Regional Sales Manager

JOB DESCRIPTION – REGIONAL SALES MANAGER (RSM)

Department: Sales & Marketing – CORE Division

Designation: Regional Sales Manager (RSM)

Headquarters: Lucknow, Uttar Pradesh

Experience Required: Minimum 05 Years in Pharmaceutical Sales (Minimum 02 Years Experience in Team Handling)

Employment Type: Full-Time

Reporting To: Sales Head

Industry: Pharmaceutical Sales, Marketing & Healthcare

Territory: Uttar Pradesh and other assigned regional markets

Compensation: Competitive salary, performance-linked incentives and applicable travel allowances

1. POSITION OVERVIEW

Medigreen Pharmaceuticals is seeking a self motivated, experienced and result-oriented Regional Sales Manager (RSM) to lead and expand its pharmaceutical sales operations from Lucknow Headquarters.

The selected candidate will be responsible for regional business development, sales team leadership, prescription generation, doctor engagement, distributor management, revenue growth and execution of the company's strategic sales objectives.

The position requires strong pharmaceutical market knowledge, excellent leadership capabilities, commercial understanding and a proven record of achieving sales targets.

2. KEY RESPONSIBILITIES

A. Regional Sales Management & Business Development

• Develop and execute comprehensive regional sales strategies aligned with organizational objectives.
• Achieve monthly, quarterly and annual primary and secondary sales targets.
• Identify high-potential territories, untapped markets and business expansion opportunities.
• Develop territory-wise sales forecasts, business plans and growth strategies.
• Monitor product-wise, headquarters-wise and employee-wise sales performance.
• Strengthen prescription generation and brand penetration across assigned territories.
• Ensure sustainable revenue growth and improved market share.
• Identify and develop key accounts, institutional customers and high-value prescribers.

B. Team Leadership & Performance Management

• Lead, supervise and mentor Area Sales Managers (ASMs), Medical Representatives (MRs) and other assigned field personnel.
• Establish clear individual and territory-wise performance expectations.
• Conduct regular performance reviews and implement corrective action plans.
• Participate in recruitment, selection, induction, training and development of field sales employees.
• Ensure adequate manpower deployment and optimum territory coverage.
• Improve employee productivity, customer conversion and sales effectiveness.
• Identify underperforming territories and implement structured improvement plans.
• Develop a disciplined, accountable and performance-driven regional sales team.

C. Doctor Relationship Management & Prescription Development

• Establish and maintain professional relationships with physicians, specialists, consultants and key opinion leaders.
• Conduct joint fieldwork with ASMs and MRs to strengthen doctor engagement.
• Identify and develop high-potential prescribers for company brands.
• Monitor doctor-wise prescription potential, product adoption and business conversion.
• Organize scientifically appropriate product presentations, doctor meetings and educational activities.
• Ensure ethical, evidence-based and compliant pharmaceutical product promotion.
• Strengthen relationships with hospitals, nursing homes, clinics and healthcare institutions.

D. Distributor, Stockist & Channel Management

• Develop and maintain strong relationships with authorized distributors, stockists and channel partners.
• Ensure uninterrupted product availability across assigned territories.
• Monitor primary sales, secondary sales, stock movement and product-wise inventory.
• Coordinate with distributors for timely order execution and payment collection.
• Monitor outstanding payments, credit exposure and ageing reports.
• Minimize stock expiry, slow-moving inventory and avoidable returns.
• Resolve distributor-related commercial and operational concerns promptly.
• Ensure compliance with company-approved pricing, discount and credit policies.

E. Field Operations & Territory Coverage

• Prepare and approve monthly tour plans and fieldwork schedules.
• Ensure systematic coverage of doctors, hospitals, pharmacies and distributors.
• Conduct regular joint fieldwork and market visits.
• Monitor daily reporting, field attendance and employee productivity.
• Verify customer coverage, call frequency and field activity effectiveness.
• Ensure timely submission of Daily Call Reports (DCRs), tour plans and sales reports.
• Maintain discipline in field operations and adherence to company SOPs.
• Submit detailed market visit observations and action-oriented review reports.

F. Product Management & Brand Development

• Drive business development for assigned pharmaceutical and nutraceutical brands.
• Ensure strong product knowledge among all field employees.
• Conduct regular product training and scientific knowledge assessments.
• Monitor product-wise market acceptance and competitive positioning.
• Collect market intelligence regarding competing brands, pricing and promotional activities.
• Recommend commercially viable strategies for new product introductions.
• Coordinate product launch activities and regional promotional campaigns.

G. Reporting, Business Analysis & Strategic Planning

• Submit daily, weekly and monthly regional sales performance reports.
• Analyze sales achievement against targets and previous performance.
• Monitor employee-wise productivity, customer coverage and territory development.
• Prepare sales forecasts and identify potential business risks.
• Conduct regular sales review meetings with the reporting team.
• Provide actionable recommendations to management for business improvement.
• Maintain accurate records of sales, customer development, outstanding payments and field activities.

3. KEY PERFORMANCE INDICATORS (KPIs)Performance will be assessed through:

1. Monthly and quarterly sales target achievement.
2. Primary and secondary sales growth.
3. Product-wise and territory-wise revenue contribution.
4. Active prescriber development and prescription growth.
5. Team productivity and target achievement.
6. New territory and customer development.
7. Distributor network effectiveness and product availability.
8. Payment collection efficiency and outstanding control.
9. Fieldwork discipline, customer coverage and reporting compliance.
10. Successful implementation of regional business development plans.

4. ELIGIBILITY & QUALIFICATION

Mandatory Requirements

• Minimum 05 years of relevant pharmaceutical sales experience.
• Demonstrated experience in pharmaceutical field sales and territory development.
• Prior experience in team handling, sales supervision or managerial responsibilities.
• Strong understanding of pharmaceutical distribution and prescription-driven sales.
• Working knowledge of the Uttar Pradesh pharmaceutical market.
• Proven record of sales target achievement.
• Excellent communication, negotiation and leadership skills.
• Willingness to undertake extensive field travel.
• Proficiency in MS Excel, sales reporting and digital reporting systems.

Educational Qualification

• Graduate in B.Sc., B.Pharm. or any recognized discipline.
• MBA in Sales/Marketing or Pharmaceutical Management preferred.

Preferred Experience

• Previous experience as an Area Sales Manager, Regional Sales Manager or equivalent pharmaceutical sales leader.
• Experience handling multiple headquarters and geographically distributed sales teams.
• Established professional relationships with healthcare professionals and pharmaceutical distributors.
• Experience in specialty pharmaceutical, ENT, neurology, general medicine or nutraceutical segments will be an added advantage.
• 5. REQUIRED PROFESSIONAL COMPETENCIES
• Strong leadership and people management.
• Strategic sales planning and business execution.
• Commercial awareness and profitability orientation.
• Analytical and problem-solving capabilities.
• Professional communication and interpersonal skills.
• Effective negotiation and relationship management.
• Strong ownership, accountability and work discipline.
• Ability to perform under challenging sales targets.
• High ethical standards and regulatory awareness.

6. AUTHORITY & ACCOUNTABILITY

The Regional Sales Manager shall be accountable for the overall commercial performance and operational effectiveness of the assigned region.

The RSM will be authorized to recommend manpower requirements, sales initiatives, territory restructuring and performance improvement measures, subject to management approval.

Any financial commitments, promotional expenditure, special discounts, credit arrangements or contractual commitments must receive prior authorization as per company policy.

7. PERFORMANCE EXPECTATIONS

The selected candidate must demonstrate measurable business development, effective team leadership and consistent achievement of regional sales objectives.

The RSM is expected to take complete professional ownership of assigned territories, maintain operational transparency and ensure timely execution of management directives.

8. WORK LOCATION & TRAVEL

Base Headquarters: Lucknow

The role involves extensive field travel across assigned territories, which may include Lucknow, Kanpur, Prayagraj, Varanasi, Gorakhpur, Ayodhya, Bareilly and other markets designated by management.

9. APPLICATION PROCESS

Interested candidates meeting the above criteria may submit their updated CV with the following information:

• Current designation and organization.
• Total pharmaceutical sales experience.
• Current and expected CTC.
• Current headquarters and territories handled.
• Team size and reporting structure.
• Current sales responsibility and achievements.
• Notice period and earliest joining availability.

Email: hr@medigreen.co.in

Website: www.medigreen.co.in

MEDIGREEN PHARMACEUTICALS

Building Stronger Healthcare Through Quality, Innovation & Professional Excellence.

Note: Medigreen Pharmaceuticals reserves the right to assign or modify territories, reporting responsibilities, sales targets and operational duties in accordance with business requirements and applicable employment terms.