National Sales Manager

Monroe Consulting Group, an executive search recruitment company's Healthcare Division is partnering with a leading multinational pharmaceutical company to hire a National Sales Manager.

Job Responsibilities:

1. Sales Strategy & Business Planning

• Develop and execute regional sales strategies aligned with company objectives.
• Translate national commercial goals into actionable regional plans.
• Identify growth opportunities through market analysis, customer segmentation, and competitor assessments.
• Drive sales growth, market penetration, customer coverage, and profitability.

2. Leadership & Team Development

• Lead, coach, and develop the FSM team.
• Set performance expectations, KPIs, and business priorities.
• Conduct regular performance reviews and business discussions.
• Build leadership capability, support talent development, and drive succession planning.

3. Field Force Effectiveness

• Ensure optimal deployment and productivity of Medical Sales Representatives (MSRs) through FSM leadership.
• Review territory coverage, customer targeting, and sales execution.
• Conduct field visits to evaluate customer engagement and coaching effectiveness.
• Address gaps in territory performance and resource allocation.

4. Sales Performance & Analytics

• Monitor sales performance across territories, products, channels, and customer segments.
• Manage sales forecasting and business planning processes.
• Analyse trends, identify performance gaps, and implement corrective actions.
• Prepare business reviews, forecasts, and management reports.

5. Customer & Business Development

• Build and maintain relationships with key healthcare customers and stakeholders.
• Support FSMs in managing strategic accounts and complex opportunities.
• Identify new business opportunities, market expansion prospects, and untapped territories.
• Resolve escalated customer issues and strengthen customer engagement.

6. Cross-Functional Collaboration

• Partner with Marketing, Commercial, Finance, Medical, and other internal teams.
• Support product launches, promotional campaigns, pricing strategies, and commercial planning.
• Provide market intelligence and customer insights to support business decisions.

7. Product Knowledge & Capability Building

• Maintain strong understanding of products, therapeutic areas, and competitive landscapes.
• Ensure FSMs and MSRs possess the necessary product, sales, and business knowledge.
• Champion continuous learning and a high-performance culture within the sales organisation.

8. Compliance & Governance

• Ensure adherence to company policies, SOPs, reporting standards, and pharmaceutical industry regulations.
• Review and validate forecasts, sales reports, business plans, and performance updates.
• Promote ethical sales practices, accountability, collaboration, and operational excellence.

Job Requirements:

• Bachelor’s Degree, Post Graduate Diploma, or Professional Degree in Science, Pharmacy, Life Sciences, Business, Marketing, or another relevant discipline.
• Minimum 8–12 years of relevant experience in the pharmaceutical, healthcare, medical, or related industry.
• Proven experience in pharmaceutical sales management with progressively increasing leadership responsibilities.
• Must have experience managing Field Sales Managers, Area Sales Managers, or equivalent first-line sales leaders.
• Proven track record of achieving and exceeding sales targets and driving sustainable business growth.
• Experience managing multiple territories and geographically dispersed sales teams.
• Proficiency in Microsoft Office, particularly Excel and PowerPoint; experience with CRM or sales-force automation systems is preferred.
• High level of accountability, ownership, integrity, and professionalism.
• Willingness to travel extensively across the assigned region, including Central and outstation territories.