

management teams is essential.

• Critical Skills & Knowledge:

o Deep, inside-and-out understanding of the Indian pharmaceutical market, including its

regulatory environment, pricing dynamics, distribution channels, and competitive landscape.

o Expertise in government and institutional tender processes, including relationship

management with procurement agencies.

o A strong digital mindset and a clear vision for leveraging technology to disrupt traditional sales

models and drive e-iciency.

o Mastery of sales force e-ectiveness principles, territory management, and incentive design.

o Exceptional strategic thinking, analytical, and problem-solving skills.

• Personal Attributes & Mindset:

o A true disruptor, someone who is not afraid to challenge the status quo and drive change,

particularly in digital transformation and business transparency.

o An inspirational and hands-on leader who can command respect and motivate diverse teams.

o Commercially aggressive with strong results-orientation yet grounded in the highest ethical

standards.

o Exceptional negotiation, communication, and relationship-building skills, comfortable

engaging with everyone from a field representative to a government secretary.

• Preferred Additional Experience (Highly Advantageous):

o Experience managing CRAMS / third-party contract manufacturing business development.

o Exposure to the Nepal pharmaceutical market.