Job Description: Chief Sales O-icer (CSO) – India Business
Location: Chandigarh | India
Reports To: CEO/Managing Director
Team Leadership: Leads the Heads of all four domestic business verticals (Global Critical Care, Generic
Business Unit, Institutional Business, Domestic Operations) and their associated Product Management /
Marketing teams.
Our Company
A Leader in Critical Care
We are a leading Indian pharmaceutical organization committed to advancing healthcare across the nation.
Our diverse portfolio ranges from our own proprietary research molecules that address critical unmet needs to
accessible branded and trade generics that reach every corner of the country. We are defined by our
commitment to quality, innovation, and a deep understanding of the Indian healthcare ecosystem.
The Opportunity:
Architect of India’s Commercial Dominance
This is a paramount leadership opportunity for a seasoned and dynamic commercial leader to take command
of our entire India and Nepal business. As the Chief Sales O-icer, you will be the architect of our domestic
growth strategy, wielding full P&L responsibility across four distinct and powerful business verticals:
1. Global Critical Care: A specialized, high-science division focused on our proprietary research
molecules for tertiary care hospitals.
2. Generic Business Unit: A 100% digital-first, high-potential trade generics business poised for
disruptive growth.
3. Institutional Business: A strategic pillar encompassing government tenders, large hospital contracts,
and third-party contract manufacturing business.
4. Domestic Operations: The foundational branded generics business with a vast portfolio and a
significant field force.
This role requires a master strategist who can seamlessly pivot between these diverse models—driving high-
touch KOL engagement one moment and scaling a digital commerce platform the next. You will be responsible
for not just leading sales but also for guiding the marketing strategy for our core divisions, ensuring a fully
integrated and formidable commercial engine.
Key Responsibilities: Driving Multi-Channel Growth & Market Leadership
• Strategic P&L and Sales Leadership:
o Assume full ownership of the P&L, revenue, and profitability for the entire India & Nepal business.
o Develop and execute a cohesive, overarching commercial strategy that optimizes growth and
synergy across all four business verticals.
o Set ambitious sales targets, budgets, and KPIs for each division and ensure rigorous performance
management to achieve them.
• Global Critical Care (GCC) Leadership:
o Spearhead the strategy for our super-specialty division, focusing on value-based selling of high-
science research molecules.
o Drive deep engagement with Key Opinion Leaders (KOLs), major hospital chains, and clinical
societies to establish our products as the standard of care.
o Lead the dedicated GCC marketing team to create impactful, science-driven campaigns and
educational initiatives.
• Generic Business Unit (GBU) Disruption & Scaling:
o Champion the next wave of growth for our digital-first trade generics platform, with a mandate to
disrupt the market and build a formidable, unassailable lead.
o Oversee the strategy for customer acquisition (stockists), digital engagement, and operational
excellence (supply chain, query resolution).
o Leverage data analytics to drive decision-making, optimize pricing, and identify new opportunities
for expansion.
• Institutional Business Dominance:
o Lead the strategy to expand our footprint in institutional sales, with a strong focus on government
tenders (Central, State, Defense, Railways) and major hospital contracts (AIIMS, PGI).
o Develop and nurture high-level relationships within government procurement bodies and
institutional leadership.
o Provide strategic oversight for our third-party contract manufacturing business, identifying and
securing profitable partnerships.
• Domestic Operations (DO) Optimization:
o Drive the strategy for our core branded generics division, focusing on sales force e-ectiveness
(SFE), market share growth, and portfolio profitability.
o Lead a mid-sized field force across India and Nepal, fostering a culture of high performance,
accountability, and ethical practices.
• Integrated Marketing & Brand Leadership:
o Provide strategic leadership to the three dedicated Product Management Teams (PMTs)
supporting the GCC and DO divisions.
o Ensure marketing strategies (LBLs, campaigns, CMEs, digital marketing) are innovative, impactful,
and tightly aligned with sales objectives to maximize ROI.
Ideal Candidate Profile: A Master of the Indian Pharma Market
• Essential Qualifications:
o A strong background in pharmaceutical/medicine and an MBA or equivalent postgraduate
management degree is mandatory
• Depth of Experience:
o 20+ years of progressive commercial leadership experience within the Indian pharmaceutical
industry, with at least 10 years in a senior national or zonal leadership role (e.g., Country Head,
National Sales Head, SBU Head).
o Crucially, must have a proven track record of leading at least two or three of the following
business models at scale: branded generics (with a large field force), institutional/tender-
based sales, and specialty/critical care sales.
o Demonstrable experience managing a significant P&L (>₹500) crores) with a clear history of
delivering sustained revenue growth and profitability.
o Proven success in managing large, geographically dispersed sales teams (300+ members).
o Experience in leading or working in very close collaboration with pharma marketing/product
management teams is essential.
• Critical Skills & Knowledge:
o Deep, "inside-and-out" understanding of the Indian pharmaceutical market, including its
regulatory environment, pricing dynamics, distribution channels, and competitive landscape.
o Expertise in government and institutional tender processes, including relationship
management with procurement agencies.
o A strong digital mindset and a clear vision for leveraging technology to disrupt traditional sales
models and drive e-iciency.
o Mastery of sales force e-ectiveness principles, territory management, and incentive design.
o Exceptional strategic thinking, analytical, and problem-solving skills.
• Personal Attributes & Mindset:
o A true disruptor, someone who is not afraid to challenge the status quo and drive change,
particularly in digital transformation and business transparency.
o An inspirational and hands-on leader who can command respect and motivate diverse teams.
o Commercially aggressive with strong results-orientation yet grounded in the highest ethical
standards.
o Exceptional negotiation, communication, and relationship-building skills, comfortable
engaging with everyone from a field representative to a government secretary.
• Preferred Additional Experience (Highly Advantageous):
o Experience managing CRAMS / third-party contract manufacturing business development.
o Exposure to the Nepal pharmaceutical market.
