Head of Institutional Sales

3 weeks ago

Kollam, India Panacea Biotec Full time

Job Summary:


The General Manager of Institutional (Maternity Homes, Nursing Homes, and Hospitals) Sales for all brand portfolios (Nutrition, Vaccine and Baby Care) is responsible for leading and managing the institutional sales. This role is critical in driving growth through innovative marketing campaigns, market analysis, and engagement with healthcare professionals (HCPs), purchase managers, and other relevant stakeholders in institutions.


Key Responsibilities:


Target Achievement:

  • Achieve defined Targets for Growth, Sales and Profit for the newly formed SBU.
  • Prepare and Execute Annual Operating Plan of the brands as well as brand and SBU P&L.
  • Market share gain for different brands of the company Strategic Sales Leadership:
  • Develop and execute a comprehensive institutional sales strategy aligned with business objectives.
  • Identify and prioritize target accounts, including nursing homes, maternity homes, hospitals, corporate hospital chain, healthcare providers, and NGOs to make our brands available.
  • Identify and establish a robust distribution network to enhance reach in institutions with same day delivery facility.

Team Leadership:

  • Create, Lead and mentor a team of institutional sales managers and executives across India.
  • Establish KPIs and monitor team performance to achieve sales targets.

Relationship Management:

  • Build and maintain strong relationships with key decision-makers in institutions.
  • Act as a trusted advisor, understanding customer needs and tailoring solutions accordingly.

Sales Operations & Forecasting:

  • Oversee sales pipeline management, ensuring accurate forecasting and reporting.
  • Work closely with the supply chain and operations teams to ensure seamless delivery.

Key Skills and Competencies:

Key Requirements:

Education:

  • Bachelor’s degree in Pharmacy, Life Sciences, or Business Administration. MBA or equivalent is preferred.

Experience:

  • Minimum of 15–20 years of experience in Institutional sales, with at least 5 years in a leadership role managing institutional sales.
  • Proven track record in Institutional sales growth.
  • Demonstrated capability to come out of failures.
  • Ability to face rejection and come out with creative plans to win rejection.

Skills:

  • Strong bidding, negotiation and influencing skills.
  • Excellent leadership and team management abilities.
  • In-depth knowledge of the pharmaceutical industry and institutional sales landscape.
  • Exceptional communication and relationship-building skills.
  • Proficiency in CRM software and sales analytics tools.

Personal Attributes:

  • Creative, High energy, Strategic thinker with a results-driven mind-set.
  • High integrity and ethical standards.
  • Ability to thrive in a dynamic and fast-paced environment.
  • Does not require instructions what to do. Once agreed has the capability to execute.

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