Zonal Head

Location:

Lucknow

Department:

Sales & Marketing / Operations

Reporting To:

Managing Director

Position Overview:

The Zonal Head – Pharmaceuticals will be responsible for overseeing and expanding the company's operations across the Northern region, with a base in Lucknow. The role demands a highly experienced professional with 15+ years of proven experience in the pharmaceutical trade, excellent knowledge of both wholesale and retail sales, and a strong network among doctors, hospitals, and distributors. The incumbent will be instrumental in driving sales, ensuring brand visibility, managing field operations, and pushing hospital-based sales to establish a strong regional footprint for the company.

Key Responsibilities:

• Strategic Business Leadership:
• Develop and execute regional business strategies aligned with the company's growth objectives.
• Drive sales growth through aggressive
  market penetration in hospitals and retail settings
  .
• Create strong regional branding and visibility for OTC and ethical products.

Sales and Team Management:

• Lead and manage a team of 100+ medical representatives (MRs), area managers, and field executives across assigned territories.
• Set clear performance targets, monitor productivity, and ensure team motivation and continuous development.
• Conduct regular field visits to assess market conditions and team performance.

Trade & Distribution Management:

• Ensure effective management of wholesale and retail trade channels for consistent product availability and market reach.
• Maintain excellent relations with distributors, stockists, and trade partners to optimize supply chain efficiency.
• Monitor pricing, margins, and inventory control to maximize profitability.

Hospital and Doctor Relationship Management:

• Build and strengthen relationships with key doctors, hospital administrators, and procurement heads to drive institutional sales.
• Identify and implement push sales strategies for hospitals and private healthcare networks.
• Conduct medical engagement programs, CME activities, and product awareness campaigns.

Pharma Manufacturing & Sales Coordination:

• Collaborate closely with the manufacturing team to align production with market demand and sales forecasts.
• Monitor product quality, stock planning, and timely delivery schedules.
• Identify new product opportunities in both the ethical and OTC segments?

Branding & Market Activation:

• Lead regional promotional campaigns, branding activities, and doctor engagement events to create a strong buzz for the company.
• Implement innovative marketing and digital initiatives to enhance market presence.

Operational & Financial Management:

• Review regional P&L statements, ensuring cost efficiency and profitability.
• Handle budgeting, resource allocation, and expense control.
• Utilise MS Office tools (Excel, PowerPoint, Word) for reporting, analytics, and presentations.

Travel & Field Operations:

• Extensive travel across assigned territories for field audits, doctor meetings, and market reviews.
• Conduct periodic training sessions and reviews for field officials and sales teams.

Qualifications & Experience:

• 15+ years in the pharma trade with proven regional and national sales leadership, managing 100+ field personnel.
• B. Pharm/M. Pharm, B.A. Life Sciences MBA in Sales and Marketing Expertise in pharma sales, marketing, and manufacturing.
• Excellent relations with doctors and hospitals, ethical and retail sales, and promotion across OTC products

Key Skills & Attributes:

• Strong business acumen with hands-on leadership.
• Excellent doctor, hospital, and trade network in North India.
• Exceptional communication, negotiation, and interpersonal skills.
• Proficiency in MS Office (Excel, PowerPoint, Word) and CRM tools.
• An analytical mindset with the capability to manage P&L and ROI metrics.
• Willingness for extensive travel and field engagement.

Compensation:

Competitive, performance-linked, and commensurate with experience and results.