Health Care First-Line Sales Manager
Industry
Healthcare / Pharmaceutical
Department
Sales & Business Development
Office Location
Vasanth Nagar, Bangalore
Job Purpose
The First-Line Sales Manager will be responsible for achieving business objectives within the assigned territory by effectively managing, coaching, and developing the field sales team.
The role will focus on sales execution, team productivity, customer engagement, territory management, and achievement of revenue and market-share targets, while ensuring compliance with company policies and applicable healthcare/pharmaceutical regulations.
Key Responsibilities1. Sales & Business Performance
- Achieve monthly, quarterly, and annual sales targets for the assigned territory.
- Develop and execute territory-level sales strategies and action plans.
- Monitor territory performance, identify gaps, and implement corrective actions.
- Drive product growth, prescription generation, customer acquisition, and market development.
- Track sales trends, competitor activities, and market opportunities.
2. Team Management
- Directly manage and motivate Medical Representatives / Business Executives.
- Set clear individual and team objectives aligned with business goals.
- Conduct regular field visits and joint customer calls with team members.
- Coach team members on product knowledge, selling skills, customer engagement, and territory management.
- Conduct regular performance reviews and provide constructive feedback.
- Identify training and development needs and support capability building.
- Recognize high performers and manage underperformance through structured action plans.
3. Field Force Effectiveness
- Ensure effective coverage of doctors, hospitals, clinics, pharmacies, distributors, and other relevant healthcare stakeholders.
- Optimize call planning, customer segmentation, frequency, and territory coverage.
- Monitor field-force productivity and quality of customer interactions.
- Ensure timely reporting and effective use of CRM/SFA systems.
4. Customer & Stakeholder Management
- Build strong professional relationships with key healthcare professionals and customers.
- Support the team in managing key accounts and high-value customers.
- Understand customer needs and provide appropriate product and service solutions.
- Participate in scientific/product discussions, customer meetings, conferences, and healthcare events as required.
5. Market Intelligence
- Monitor competitor products, pricing, promotional activities, launches, and market trends.
- Provide actionable market intelligence and feedback to senior management.
- Identify new business opportunities and potential growth areas within the territory.
6. Compliance & Governance
- Ensure the team operates in accordance with company policies, ethical selling standards, and applicable healthcare/pharmaceutical regulations.
- Ensure all promotional activities and customer interactions are conducted responsibly and professionally.
- Maintain accurate sales, expense, customer, and activity records.
Key Performance Indicators (KPIs)
- Achievement of monthly/quarterly/annual sales targets
- Territory growth and market-share improvement
- Team productivity and individual target achievement
- Customer coverage and call effectiveness
- New customer/account development
- Product-wise performance
- Sales-force retention and capability development
- CRM/SFA compliance and reporting accuracy
- Training and coaching effectiveness
- Compliance with company policies
Candidate ProfileEducation
- Bachelor's degree required.
- Degree in Pharmacy, Life Sciences, Healthcare, Business Management, or a related discipline preferred.
- MBA/PGDM in Sales & Marketing is an advantage.
Experience
- 4–8 years of experience in healthcare/pharmaceutical/medical sales.
- Prior experience managing a field sales team is preferred.
- Experience in doctor engagement, hospital/clinic sales, distribution, or healthcare product promotion is desirable.
Key Skills
- Sales and territory management
- People management and coaching
- Communication and presentation skills
- Negotiation and influencing
- Business planning and analytical ability
- Customer relationship management
- Market and competitor analysis
- Problem-solving and decision-making
- CRM/SFA and MS Office proficiency
Personal Attributes
- Strong ownership and accountability
- Results-oriented mindset
- High integrity and ethical approach
- Strong interpersonal skills
- Ability to coach and develop people
- Commercial and customer-oriented thinking
- Ability to work effectively in a field-based environment
- Willingness to travel extensively within the assigned territory
What Success Looks Like
The successful FLSM will build a high-performing, motivated, and compliant sales team while consistently delivering territory growth, improving field-force productivity, strengthening customer relationships, and developing future sales leaders.
Employment Type: Full-time
Travel: Field travel required
Experience Level: Mid-level Management
Pay: ₹55,000.00 - ₹70,000.00 per month
Benefits:
- Cell phone reimbursement
- Health insurance
- Leave encashment
- Paid sick time
- Provident Fund
Work Location: In person
