National Sales Manager - Critical Care Division

Company: BE Life Sciences Pvt Ltd. Critical Care Division

Department: Sales & Marketing Critical Care

Designation: National Sales Manager (NSM)

1. Job Purpose

To lead the national sales strategy and business growth of the Critical Care Division, achieve revenue and profitability targets, expand hospital and institutional business, and build a high-performing sales team across India.

2. Key Responsibilities

A. Sales Strategy & Business Growth

• Achievement of national sales and growth targets.
• Develop and implement national sales plans to achieve monthly, quarterly, and annual targets.
• Drive business growth, market penetration, and product performance across all regions.
• Identify new business opportunities and strengthen the company's presence in key markets.

B. Hospital & Institutional Business

• Develop relationships with critical care specialists, intensivists, anaesthesiologists, hospital pharmacists, purchase teams, and hospital management.
• Expand business across corporate hospitals, multispecialty hospitals, ICU networks, and government institutions.
• Drive institutional sales, tender participation, hospital formulary inclusion, and key account development, as applicable.

C. Team Leadership & Development

• Lead and mentor Regional Sales Managers, Area Sales Managers, and field sales teams.
• Set regional targets, monitor performance, and conduct periodic business reviews and field visits.
• Recruit, train, and develop a productive, performance-oriented sales organisation.

D. Marketing & Product Management

• Coordinate with the marketing team on brand strategies, product launches, and promotional activities.
• Ensure effective product knowledge, scientific communication, and competitor positioning.
• Implement marketing initiatives to improve product adoption and business growth.

E. Commercial & Operational Management

• Strengthen distributor and stockist networks and ensure product availability.
• Monitor primary and secondary sales, inventory, sales forecasts, and outstanding collections.
• Coordinate with finance and supply chain teams to ensure operational efficiency and credit discipline.

F. Business Review & Compliance

• Analyse sales performance, market trends, competition, and regional growth opportunities.
• Prepare periodic sales reports, forecasts, budgets, and corrective action plans.
• Ensure adherence to company policies, applicable pharmaceutical regulations, and ethical marketing practices.

3. Qualifications & Experience

• Graduate in Pharmacy, Life Sciences, or a related discipline; MBA in Marketing is preferred.
• 1218 years of pharmaceutical sales and marketing experience, preferably in critical care, injectables, hospital products, or specialty therapies.
• Minimum 4–6 years of experience in a senior regional, zonal, or national sales leadership role.
• Proven track record in sales growth, team management, hospital business development, and institutional sales.
• Experience in corporate hospital chains, government tenders, and key account management will be an advantage.

4. Key Competencies

• Strategic sales planning and business development.
• Strong leadership and team management.
• Hospital and institutional account management.
• Negotiation and commercial acumen.
• Analytical skills and performance monitoring.
• Effective communication and stakeholder management.
• High standards of integrity and compliance.