Area Sales Manager - Institutional Business

Area Sales Manager / Sr. Area Sales Manager Institutions (CMH)

At Lilly, we unite caring with discovery to make life better for people around the world. We are a global healthcare leader headquartered in Indianapolis, Indiana. Our employees around the world work to discover and bring life-changing medicines to those who need them, improve the understanding and management of disease, and give back to our communities through philanthropy and volunteerism. We give our best effort to our work, and we put people first. We’re looking for people who are determined to make life better for people around the world.

To lead and drive institutional business performance across India by enabling access to Lilly’s biopharmaceutical portfolio within government and large healthcare institutions. The role is accountable for institutional account strategy, reimbursement performance, people leadership, and cross‑functional execution, ensuring sustainable growth while upholding the highest standards of compliance and ethics.

Area Institutional Business Development

• Develop and execute area‑level institutional business plans aligned to affiliate strategy, annual targets, reimbursement priorities, and historical performance.
• Drive institution-wise and account-wise planning, including CGHS, Army, Railways, ESIC, public and private hospitals.
• Allocate targets and priorities to Institutional Territory Managers (SRs) in alignment with business objectives.
• Maintain deep understanding of institutional healthcare decision‑making, Reimbursement and tender mechanisms, Local and national health policy environment
• Review and guide SRs’ account plans, DMU mapping, and access strategies; recommend course corrections where required.
• Track SPP targets vs achievement and overall sales performance for self and team.
• Ensure strict adherence to compliance guidelines across all institutional activities.

Institutional Sales Team Development

• Source, select, and onboard high‑quality institutional sales talent.
• Ensure effective induction and early productivity of new team members within assigned territories.
• Partner with SRs to identify career aspirations, create Individual Development Plans, build long‑term institutional capability
• Conduct regular field coaching focused on scientific and in‑clinic effectiveness, institutional stakeholder engagement, account planning and reimbursement navigation
• Apply the Lilly Coaching Model using active listening and structured feedback.
• Monitor performance, provide timely feedback, recognize achievements, and drive engagement.
• Ensure timely vacancy closure, strong quality of hires, and retention of key talent.

Institutional Customer & Stakeholder Management

• Allocate KOL and key institutional account responsibilities across the team.
• Guide and participate in institutional scientific engagements, CMEs, and approved programs.
• Build and sustain personal relationships with key clinicians, hospital leadership, pharmacy and procurement stakeholders
• Review effectiveness of engagement activities through structured feedback and outcomes.
• Act as a cross‑functional anchor for the team, coordinating with Marketing, Medical, Access, Supply Chain, Operations
• Foster a strong Team Lilly culture through structured team‑building initiatives.

4) Institutional Trade & Supply Coordination

• Oversee engagement with institutional stockists, hospital pharmacies, and CFAs to ensure uninterrupted availability.
• Validate stock and sales statements for the area.
• Monitor primary and secondary sales in line with company guidelines.
• Proactively identify supply risks and coordinate resolution with Supply Chain and Operations teams.

5) Reporting, Governance & Analytics

• Review On‑demand reports, 90‑day action plans, Monthly performance trackers
• Consolidate and submit area‑level institutional performance reports.
• Present business performance, risks, and opportunities during monthly reviews.

6) Qualifications & Experience Required:

• University degree, preferably in Science or Business (MBA preferred).
• Minimum 5–7 years of experience in pharmaceutical sales with team leadership exposure.
• Demonstrated success in institutional / specialty / access-driven businesses preferred.
• Strong people leadership, coaching, and talent development capabilities.
• Excellent interpersonal, written, and verbal communication skills.
• Experience in launch readiness or pre‑commercialization is an advantage.

Ensure data accuracy, analytical rigor, and timely submission.

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Lilly does not discriminate on the basis of age, race, color, religion, gender, sexual orientation, gender identity, gender expression, national origin, protected veteran status, disability or any other legally protected status.

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Experience Level

Senior Level