Regional Sales Manager

Hollister Global Business Services India PVT LTD; Mumbai; On-site; INR 600,000 - 900,000; Full time

Job summary

Hollister Global Business Services India Pvt Ltd in Mumbai seeks an experienced sales leader to own regional ostomy and continence care targets. You will translate national strategies into region-specific plans, drive market growth, and manage a team of Area and Territory Managers.

You will collaborate with Marketing, Clinical Education, Supply Chain, Finance, and Regulatory to optimize processes, ensure CRM-driven execution, and maintain patient-centric, compliant field operations.

Qualifications

• 8-12 years of experience in medical devices / healthcare sales, with at least 5 years in people management.
• Proven experience managing multi-state regions, distributors, and hospital accounts.
• Strong understanding of India healthcare market dynamics, tendering, and institutional sales.
• Specialized and broad knowledge of medical device sales, hospital selling models, distributor/CFA structures, and institutional procurement.
• Understands how the region contributes to overall India business objectives.
• Identifies and resolves technical, operational, and organizational challenges within the region.
• Applies knowledge to improve efficiency, quality of execution, and customer outcomes.

Responsibilities

• Own and deliver regional sales targets, growth plans, and market share objectives for ostomy and continence care portfolios.
• Translate national sales strategy into region-specific execution plans, account prioritization, and territory deployment.
• Monitor sales performance, pipeline, forecasting accuracy, and corrective actions.
• Ensure disciplined execution of pricing, contracting, and distributor/CFA engagement models in the region.
• Lead, coach, and manage Area Managers, Territory Managers, and regional sales resources.
• Set clear priorities, performance expectations, and development plans for direct reports.
• Mentor team members within the region and contribute to leadership development beyond immediate team when required.
• Drive a culture of compliance, ethical selling, and patient-centric behavior.
• Establish and continuously improve regional sales processes, reporting cadence, and field governance.
• Ensure effective implementation of CRM, sales analytics, and standard operating procedures.
• Resolve complex operational, customer, or organizational issues impacting regional performance.
• Balance management responsibilities with selective field involvement to resolve critical issues or meet timelines.
• Strengthen clinical advocacy by collaborating with surgeons, stoma care nurses, GI/urology specialists and rehabilitation centers.
• Support market creation projects, patient education initiatives, and clinician training programs.
• Utilize advanced industry knowledge to recommend innovative approaches for market penetration and therapy adoption.

Job description

Role & responsibilities

- Ostomy or Wound Care experience Mandatory.

Sales & Business Execution

• Own and deliver regional sales targets, growth plans, and market share objectives for ostomy and continence care portfolios.
• Translate national sales strategy into region-specific execution plans, account prioritization, and territory deployment.
• Monitor sales performance, pipeline, forecasting accuracy, and corrective actions.
• Ensure disciplined execution of pricing, contracting, and distributor/CFA engagement models in the region.

Team Leadership & Development

• Lead, coach, and manage Area Managers, Territory Managers, and regional sales resources.
• Set clear priorities, performance expectations, and development plans for direct reports.
• Mentor team members within the region and contribute to leadership development beyond immediate team when required.
• Drive a culture of compliance, ethical selling, and patient-centric behavior.

Process & Operational Excellence

• Establish and continuously improve regional sales processes, reporting cadence, and field governance.
• Ensure effective implementation of CRM, sales analytics, and standard operating procedures.
• Resolve complex operational, customer, or organizational issues impacting regional performance.
• Balance management responsibilities with selective field involvement to resolve critical issues or meet timelines

Clinical & Market Development

• Strengthen clinical advocacy by collaborating with surgeons, stoma care nurses, GI/urology specialists and rehabilitation centers.
• Support market creation projects, patient education initiatives, and clinician training programs.
• Utilize advanced industry knowledge to recommend innovative approaches for market penetration and therapy adoption.

Judgment, Decision-Making & Impact

• Work on complex sales and business problems requiring in-depth evaluation of multiple variables.
• Exercise sound judgment in selecting methods, techniques, and evaluation criteria to achieve regional results.
• Decisions directly impact regional revenue, costs, and short- to medium-term business objectives.
• Failure to achieve results may impact regional goals, timelines, and operating costs

Collaboration & Stakeholder Management

• Build collaborative networks across Marketing, Clinical Education, Supply Chain, Finance, and Regulatory teams.
• Interact with senior department managers and key external stakeholders (KOLs, hospital administrators, distributors).
• Adapt communication and leadership style based on cross-functional and cross-regional nuances.
• Represents the region in national business reviews and cross-functional forums

Preferred candidate profile

Total Experience:

• 8 -12 years of experience in medical devices / healthcare sales, with at least 5 years in people management.

Experience Type:

• Proven experience managing multi-state regions, distributors, and hospital accounts.

Strong understanding of India healthcare market dynamics, tendering, and institutional sales

Functional Knowledge & Capability

• Possesses specialized and broad knowledge of medical device sales, hospital selling models, distributor/CFA structures, and institutional procurement.
• Understands how the region contributes to overall India business objectives.
• Identifies and resolves technical, operational, and organizational challenges within the region.
• Applies knowledge to improve efficiency, quality of execution, and customer outcomes

Innovation & Adaptability

• Proactively addresses challenges and drives change to engage the regional team.
• Applies creative approaches to solve sales, access, and execution issues within the region.
• Responds effectively to change and influences teams to adopt new ways of working.
• Demonstrates resilience and adaptability in a dynamic, growth-stage organization