Associate General Manager - Pharma Sales

Himalaya Wellness Company; Bengaluru; On-site; INR 800,000 - 1,200,000; Full time

Job summary

Himalaya Wellness Company in Bengaluru is seeking an Associate General Manager - Pharma Sales with a strong track record in pharmaceutical sales leadership to drive South region performance. You will build distribution networks and steer Zonal Managers and field teams to achieve regional targets.

You will oversee sales planning, forecasting, and market intelligence, guiding RMs and ZMs with coaching to expand market share and ensure alignment with the company's growth objectives across five

Qualifications

• 15+ years of sales experience with multi-layered teams (ZMs, RMs, field staff).
• MBA preferred; science background advantageous.
• Pharmaceutical sales experience with pharma distribution networks.

Responsibilities

• Drive sales strategy and achieve regional targets.
• Review inputs from Zonal Managers to finalize forecasts and plans.
• Monitor performance and implement corrective actions.
• Identify growth opportunities and expand market share in the South region.
• Oversee stockist networks and ensure availability and orders.
• Coach and develop Zonal Managers and regional teams.

Skills

Sales leadership

Zonal management

Strategic planning

People management

Pharma sales

Education

MBA

Science background

Job description

Associate General Manager - Pharma Sales

Company: Himalaya Wellness Company Location: Bangalore (South India) Department: Sales Reports to: Business Head Direct Reports: Zonal Managers

Role Overview

Himalaya Wellness is seeking a dynamic and experienced Associate General Manager with a strong background in the pharmaceutical sales. The role involves driving sales performance across South region, building strong distribution networks, and ensuring effective execution through Zonal Managers and field teams to drive business across the 5 states of South

The AGM will oversee regional operations, guide teams strategically, and ensure alignment with organizational sales objectives.

Key Responsibilities

• Sales Strategy & Target Achievement
• Drive overall sales performance and ensure achievement of regional and zonal targets.
• Review inputs from Zonal Managers to finalize annual sales forecasts and business plans.
• Monitor performance against targets and initiate corrective actions where required.
• Identify growth opportunities and expand market share in the poultry segment.

Team Leadership & Reporting Structure

• Manage and mentor Zonal Managers (ZMs), who in turn supervise Regional Managers (RMs) and field teams.
• Ensure ZMs function in a supportive, advisory, and supervisory role towards their teams.
• Build a high-performance culture through continuous coaching and development.

Zonal Management Oversight

Sales Planning & Forecasting (Via ZMs)

• Ensure ZMs:
• Assist in preparing annual sales forecasts based on past performance and market potential.
• Provide monthly rolling forecasts (3-month horizon).
• Support RMs in region-wise budgeting aligned with company objectives.

Performance Monitoring

• Review zonal achievements vs. targets regularly.
• Guide ZMs in implementing corrective actions where performance gaps arise.

Market Intelligence & Business Insights

• Ensure ZMs actively contribute to market intelligence by:
• Tracking customer needs and evolving trends.
• Providing feedback on promotional strategies.
• Monitoring competitors' activities.
• Identifying future market opportunities.

Team Development & Performance Management

• Review ZMs’ evaluation of Regional Managers’ performance.
• Guide ZMs in:
• Coaching, motivating, and improving team effectiveness.
• Identifying training needs and facilitating development programs.
• Grooming high-potential talent for career progression.

Customer & Market Engagement

• Oversee key customer relationships across zones.
• Ensure ZMs maintain direct engagement with key stakeholders such as:
• Customers (Doctors, Chemists)
• Integrators
• Strengthen brand presence and customer trust in the market.

Field Execution & Joint Working

• Ensure ZMs conduct structured field visits with clear objectives.
• Promote effective field coaching practices, including:
• Pre-call planning
• In-call observation
• Post-call feedback
• Continuous follow-up

Marketing & Promotional Activities

• Align with marketing teams to execute promotional strategies.
• Support ZMs in organizing:
• Campaigns
• Seminars
• Medical camps and academic engagements

Product Launch & Business Expansion

• Ensure smooth execution of new product launches across zones.
• Monitor adoption and sales performance of new products.

Distribution & Stockist Management

• Oversee stockist network through ZMs:
• Appointment and performance monitoring
• Ensuring availability and order fulfillment
• Monitoring secondary sales and collections
• Managing claims (expiry/breakage)

Administration & Compliance

• Ensure timely submission and review of reports:
• Weekly and monthly sales reports
• Expense statements
• Sales and stock reports
• Monitor compliance with company policies and expense norms.
• Track attendance and leave records indirectly via ZMs.

Performance Review & Projects

• Conduct periodic reviews of:
• Personal performance
• Zonal and regional performance
• Participate in strategic initiatives and special projects as required.

Qualifications & Experience

• Science background or related field (MBA preferred).
• 15+ years of experience in sales, with significant exposure.
• Proven experience in managing multi-layered sales teams (ZMs, RMs, field staff).