Job Description – National Sales Manager – Oncology
Job Overview
The National Sales Manager – Oncology will be responsible for leading and driving the company's oncology business across India. The role will be responsible for developing and executing national sales strategies, achieving revenue and growth objectives, expanding the company's oncology product portfolio, and strengthening relationships with key oncology stakeholders.
The NSM will lead the national oncology sales team, drive product and territory performance, develop strong relationships with oncologists and key hospitals, manage distributors and institutional accounts, support new product launches, and work closely with Marketing, Medical, Regulatory, Supply Chain and Finance teams.
The ideal candidate should have strong and proven experience in oncology pharmaceutical sales, with a demonstrated track record of managing national or multi-regional teams and achieving business targets.
Qualifications & Experience
- Bachelor's degree in Pharmacy, Life Sciences, Medicine or a related field.
- MBA/PGDM in Sales & Marketing will be an added advantage.
- 10–12 years of progressive pharmaceutical sales experience, preferably with significant experience in Oncology.
- Proven experience managing national or multi-regional oncology sales teams.
- Strong understanding of the Indian oncology pharmaceutical market.
- Experience working with oncologists, hospitals, cancer centres and institutional accounts.
- Demonstrated experience in achieving and exceeding sales targets.
- Strong understanding of primary/secondary sales, forecasting and distributor management.
- Experience in oncology product launches will be an advantage.
- Strong leadership, communication, negotiation and analytical skills.
- Willingness to travel extensively across India.
Preferred Candidate Profile
The ideal candidate should have:
- Strong oncology pharmaceutical sales experience.
- Established relationships with key oncology stakeholders and institutions.
- Proven experience managing RSM/ASM/field-force teams.
- Strong understanding of oncology market dynamics and institutional business.
- Demonstrated ability to build and grow oncology brands.
- Strong commercial and strategic thinking.
- Excellent leadership and people-management capabilities.
- High standards of professional integrity and ethical conduct.
Key Responsibilities
1. National Oncology Sales Strategy
- Develop and execute the national sales strategy for the oncology portfolio.
- Drive achievement of annual, quarterly and monthly sales targets.
- Develop territory-wise and product-wise business plans for oncology products.
- Identify opportunities for business expansion across oncology markets and geographies.
- Analyze market potential and develop strategies to increase product adoption and market penetration.
- Ensure effective implementation of company sales and marketing strategies across all regions.
2. Sales Team Leadership
- Lead, mentor and motivate the national oncology sales team, including Regional Sales Managers, Area Sales Managers and field sales personnel.
- Set clear sales and activity targets for the field force.
- Monitor team productivity, customer coverage and achievement against targets.
- Participate in recruitment, selection, onboarding and development of oncology sales personnel.
- Conduct regular performance reviews and field visits.
- Build a strong, accountable and performance-driven sales culture.
3. Oncologist & KOL Engagement
- Develop and maintain strong professional relationships with leading Medical Oncologists, Surgical Oncologists, Radiation Oncologists, Hematologists and other relevant specialists.
- Identify and develop relationships with Key Opinion Leaders (KOLs) and high-potential oncology accounts.
- Ensure effective implementation of doctor segmentation and coverage strategies.
- Support the field team in developing appropriate customer engagement plans.
- Gather scientific and market feedback from healthcare professionals and communicate relevant insights to the Marketing and Medical teams.
- Ensure all interactions with healthcare professionals are conducted in accordance with company policies and applicable ethical standards.
4. Hospital & Institutional Business
- Develop relationships with major cancer hospitals, oncology centres, institutional accounts and healthcare organizations.
- Identify and develop institutional business opportunities.
- Monitor hospital-wise and account-wise sales performance.
- Coordinate with relevant teams for institutional requirements, tenders and commercial opportunities where applicable.
- Ensure product availability and continuity of supply for key oncology accounts.
- Develop account-specific strategies for high-value institutions.
5. Distributor & Channel Management
- Develop and maintain relationships with distributors, stockists, C&F agents and institutional channel partners.
- Monitor primary and secondary sales across regions.
- Ensure adequate availability of oncology products and minimize stock-outs.
- Monitor inventory, expiry, returns, outstanding payments and credit exposure.
- Develop strategies to improve distribution reach and product availability.
- Coordinate closely with Supply Chain and Finance teams.
6. Oncology Product & Portfolio Management
- Monitor performance of individual oncology products across territories and accounts.
- Analyze product-wise and therapy-wise sales trends.
- Identify growth opportunities and under-performing products.
- Work closely with Marketing and Medical teams on product positioning and promotional strategies.
- Support successful launches of new oncology products.
- Provide field-level feedback regarding product demand, competitor activity, treatment trends and customer requirements.
7. Market & Competitive Intelligence
- Monitor competitor oncology products, pricing, launches, promotional activities and market strategies.
- Track changes in the oncology treatment landscape and market dynamics relevant to the company's portfolio.
- Gather insights from oncologists, hospitals, distributors and the field sales team.
- Identify emerging business opportunities and potential market threats.
- Translate market intelligence into actionable sales strategies.
8. Sales Performance & Forecasting
- Monitor region-wise, territory-wise, product-wise and account-wise sales performance.
- Prepare monthly, quarterly and annual sales forecasts.
- Track primary sales, secondary sales, achievement percentages, growth and sales-force productivity.
- Identify gaps against targets and implement corrective actions.
- Ensure timely and accurate submission of sales reports and MIS.
- Improve forecast accuracy through regular market and inventory reviews.
9. Marketing & Medical Coordination
- Work closely with Marketing to implement oncology brand strategies.
- Support development and execution of product campaigns and promotional initiatives.
- Coordinate with Medical Affairs for appropriate scientific communication and product-related queries.
- Provide feedback on customer needs, competitor activities and market opportunities.
- Support approved scientific meetings, conferences, CMEs and oncology-related professional events.
10. Compliance & Ethical Standards
- Ensure all sales and promotional activities comply with applicable pharmaceutical laws, regulations and company policies.
- Ensure ethical and scientifically appropriate engagement with healthcare professionals.
- Ensure the field team follows company SOPs, reporting requirements and compliance guidelines.
- Maintain high standards of integrity and transparency in all business dealings.
11. Sales Budget & Cost Management
- Develop and manage the national oncology sales budget.
- Monitor sales and promotional expenses.
- Ensure optimum utilization of resources.
- Evaluate the effectiveness of sales and promotional investments.
- Drive sustainable and profitable business growth.
12. CRM & Sales Force Effectiveness
- Ensure effective use of CRM and sales-force automation systems.
- Monitor customer coverage, field activity and sales-force productivity.
- Use data analytics for territory planning, customer segmentation and resource allocation.
- Improve sales reporting, visibility and decision-making through effective use of digital tools.
13. Training & Capability Development
- Identify training requirements for the oncology sales team.
- Conduct training on products, disease areas, selling skills and customer engagement.
- Develop the capabilities of RSMs and ASMs.
- Ensure new team members receive appropriate product and oncology-market training.
- Build a strong pipeline of future sales leaders.
14. KPI Development & Monitoring
Key performance indicators may include:
- National oncology sales growth
- Achievement against annual/monthly targets
- Product-wise and therapy-wise growth
- Hospital and institutional sales
- Primary and secondary sales
- Oncologist/KOL coverage
- Customer productivity
- Sales-force productivity
- New account acquisition
- Product availability
- Forecast accuracy
- Distributor performance
- Inventory and expiry management
- Collection/outstanding performance
- Field-force retention and productivity
15. Travel Requirements
- Extensive travel across India will be required.
- Regular visits to major oncology markets, hospitals, cancer centres, distributors and key accounts.
- Conduct joint field work with RSMs and ASMs.
- Participate in relevant oncology conferences, meetings and approved industry events.
Pay: ₹1,500,000.00 - ₹2,500,000.00 per month
Benefits:
- Health insurance
- Leave encashment
- Paid time off
- Provident Fund
Location:
- Mumbai, Maharashtra (Mumbai, Mumbai District) (Required)
Work Location: In person
