Zonal Sales Manager

3 days ago

Hyderabad, Telangana, India Wockhardt Full time

Job Description: Zonal Sales Manager Institutional Sales (Government Vertical) for South &West India

Location: Hyderabad

Territory coverage - AP, telangana, Hyderabad

Experience: Years

Industry: Pharmaceutical / Biotechnology

Specialization: Central & State Government Accounts (Insulin/Diabetes Portfolio)

Job Purpose

We are seeking a seasoned professional to lead our Institutional Sales efforts, specifically focusing on Central and State Government healthcare segments. The ideal candidate will have extensive experience managing high-volume portfolios, preferably with a specialized background in Insulin and Diabetes management. You will be responsible for driving revenue through tender management, rate contracts, and building strategic relationships with key government stakeholders.

Key Responsibilities

  1. Strategic Account Management (Govt. Verticals)

  2. Manage and expand the business in Central Government accounts (e.g., CGHS, ESI, Railways, Defense) and State Government health departments.

  3. Identify and map key decision-makers, procurement heads, and influencers within state-run medical corporations (e.g., KMSCL, APMSIDC, TSMSIDC, TNMSC).

  4. Tender & Rate Contract Management

  5. End-to-end management of the tendering process, from pre-bid meetings to final submission, contract award, generation of Orders & payment realization.

  6. Monitor and ensure timely renewal of Rate Contracts (RCs) for the Insulin portfolio.

  7. Liaise with the production and supply chain teams to ensure 100% fulfilment of institutional purchase orders.

  8. Portfolio Expertise (Insulin/Diabetes)

  9. Leverage deep clinical knowledge of Insulin (Basic & Analogues Vials/Cartridge /Pens) to position products effectively in government formularies.

  10. Conduct CMEs (Continuing Medical Education) and scientific roundtables for senior consultants and HODs in government medical colleges and hospitals.

  11. Market Intelligence & Compliance

  12. Track competitor pricing, tender winning patterns (L1 analysis), and policy changes in government procurement.

  13. Ensure all sales activities strictly adhere to the Uniform Code of Pharmaceutical Marketing Practices (UCPMP) and company compliance guidelines.

Required Skills & Qualifications

  • Education: B.Sc / B.Pharm; an MBA in Sales & Marketing is highly preferred.
  • Experience: 6- 10 years of core experience in Pharmaceutical Institutional Sales.
  • Domain Knowledge: Proven track record in the Insulin/Diabetes segment is preferable.
  • Networking: Strong existing relationships with procurement authorities in Central and State government bodies.
  • Analytical Skills: Proficient in analyzing tender documents, technical specifications, and financial bids.
  • Travel: Willingness to travel extensively within the assigned territory/states.

Interested Candidates can share there Resume on

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