Novartis
Area Manager- Institutional: Regional Business Manager
India · Work style not stated · Full time
Apply on the employer’s site ↗See how well you match this job
You apply directly with the employer. ROLIVA does not submit applications from this page and is not the employer.
About the role
Description from the employer’s posting. Check the employer’s page for the current version.
- EmployerNovartis
- LocationIndia
- Work styleWork style not stated
- Employment typeFull time
- Employer posted
Job Description Summary
The Institutional Regional Business Manager/First Line Sales Manager is responsible for leading a high-performing sales team to deliver exceptional customer engagement and achieve commercial objectives. This role requires strategic thinking, deep payer market knowledge and the ability to translate national strategies into effective local execution.
Job Description
Location- Mumbai
Key Responsibilities:
Lead and coach the team to achieve sales, productivity and performance targets through strong in-field coaching, call planning and disciplined execution.
Drive business growth for innovative, concept-driven brands across government and institutional healthcare accounts by developing and executing strategic account plans.
Navigate the complex Indian public healthcare ecosystem, including Central and State Government institutions, CGHS, ESIC, Defence,Railways, leadinggovernment medical colleges, to optimize brand access and utilization.
Show full description
Build and strengthen advocacy among key healthcare professionals, institutional decision-makers, and opinion leaders through scientific engagement and evidence-based value discussions.
Facilitate inclusion and sustained utilization of company brands within institutional formularies, treatment protocols, and clinical pathways through compliant stakeholder engagement.
Map and engage key stakeholders across institutional accounts, including department heads, formulary committee members, procurement authorities, pharmacists, administrators, and clinical influencers.
Identify access barriers impacting patient availability and collaborate with cross-functional teams to develop solutions that improve institutional adoption and patient access.
Track institutional business performance,analyzeaccount trends, and implement corrective actions to achieve short-term targets and long-term strategic objectives.
Create and execute regional/territory business plans aligned to brand strategy (targeting, coverage, quarterly priorities, cycle plans) and review progress through regular business reviews.
Use sales and prescription insights, analytics and market intelligence to optimize targeting, improve call effectiveness and implement timely corrective actions.
Ensure brand plan execution and KPI governance (coverage, call quality, demand drivers, availability) and manage risks across competition, access and supply.
Operate within company policies and ethical codes
Partner with Marketing, Medical, Value & Access and Supply to deliver regional initiatives, resolve customer issues and improve patient access where applicable.
Build team capability through structured coaching (joint work, role plays, feedback), onboarding, performance reviews and talent development/succession planning.
Own forecasting and business hygiene: accurate outlook, budget/expense discipline, and timely reporting/documentation.
Work with distribution/trade partners to ensure availability, primary–secondary alignment and stock/expiry risk control in priority channels.
Drive omnichannel execution and ensure data quality, privacy and use of approved content.
Continuously track competition and guideline/evidence updates and translate insights into local actions to protect and grow share.
Essential Requirements:
Bachelor’s degree (Life Sciences/Pharmacy/Business or related).
MBA/PGDM preferred.
6–10 years pharma sales experience,with 3-4 years ofmanaging Institutional/Government business.
Immunology, Vaccines, Oncology,Cardiovascular/ Specialty therapy exposure preferred.
2–4 years team handling with strong coaching and performance management skills.
Mandatory requirement of proven experience in navigating the Indian government healthcare ecosystem, including Central Government Health Scheme (CGHS), ESIC, State Government Health Programs, Railways, Defence, ECHS, Municipal Corporations, and major government medical colleges.
Experience launching or scaling innovative therapies in institutional or government segments is highly preferred.
Strong analytics; proficient in MS Office.
Strong communication, influencing and stakeholder management skills.
High ethics and compliance orientation; working knowledge of promotional codes/SOPs.
Employees with CRM team experience will be preferred
High field orientation; willing to travel extensively within the region.
Commitment to Diversity and Inclusion / EEO paragraph:
Novartis is committed to building an outstanding, inclusive work environment and diverseteams’representative of the patients and communities we serve.
Why Novartis:Helping people with disease and their families takes more than innovative science. It takes a community of smart, passionate people like you. Collaborating,supportingand inspiring each other. Combining to achieve breakthroughs that change patients’ lives. Ready to create a brighter future together?https://www.novartis.com/about/strategy/people-and-culture
Benefits and Rewards:Read our handbook to learn about all the ways we’ll help you thrive personally and professionally:https://www.novartis.com/careers/benefits-rewards
Skills Desired
Change Management, Coaching, Collaboration, Commercial Excellence, Complexity Management, Leadership, Mentorship, Professional Ethics
Check your resume against this job Free, no sign-up. Nothing you paste is stored.
Staying safe while you apply
- Never pay to apply, interview or accept an offer. ROLIVA never asks you for payment to apply to a job.
- Apply only through the official “Apply on the employer’s site” button, on the employer’s own site, and check that a recruiter’s email uses that employer’s own domain rather than a free email address.
- Be cautious of an offer made with no real interview, or pressure to decide quickly or share financial details early.
Does something look wrong with this listing? Use “Report broken link” in the role details, or read ROLIVA’s full job-safety guidance ↗.
Preparing for this role with ROLIVA
- Check the fit.
Compare the requirements with the experience you have confirmed, including gaps.
- Prepare honestly.
Build interview stories and application drafts from your own evidence.
- Keep track.
Save the role and record your own application status and follow-ups.
At a glance
- Employment typeFull time
- Employer posted
- Added to ROLIVA
- Last checked
Skills in this posting
Skills ROLIVA found in the employer’s own description above. A mention is not a requirement.