National Sales Manager - Corporate Hospital

Job Title:

National Sales Manager

Business Unit:

Alternate Trade, GT & Institution Head

Job Grade

Location:

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.

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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.”

Profile Summary:

 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.

Key responsibilities:

1. National Business 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.

2. Corporate Hospital Business

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.

3. Strategic Account Management

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.

4. Portfolio Expansion & New Product Launches

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.

5. Team Leadership & Capability Building

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.

6. Cross-Functional & Stakeholder Management

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.

7. Digital & Data-Driven Business Excellence

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.

Travel Estimate

80%

Job Requirements

Educational Qualification

Graduate in Science/Pharmacy; MBA/PGDM preferred.

Experience

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

Your Success Matters to Us

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).