Title:  National Sales Manager - Pharma Care

Job Title:

National Sales Manager – Pharma Care

Business Unit:

India Business

Job Grade

G8

Location:

Mumbai

At Sun Pharma, we commit to helping you “Create your own sunshine”— by fostering an environment where you grow at every step, take charge of your journey and thrive in a supportive community.

Are You Ready to Create Your Own Sunshine?

As you enter the Sun Pharma world, you’ll find yourself becoming ‘Better every day’ through continuous progress. Exhibit self-drive as you ‘Take charge’ and lead with confidence. Additionally, demonstrate a collaborative spirit, knowing that we ‘Thrive together’ and support each other’s journeys.”

Job Summary:

The National Sales Manager (NSM) will be responsible for driving the sales strategy and business growth for the Pharmacare Portfolio across India. The role will lead a large-scale field organization and develop high-performing sales teams to accelerate market share growth, strengthen customer relationships, and enhance business performance across key geographies.

National Sales Manager would be required to develop/ shape the sales strategy that drives growth with an increase in market share from existing and potential customers through the implementation of best-in-class sales management practices. The role also requires the incumbent to develop leaders and oversee the sales process.

Key Responsibilities:

Business & Revenue Management

• Drive achievement of annual sales, revenue, and profitability targets.
• Develop and execute national sales strategies aligned to business objectives.
• Deliver sustained market share growth across key brands.
• Monitor regional performance and implement corrective actions to deliver business objectives.

Sales Leadership & Team Management

• Lead, coach, and develop a national sales organization of approximately 500+ employees.
• Build leadership capability through succession planning and talent development initiatives.
• Ensure optimal manpower deployment and productivity across territories and regions.
• Improve engagement and reduce attrition through effective people management practices.

Stakeholder Management

• Work closely with Marketing, Supply Chain, Demand Planning, Finance, HR, Commercial, and Medical teams.
• Ensure successful execution of marketing initiatives and sales campaigns.
• Build strong relationships with Key Opinion Leaders (KOLs) and industry influencers.

Capability Building

• Develop future leaders within the sales organization.
• Drive training, coaching, and capability-building programs.
• Foster a culture of performance, accountability, and continuous learning.

Key Performance Indicators (KPIs):

Financial

• Achievement of sales revenue targets.
• Market share growth across nutrition brands.
• Profitability achievement against business plans.
• Effective management of sales and promotional expenses.

Business Growth

• Expansion of institutional and hospital business.
• Growth in key cities and strategic markets.
• Successful launch and scale-up of new initiatives or brands.

People

• Field productivity and sales force effectiveness.
• Leadership development and succession readiness.

Customer & Market

• KOL engagement and relationship management.
• Customer coverage and penetration.
• Competitive intelligence and market insights.

Key Challenges

• Accelerating growth in a highly competitive nutrition market.
• Building scale while maintaining profitability.
• Managing a geographically diverse workforce.
• Influencing multiple stakeholder groups across healthcare ecosystems.
• Driving adoption and preference among healthcare professionals and institutions.
• Balancing short-term execution with long-term business development

Critical Success Factors

• Strategic Thinking
• Business Acumen
• Sales Leadership
• Stakeholder Management
• Team Building & People Development
• Learning Agility
• Execution Excellence
• Influencing & Negotiation Skills
• Analytical & Commercial Orientation

Travel Estimate

Job Requirements

Educational Qualification

MBA or Postgraduate qualification in Management preferred.

Experience

• 10+ years of experience in Sales and Commercial leadership.
• Proven track record of managing large sales teams at a regional or national level.

Your Success Matters to Us

At Sun Pharma, your success and well-being are our top priorities! We provide robust benefits and opportunities to foster personal and professional growth. Join us at Sun Pharma, where every day is an opportunity to grow, collaborate, and make a lasting impact. Let’s create a brighter future together!

Disclaimer: The preceding job description has been designed to indicate the general nature and level of work performed by employee within this classification.  It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees as assigned to this job.  Nothing herein shall preclude the employer from changing these duties from time to time and assigning comparable duties or other duties commensurate with the experience and background of incumbent(s).