Sales Rep - Institutional (Territory Business Executive)

Novartis India; Tamil Nadu; On-site; INR 500,000 - 1,000,000; Full time

Job summary

Novartis India is seeking an Institutional Sales Representative to drive demand generation and stakeholder advocacy across government and institutional healthcare accounts in Tamil Nadu. You will engage with healthcare professionals, authorities, and decision-makers to improve access and utilization of innovative brands.

The role requires a science background (B.Sc./B.Pharm), 2+ years in pharmaceutical sales, and strong communication skills to translate clinical knowledge into value-based

Qualifications

• Science educational background is must: B.Sc. or B. Pharma.
• Management degree preferred.
• Minimum 2+ years in pharmaceutical sales, preferably with cardiology, immunology, oncology, vaccines, or other innovative portfolio sales background.
• Strong ability to translate clinical and product knowledge into value-based selling.

Responsibilities

• Drive territory business plans to exceed sales and growth objectives across government and institutional accounts.
• Identify opportunities across government hospitals, medical colleges, Army, CGHS, ESIC, railways, and other public healthcare systems.
• Build relationships with healthcare professionals, department heads, faculty members, pharmacists, and institutional influencers.
• Generate advocacy for innovative brands through evidence-based discussions aligned with patient needs.
• Navigate institutional decision-making processes to facilitate broader product access.
• Lead multi-channel engagement to maximize coverage and influence.
• Ensure accurate reporting and resolve issues promptly.
• Collaborate with cross-functional teams to optimize resources and forecasts.
• Champion compliance and uphold Novartis’ ethical standards.
• Monitor market trends and competitor activities to inform strategy.
• Provide insights to enhance promotional effectiveness and territory performance.

Skills

Strong communication

Negotiation

Relationship-building

Scientific acumen

Territory management

Education

B.Sc.

B. Pharma

Management degree

Job description

Summary

The Institutional Sales Representative is responsible for driving demand generation, stakeholder advocacy, and business growth for innovative brands across government and institutional healthcare accounts. The role requires effective engagement with healthcare professionals, institutional authorities, and key decision‑makers to improve access, adoption, and utilization of innovative, concept‑driven pharmaceutical brands within the institutional healthcare ecosystem.

Job Location

Tamil Nadu

Key Responsibilities

• Drive territory business plans to exceed sales and growth objectives across assigned government and institutional accounts.
• Identify business opportunities across government hospitals, medical colleges, Army, CGHS, ESIC, railways, and other public healthcare systems.
• Build strong professional relationships with healthcare professionals, department heads, faculty members, pharmacists, and institutional influencers.
• Generate advocacy for innovative brands through scientific and evidence-based discussions aligned with patient needs.
• Effectively navigate institutional decision-making processes to facilitate broader product access.
• Lead multi-channel engagement to maximize coverage and influence.
• Ensure accurate reporting and resolve issues promptly.
• Collaborate with cross-functional teams to optimize resources and forecasts.
• Champion compliance and uphold Novartis’ ethical standards.
• Monitor market trends and competitor activities to inform strategy.
• Provide insights to enhance promotional effectiveness and territory performance.

Essential Requirements

• Science educational background is must, B.Sc., B. Pharma
• Management degree preferred
• Minimum 2+ years in pharmaceutical sales, preferably with a Cardiology , Immunology, Oncology, Vaccines or other innovative portfolio sales background.
• Strong scientific acumen with the ability to translate clinical and product knowledge into value-based selling, effectively communicating differentiated patient and therapeutic benefits to healthcare professionals.
• Proven ability to drive prescription generation and achieve sales targets
• Demonstrated understanding & experience working with CGHS, ARMY, Railways, ESIC and State Government accounts
• Strong knowledge of disease management and treatment protocols
• Ability to engage with healthcare professionals from the territory effectively
• Preferred experience with specialty as well as mass market product
• Excellent communication, negotiation and relationship-building skills

Commitment To Diversity And Inclusion / EEO Paragraph

Novartis is committed to building an outstanding, inclusive work environment and diverse teams’ representative of the patients and communities we serve.

Why Novartis

Helping people with disease and their families takes more than innovative science. It takes a community of smart, passionate people like you. Collaborating, supporting and inspiring each other. Combining to achieve breakthroughs that change patients’ lives. Ready to create a brighter future together? https://www.novartis.com/about/strategy/people-and-culture

Benefits and Rewards

Read our handbook to learn about all the ways we’ll help you thrive personally and professionally: https://www.novartis.com/careers/benefits-rewards

Learn about all the ways we’ll help you thrive personally and professionally.

Read our handbook (PDF 30 MB)