Glenmark Pharmaceuticals
Website:
glenmarkpharma.com
Job details:
Job Description
GLENMARK PHARMACEUTICALS
Glenmark Pharmaceuticals Ltd. is an innovation-driven global pharmaceutical company with a presence across Specialty, Generics and OTC businesses. It focuses on the key therapeutic areas of respiratory, dermatology and oncology. The company has 10 world-class manufacturing facilities spread across 4 continents and operations in over 80 countries. Glenmark is ranked among the world’s top 100 biopharmaceutical companies (Top 100 Companies Ranked by Pharmaceutical Sales, 2020, by In Vivo/Scrip 100) and among the world’s top 50 companies in the off-patent sector (Top 50 Generics and Biosimilars Companies ranked by Sales, 2020, by Generics Bulletin/In Vivo). The company was listed on the Dow Jones Sustainability Index (DJSI), one of the world’s most respected and widely accepted sustainability benchmarks, under the category of emerging markets (2021) for the fourth consecutive year. For more information, visit www.glenmarkpharma.com
Role Overview
As a Zonal Sales Manager (ZSM) you will be responsible for driving business performance and achieving sales objectives across the assigned zone. The role entails strategic planning, execution excellence, people leadership, and tight control on sales operations by effectively managing a team of First Line manager (DSM) and Frontline Sales Officers (FSO). The ZSM is accountable for zone profitability, prescription generation, doctor coverage, and long‑term business growth while ensuring compliance with company policies and ethical standards.
Overall Job Responsibilities
- Achieve, exceed, and sustain zonal sales targets in line with organizational goals
- Lead, coach, develop, and motivate a team of DSMs and FSOs to ensure high productivity.
- Drive prescription generation, market share growth, and brand performance across key therapy areas
- Ensure effective territory planning, routing, doctor coverage, and customer segmentation
- Monitor primary, secondary sales, stock availability, and liquidation across the zone.
- Review performance metrics regularly and take timely corrective actions
- Conduct joint field working with DSMs and FSOs to improve selling effectiveness
- Identify high‑ potential talent, support capability building, and ensure succession planning
- Align promotional activities, brand focus, and marketing campaigns within the zone
- Ensure strict adherence to compliance, ethical promotion, and company SOPs.
- Collaborate closely with Marketing, Sales Training, HR, Finance, and Supply Chain team
- Maintain strong relationships with key customers, opinion leaders, and trade partners
- Prepare and present zonal reviews, forecasts, and action plans to senior management
KEY RELATIONSHIPS / STAKEHOLDERS
External
- Key Doctors / KOLs
- Distributors, Stockists, and Trade Partners
- Channel Partners (where applicable)
Educational Qualifications
DESIRED EXPERIENCE AND KNOWLEDGE
Any Graduate
Experience And Knowledge
- 12-16 years of overall experience in Pharmaceutical Sales
- Currently working or earlier experience as District Sales Manager (DSM) or Regional Sales Manager (RSM)
- Strong exposure to managing multiple districts and large field force teams
- Proven track record of consistently achieving sales targets
- Solid understanding of the Indian pharma market, prescription dynamics, and trade channels
- Experience in driving new product launches and brand growth
Skills & Competencies
- Strong leadership and people ‑management capability
- High level of business acumen and result orientation
- Excellent planning, analytical, and execution skills
- Ability to build, guide, and retain high‑performing sales teams
- Effective communication, coaching, and influencing skills
- Strong customer engagement and relationship‑building ability.
- Problem‑solving mindset with a bias for action
- Good understanding of sales force effectiveness and territory management
- High ethical standards with commitment to compliance and governance
- Ability to work in a fast‑paced, target‑driven environment
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