Regional Sales Manager - Ophthalmology

Biotech Healthcare; Mumbai; On-site; INR 1,200,000 - 2,400,000; Full time

Job summary

Biotech Healthcare in Mumbai seeks a seasoned Regional Sales Leader for Surgical Ophthalmology. You will drive revenue across the assigned region, manage a small team, forecast performance, and secure opportunities in government and institute sectors.

The candidate should have 12–18 years in ophthalmic sales, know AT IOLs, and excel in reporting and analytics. Travel will be frequent to cover the region, with a focus on growth and compliance.

Qualifications

• Bachelor's degree in Science or Pharma and MBA preferred.
• 12–18 years of handling Ophthalmic & Vision care products with proven sales
• Experience in selling Capital Equipment, Consumables & Diagnostics to Institutes & Government
• Knowledge of AT IOLs & Equipment
• Reporting & analytical tools like Salesforce/SAP
• MS Office proficiency (Excel & PowerPoint)

Responsibilities

• Achieve regional and territory sales targets.
• Execute planned promotional activities to increase opportunities.
• Evaluate and implement new sales techniques to grow volume.
• Design and recommend sales programs and regional strategies.
• Arrange product samples for surgeons evaluation.
• Plan visits per schedule and adhere to call strategy.
• Target new bundling customers and ensure policy compliance.
• Report in Salesforce and provide accurate forecasts.

Skills

Business acumen

Customer focus

Drive for results

Problem-solving

Peer relationships

Negotiation skills

Functional/technical skills

Presentation skills

Ethics and values

Integrity

MS Office

Education

BSc in Science/Pharma

MBA (preferably)

Tools

Salesforce

SAP

Job description

Specialty: Surgical Ophthalmology (Intraocular Lens Portfolio)

Experience Required: 12 - 18 Years

Preferred Industry Background: Surgical Ophthalmology / Pharma Ophthalmology

Role Objective:

• A key objective of this position is to achieve the revenue targets, manage and lead the assigned region, provide accurate sales forecasts, drive growth in the assigned region, and identify prospective business opportunities for the company.

Desired Candidate Profile:

• Bachelor's degree in Science / Pharma & Master's in Business Administration (Preferably)
• 12 - 18 years of handling Ophthalmic & Vision care products with a proven track record of sales performance.
• Experience in the Sales of Capital Equipment, Consumables & Diagnostics in the Institute & Government Business.
• Knowledge of AT IOLs & Equipment.
• Reporting & Analytical tools like Salesforce/SAP.
• Excellent command of MS Office (particularly Excel and MS PowerPoint).

Role & Responsibilities:

• Achieve the sales target of the assigned region overall as well as territory-wise.
• Execute the planned promotional activities to increase business opportunities and sales volume.
• Evaluate and implement appropriate new sales techniques to increase the sales volume.
• Design and recommend sales programs and set short and long-term sales strategies for the region.
• Arrange product samples for evaluation by surgeons.
• Plan and visit customers as per the schedule and adhere to the call strategy.
• Focus on adding new bundling customers for select products and ensure compliance to policy.

Marketing

• Identify, develop, and manage Key Opinion Leaders (KOLs) & brand advocates in assigned territory and utilize their services as and when required.
• Coordinate with the Marketing Team on all major events and ensure the availability and presence of our speakers during such events.
• Represent the Company in all local conferences of the respective region.

Compliance

• Ensure collection within the credit terms and DSO norms.
• Ensure collection of PMS feedback from customers and submit the same for further processing.
• Regularly attend the company’s review meetings and product & Sales trainings.
• Plan & travel for a minimum of 15 days a month across the assigned region.
• Mandatorily attend at least 2 OR in a month.

Resource Management

• Recruit and retain the right talent in the sales team.
• Continuously provide support and on-the-job training to the sales team.
• Mentor and develop teams for better growth and advancement in career.
• On the basis of the performance output, analyze & identify the training needs of the sales team.

Reporting

• Accurately report in Salesforce on a day-to-day basis.
• Ensure that the team provides an accurate sales forecast of the assigned regions.
• Prepare annual and quarterly sales budgets & plans for the regions and circulate the same to the sales team.
• Collect and deliver market and competition information to the Reporting Manager from time to time.

Team Size to be Handled:

• 03 to 04 team members (Sales Executive level)

Specific Professional Competencies:

• Business Acumen, Customer Focus, Drive for results, Problem-solving, Peer relationships, Negotiation skills, Functional/technical skills, Presentation skills, Adherence to Ethics and Values, Integrity.

Biotech is an Equal Opportunity Organisation promoting diversity while ensuring no discrimination on any ground, including gender, race, religion, age, sexual orientation, disability, etc.