National Sales Manager
Alternate Trade, GT & Institution Head
Mumbai, India
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.
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.”
Sun Pharma is looking for a National Sales Manager (NSM) – Corporate Hospital Business to lead and drive the growth of its Corporate Hospital Business across India.
The role will be responsible for business strategy, market-share growth, key hospital partnerships, institutional sales excellence, portfolio expansion and execution across the national hospital ecosystem. The incumbent will work closely with Sales teams, Marketing, Distribution and other cross-functional teams to build a strong, sustainable and future-ready hospital business.
This is a strategic leadership role requiring deep expertise in the exclusive hospital business, strong commercial acumen and established relationships with senior hospital stakeholders, particularly Procurement, SCM and Purchase leadership.
Own and drive the national Corporate Hospital Business, with accountability for growth, profitability, market share and business performance.
Develop and execute annual business plans, forecasts, budgets and growth strategies for the hospital channel.
Identify opportunities for geographical expansion, deeper hospital penetration and business development across Metro, Tier 1, Tier 2 and Tier 3 markets.
Track market dynamics, competitive landscape and regional performance, translating insights into actionable business strategies.
Drive sustainable growth through strategic account management and institutional business development.
Lead business development across large corporate hospital chains, standalone hospitals, trust accounts.
Build and strengthen strategic relationships with senior hospital decision-makers and key stakeholders.
Establish strong engagement with hospital SCM, Procurement, Purchase and Commercial leadership.
Drive hospital empanelment, formulary inclusion, explore business opportunities with new brand inclusions.
Develop and manage strategic relationships with key hospital networks and purchasing organisations.
Ensure strong execution of hospital-specific business plans and account strategies.
Develop a robust Key Account Management framework for top corporate hospital groups and strategic institutions.
Map decision-making structures and build relationships across hospital management, procurement, SCM, Purchase, clinical stakeholders and other influencers.
Identify and unlock new business opportunities within existing and emerging hospital networks.
Drive long-term partnerships with key institutional customers rather than transactional business relationships.
Identify portfolio gaps and market opportunities within the hospital channel.
Work closely with Marketing, distribution and Sales teams to develop a competitive hospital portfolio and channel strategy.
Drive launch excellence and new product availability across key institutions.
Ensure effective product placement, availability and execution within hospitals.
Monitor supply chain performance and proactively address product availability and service challenges.
Lead, coach and develop a high-performing national hospital business team comprising regional/zonal and frontline teams.
Build capabilities in institutional selling, strategic account management, hospital access, negotiation and stakeholder engagement.
Establish a strong performance culture with clear objectives, review mechanisms and accountability.
Develop talent and succession capability for the hospital business.
Partner closely with Supply Chain, Procurement, Finance, Marketing, Medical, Sales and Digital teams to deliver business objectives.
Drive effective coordination between commercial strategy and operational execution.
Represent the organisation at relevant hospital forums, industry platforms, conferences and strategic customer engagements.
Ensure adherence to company policies, compliance standards and established SOPs.
Drive adoption of CRM, analytics and digital tools across the hospital business.
Use business intelligence and performance dashboards to identify opportunities, track execution and improve productivity.
Build data-led approaches to customer segmentation, account prioritisation, forecasting and business planning.
Identify opportunities for technology-enabled hospital engagement and future-ready business models.
80%
Graduate in Science/Pharmacy; MBA/PGDM preferred.
Minimum 10 years of exclusive Pharma Hospital Business experience.
Mandatory minimum 5 years of exclusive Hospital Business experience in a National role or having handled minimum 3 zones out of 4 zones in Pan India leadership role.
Only candidates with exclusive Hospital Business experience should apply.
Well-versed with the top-end corporate hospital ecosystem and senior hospital management.
Established relationships with senior stakeholders in SCM, Procurement, Purchase and Commercial functions of leading hospitals.
Strong understanding of the Indian hospital ecosystem and corporate hospital business models.
Proven track record of delivering business growth, strategic account development and large institutional business
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).
Sun Pharma is the world's fourth-largest speciality generic pharmaceutical company and No. 1 in India. We provide high-quality, affordable medicines trusted by customers and patients in over 100 countries. Sun Pharma's global presence is supported by more than 40 manufacturing facilities spread across 5 continents, R&D centres across the globe, and a multicultural workforce comprising over 50 nationalities. Sun Pharma fosters excellence through innovation supported by strong R&D capabilities comprising around 3,000 scientists and R&D investments of over 6-8% of annual revenues.
At Sun, our people are our greatest asset. Ours has never been a story of individual brilliance but of cultivating a culture of realising collective potential. In our journey, everyone is enabled to take charge in an environment that offers limitless growth opportunities. We are with you every step of the way, so you can shine for years to come.
With the launch of our Employee Value Proposition (EVP), we define our promise to ‘Create Your Own Sunshine'—driven by the three pillars of Better Every Day, Take Charge, and Thrive Together. These pillars drive progress at Sun so that people can achieve what they would have thought impossible. Learn more about our EVP here: https://sunpharma.com/careers/
