Institutional Business Manager

Glenmark Pharmaceuticals; Khordha; On-site; INR 600,000 - 900,000; Full time

Job summary

Glenmark Pharmaceuticals in India seeks a field sales professional to drive public hospital sales in Odisha, focusing on government tenders, rate contracts, and new account opportunities. You will coordinate with tender and HO teams to improve win rates.

The role involves building product inclusion in formulary, driving demand generation with distributors, and expanding product placements in key accounts.

Qualifications

• Bachelor's degree from any stream is required.
• Masters or Marketing degree would be an added advantage.

Responsibilities

• Tender Participation: provide competitor data and represent in pre-bid meetings.
• Work with tender team and distributor to improve tender win rate.
• Ensure product inclusion in formulary of accounts with distributor liaison.
• Drive demand generation through marketing activities and bulk opportunities.
• Create new accounts and review dormant budgets to add products in existing accounts.

Skills

Tender participation

Formulary inclusion

Demand generation

New account creation

Distributor liaison

Education

Bachelor's degree

Master's degree

Marketing degree

Job description

Role & responsibilities :-

As part of the India Business, the Instar team is responsible for driving the sales volume in public/ government hospitals

• State Govt. (Medical State Corporation Limited)
• Central Govt Medical College
• ESIC Model Hospitals & ESIS State Department
• Command/Military hospitals,
• Public Sector Undertakings,
• Railways.
• GMSD/ CGHS

The incumbent will work closely to leverage the growth opportunities in public hospitals by driving over all business through Rate contracts and by creating new accounts & new product addition in the existing hospitals. The incumbent will drive selected Glenmark brands across key government hospitals through demand generation activities & ensuring store availability in association with the distributor/ liaisoner. The incumbent shall be reporting to Zonal Sales manager and will work closely with Tender team & HO team to improve the tender win rate in the designated key accounts.

Responsibilities:

1) Tender Participation

• Provide Competitor data on particular product/Institute.
• Represent in pre-bid meetings wherever required
• Work closely with the tender team and distributor for improving the tender win rate

2) Product Inclusion in Formulary of Account

• Work closely with distributor/ liasioner to ensure product is included in formulary

3) Demand Generation

• Actively work for demand creation through marketing activities
• Work closely with distributor/ liasioner to seek for opportunities for Bulk demands

4) New Account Creation:

• To constantly review if any new budget is allocated for any dormant account.
• Closely work for adding new products in existing accounts

Educational Qualifications

• Bachelors degree from any stream, Masters or Marketing degree would be an added advantage