General Manager Sales

Job Purpose

The General Manager Sales will be responsible for driving sustainable and profitable sales growth by converting new doctors, deepening relationships with existing prescribers, and designing & executing high-impact sales strategies across assigned markets. The role demands strong leadership, sharp execution capabilities, and deep understanding of pharma prescribing dynamics.

Key Responsibilities

1. Sales Growth & Revenue Generation

2. Drive primary and secondary sales growth in line with company targets.

3. Ensure consistent prescription generation through effective doctor conversion strategies.
4. Increase business from existing doctors through improved coverage, frequency, and therapy penetration.

5. Personally engage with key opinion leaders (KOLs) and high-value doctors to influence prescription behavior.

6. New Doctor Conversion & Market Expansion

7. Identify and prioritize high-potential new doctors, clinics, and hospitals.

8. Design structured doctor onboarding & conversion programs.
9. Expand geographic and therapeutic coverage through focused territory strategies.

10. Continuously monitor and improve conversion ratios.

11. Sales Strategy & Planning

12. Develop annual, quarterly, and monthly sales plans aligned with business objectives.

13. Design and implement growth-driving sales strategies, including:

14. Launch plans for new products

15. Focused brand building campaigns

16. Therapy-based selling models

17. Analyze market trends, competitor activity, and prescription data to refine strategies.

18. Team Leadership & Capability Building

19. Lead, mentor, and motivate the Zonal / Regional / Area Sales teams.

20. Set clear performance targets and review KPIs regularly.
21. Ensure strong field discipline, call quality, and execution excellence.

22. Conduct on-field coaching, joint working, and performance reviews.

23. Execution & Implementation

24. Translate strategies into clear, executable action plans for the field force.

25. Ensure timely rollout and disciplined execution of all sales initiatives.
26. Monitor execution gaps and take corrective actions swiftly.

27. Coordinate with Marketing for effective brand communication & campaigns.

28. Performance Monitoring & Analytics

29. Track prescription audit data, doctor productivity, sales trends, and ROI.

30. Review sales MIS regularly and drive a data-driven decision culture.

31. Identify underperforming markets and implement turnaround plans.

32. Cross-Functional Collaboration

33. Work closely with Marketing, Supply Chain, and Finance teams to ensure seamless operations.

34. Provide market feedback for product improvement and future pipeline planning.
35. Support management in forecasting, budgeting, and strategic decision-making.

Key Performance Indicators (KPIs)

• Sales growth (primary & secondary)
• New doctor conversions
• Increase in business per existing doctor
• Prescription growth & brand penetration
• Field force productivity
• Market share growth

Desired Profile

Education

• Graduate in Pharmacy / Science
• MBA in Sales & Marketing (preferred)

Experience

• 15+ years of experience in Pharmaceutical Sales
• Minimum 5 years in a senior leadership role (GM / DGM / National Sales Manager/Zonal Sales Manager)
• Having experience & market understanding of Multiple zones especially Bengal/Bihar/Maharashtra territories
• Proven track record in doctor conversion, brand building, and sales growth

Key Skills & Competencies

• Strong understanding of prescription-based pharma selling
• Strategic thinking with strong execution capability
• Leadership & people management skills
• Excellent communication and negotiation skills
• Data analysis and market intelligence capability
• Result-oriented, hands-on, and execution focused