National Sales Manager(Female)

PART 1 – CANDIDATE REQUIREMENTS

Position:

Company: Medcure Organics Pvt. Ltd, Established: 2010

Website:www.medcureorganics.com

Industry: Dermaceuticals & Cosmeceuticals

Gender: Female Preferred

Age: Upto 35 years

Experience: 8–15 years

Location: Agra with extensive Pan-India travel

National Sales Manager – Dermaceuticals & Cosmeceuticals

1. Industry Experience:

• Candidates currently working as RSM / ZSM / NSM / National Business Manager / Senior Sales Manager or equivalent will be preferred.
• Proven track record of achieving and exceeding sales targets.
• Minimum 3–5 years of experience in a sales leadership role.
• 8–15 years of progressive experience in Pharmaceutical / Dermaceutical / Cosmeceutical / Dermatology / Aesthetic / Healthcare sales.

2. Dermatology & Doctor Network:

• Strong knowledge of dermatology, skincare, haircare, dermaceutical formulations and aesthetic products.
• Experience in working with dermatologists, cosmetologists, trichologists, aesthetic physicians and clinic owners.
• Existing network of dermatologists/KOLs across multiple Indian markets will be a strong advantage.
• Proven ability to generate and increase doctor prescriptions (Rx).

3. Communication & Personality – MANDATORY:

• Excellent verbal and written communication skills are mandatory.
• Excellent presentation and scientific detailing skills.
• Strong interpersonal and relationship-building abilities.
• Excellent negotiation, persuasion and objection-handling skills.
• Confident in communicating with senior doctors, KOLs, distributors and senior management.ofessional, energetic, confident and highly presentable personality.

4. Advanced Excel & Analytical Skills – MANDATORY:

• Advanced knowledge of MS Excel is mandatory.
• Should be comfortable working with large sales datasets and MIS.

Strong knowledge of:

o  Pivot Tables

o  XLOOKUP / VLOOKUP

o  SUMIFS / COUNTIFS

o  Sales dashboards

o  Charts and data visualization

o  Target vs. achievement analysis

o  Territory-wise sales analysis

o  Forecasting

o  Sales productivity analysis

• Experience with CRM / SFA / Sales Automation software will be an added advantage.

5. Business & Commercial Skills:

• Strong understanding of primary, secondary and tertiary sales.
• Experience in distributor management and channel development.
• Understanding of credit, receivables, inventory, expiry and liquidation management.
• Strong business development and market expansion capabilities.
• Ability to identify new territories, cities and business opportunities.
• Experience in new product launches will be highly preferred.

6. Travel Requirement:

• Must be willing to travel extensively across India.
• Approximately 15–18 days of travel per month may be required.
• Must be comfortable conducting individual field work and personally meeting important doctors/KOLs.

7. Educational Qualification:

• B.Sc / B.Pharm / D.Pharm preferred.
• MBA / PGDM in Sales & Marketing will be an added advantage.
• Strong relevant industry experience may be considered in lieu of a preferred qualification.

8. Age:

Preferably not more than 35 years, considering the extensive travel, field leadership responsibilities and highly dynamic nature of the position.

9. Compensation:

Fixed CTC: ₹5,00,000–₹7,20,000 per annum, depending on experience and capability.

Additional Benefits:

• Performance-linked monthly/quarterly incentives
• Annual performance bonus
• TA/DA and approved business travel expenses over and above salary/CTC
• Medical benefits as per company policy
• Other performance-linked benefits

·        Direct Doctor/KOL Calling – Mandatory:

The candidate must be willing and capable of personally visiting dermatologists, cosmetologists, trichologists, aesthetic physicians and key clinic owners for prescription generation, relationship building and business development. This is a hands-on field-sales leadership role. The candidate will be required to independently develop and manage doctor relationships and should not expect a separate manpower/medical representative to be provided for her personal doctor coverage.

Ideal Candidate:

We are looking for a high-energy, commercially strong and highly professional female sales leader who can independently drive national business growth.

Preference will be given to candidates who have:

Strong dermatologist network + Excellent communication + Advanced Excel/MIS skills + Proven team leadership + Strong sales performance + Commercial acumen + Pan-India market experience.

PART 2 – DETAILED JOB DESCRIPTION

Job Title

National Sales Manager – Dermaceuticals & Cosmeceuticals

Company: Medcure Organics Pvt. Ltd.

Established: 2010

Industry: Dermaceuticals & Cosmeceuticals

Location: Agra / Pan-India

Reporting To: Senior Management

Job Summary:

The National Sales Manager will be responsible for leading, developing and scaling the Pan-India sales business of Medcure Organics' Dermaceutical & Cosmeceutical division.

The role requires an accomplished sales leader who can combine strategic planning, dermatologist relationship management, team leadership, business development, data analytics and strong commercial execution to deliver sustainable national revenue growth.

The NSM will have significant responsibility for expanding the dermatologist network, increasing prescription generation, strengthening distribution, developing new markets and building a high-performance national sales organization.

1. National Sales Strategy & Revenue Growth:

• Develop and execute annual, quarterly and monthly Pan-India sales strategies.
• Establish sales targets for all major regions and territories.
• Drive achievement of primary and secondary sales targets.
• Identify high-potential states, cities and territories for expansion.
• Develop strategies for Tier-2 and Tier-3 market penetration.
• Identify new business opportunities and revenue streams.
• Monitor performance against targets and implement corrective measures.
• Develop strategies for sustainable and profitable sales growth.

2. Dermatologist & KOL Relationship Management:

• Build and strengthen relationships with leading dermatologists, cosmetologists, trichologists and aesthetic physicians.
• Develop a strong national dermatologist prescription network.
• Identify and personally manage strategic KOL relationships.
• Increase productive doctor coverage and prescription generation.
• Participate in important doctor meetings, professional events and market visits.
• Understand market and doctor requirements and communicate insights to management.
• Develop long-term relationships with high-value prescribers.

3. Primary, Secondary & Tertiary Sales

• Monitor primary, secondary and tertiary sales.
• Ensure healthy movement of products through the distribution chain.
• Monitor distributor inventory and stock levels.
• Minimize slow-moving and non-moving inventory.
• Develop liquidation strategies where required.
• Monitor distributor performance and sales productivity.
• Ensure timely collections and healthy receivables.
• Minimize expiry, breakage and inventory-related losses.

4. National Team Leadership

• Lead ZSMs, RSMs, ABMs and Medical Representatives.
• Establish territory-wise targets and KPIs.
• Recruit and develop high-quality sales professionals.
• Conduct regular performance reviews and sales meetings.
• Develop training and coaching programs.
• Conduct joint field work with regional teams.
• Coach teams on scientific detailing, doctor conversion, objection handling and closing.
• Build a high-performance and accountable sales culture.
• Develop employee-retention strategies and minimize field-force attrition.

5. New Product Launches & Market Expansion

• Develop launch strategies for new dermaceutical and cosmeceutical products.
• Identify target doctors and markets for each launch.
• Prepare territory-wise launch plans.
• Track product performance during the first 6–12 months.
• Develop strategies for rapid doctor adoption and prescription generation.
• Identify new therapeutic and geographical opportunities.

6. Market Intelligence & Competition

• Monitor competitor products, pricing, schemes and promotional strategies.
• Track competitor doctor engagement and market positioning.
• Identify emerging dermatology and skincare trends.
• Provide actionable market intelligence to senior management.
• Recommend appropriate strategies for pricing, positioning and promotion.

7. MIS, Advanced Excel & Business Analytics

The NSM will be expected to use data extensively for decision-making.

Responsibilities include:

• Weekly and monthly sales MIS.
• Target vs. achievement analysis.
• Territory-wise and product-wise analysis.
• Doctor productivity and conversion analysis.
• Sales-team productivity analysis.
• Distributor performance analysis.
• Sales forecasting.
• Demand planning.
• Preparation of management dashboards.
• Identification of underperforming territories and corrective action.
• Analysis of sales trends and growth opportunities.

The candidate should be capable of independently preparing and interpreting sophisticated Excel-based sales reports using Pivot Tables, XLOOKUP/VLOOKUP, SUMIFS/COUNTIFS, charts, dashboards and other advanced Excel functions.

8. Commercial & P&L Management

• Monitor departmental sales budgets and operating expenses.
• Optimize promotional expenditure.
• Monitor field-force ROI.
• Control discounts and commercial schemes.
• Monitor credit exposure and outstanding receivables.
• Support management in maintaining healthy margins and profitability.
• Ensure sales growth is achieved without compromising cash flow or inventory health.

9. Field Work & Travel

The NSM will be expected to maintain a strong field presence despite the seniority of the position.

Approximately 15–18 days per month of Pan-India travel may be required for:

• Doctor/KOL meetings
• Market development
• Team joint work
• Distributor meetings
• New market expansion
• Product launches
• Sales reviews
• Training and coaching

TA/DA and approved business travel expenses will be provided separately and will be over and above the fixed salary/CTC, as per company policy

KEY PERFORMANCE INDICATORS

KPI

Measurement

National Revenue

Annual target achievement

Primary Sales

Monthly/annual achievement

Secondary Sales

Secondary sales growth

Doctor Acquisition

Increase in active prescribing doctors

Doctor Coverage

Productive doctor coverage

KOL Development

Strategic KOL relationships

New Product Launch

Revenue generated within 6–12 months

Territory Expansion

New markets/cities activated

Team Productivity

Sales per representative/territory

Distributor Performance

Sales and inventory efficiency

Receivables

Collection and credit discipline

Forecasting

Accuracy of sales forecasts

P&L

Budget vs. actual expenditure

Field Productivity

Productive calls and conversion

Personal Dermatologist Coverage – Critical Responsibility:

The NSM will be directly responsible for personally visiting and developing relationships with key dermatologists and KOLs across India. She will be required to undertake individual doctor calls, scientific detailing, product presentations, prescription generation and relationship management herself.

The company will provide sales-team manpower for the broader organizational structure as the business expands; however, no separate manpower will be assigned specifically to accompany or replace the NSM for her own doctor/KOL coverage. The NSM is expected to be a hands-on individual contributor as well as a team leader, particularly for high-value doctors, KOLs and strategic accounts.

I would also change the earlier wording “Personally manage top 100 KOLs” to “Personally visit and manage key dermatologists/KOLs”, because that makes the expectation much clearer and avoids any ambiguity.

SUCCESS IN THIS ROLE:

The successful candidate will be expected to deliver measurable improvement in:

National Revenue → Dermatologist Network → Prescription Generation → Market Coverage → Distributor Productivity → Team Performance → New Product Growth → Profitability

The ideal NSM will ultimately help Medcure Organics build a strong, scalable and professionally managed Pan-India Dermaceutical & Cosmeceutical sales organization.