Regional Manager I Pharma I Mumbai

Job Title: Regional Manager - Sales & Operations (Pharmaceuticals)

Location: Mumbai, Maharashtra (On-Site / Field-based)

Department: Sales & Business Development

Employment Type: Full-time

Job Overview

We are seeking an experienced and result-driven Regional Manager to oversee sales operations, market expansion, and team management across the Mumbai region. In this role, you will lead a team of Area Sales Managers (ASMs) and Medical Representatives (MRs), drive revenue targets, and build strong relationships with key healthcare professionals, hospitals, stockists, and distributors.

Key Responsibilities

• Sales Strategy & Target Achievement: Develop and execute regional business plans to achieve sales quotas, revenue targets, and market share growth across Mumbai.

• Team Leadership & Development: Lead, mentor, and coach Area Sales Managers and Medical Representatives. Conduct performance evaluations, field work-alongs, and training programs to maximize team productivity.

• Key Stakeholder Management: Build and maintain strong relationships with Key Opinion Leaders (KOLs), top doctors, chemists, stockists, and C&F agents in the Mumbai territory.

• Distribution & Operations: Monitor primary and secondary sales, ensure stock availability across retail/distribution networks, and manage inventory/outstanding balances.

• Market Intelligence: Analyze competitor activity, local market trends, and customer feedback to refine promotional strategies and identify new growth opportunities.

• Campaign & Event Execution: Oversee the implementation of brand strategies, marketing campaigns, and Continuing Medical Education (CME) programs or group events.

• Compliance & Governance: Ensure strict adherence to pharmaceutical regulatory guidelines, ethical marketing practices, and internal company policies.

Key Performance Indicators (KPIs)

• Regional revenue and target achievement (% vs. target)

• Growth in secondary sales and market share expansion

• Retention, development, and productivity of field force

• Key account and KOL coverage metrics

• Timely collection of receivables and low stockout rate

Required Qualifications & Skills

• Education: Bachelor’s degree in Pharmacy (B.Pharm), Life Sciences, or related field. An MBA in Marketing or Sales Management is preferred.

• Experience: 6-10+ years of experience in pharmaceutical sales, including at least 2-3 years as an Area Sales Manager (ASM) or Regional Sales Manager (RSM) handling the Mumbai territory.

• Market Knowledge: In-depth knowledge of the pharma ecosystem, doctor networks, and distribution channels in Mumbai (Central, Western, and Harbor lines).

• Functional Skills:

  • Sales forecasting, budget management, and analytical capability

  • Strong negotiation, interpersonal, and presentation skills

  • Proficiency in CRM/SFA tools and MS Office (Excel, PowerPoint)

• Languages: Proficiency in English, Hindi, and fluency in Marathi (preferred for local stakeholder interactions).