Sales Rep - Institutional (Territory Business Executive)

IN10 (FCRS = IN010) Novartis Healthcare Private Limited; Tamil Nadu; On-site; INR 600,000 - 900,000; Full time

Job summary

Novartis Healthcare Private Limited, based in Tamil Nadu, seeks an Institutional Sales Representative to drive demand and advocate for innovative brands within government and institutional accounts.

The role involves engaging healthcare professionals, navigating institutional decision-making, and collaborating with cross-functional teams to optimize resources and meet sales targets.

Qualifications

• Science background required; B.Sc. or equivalent preferred.
• Minimum 2+ years in pharmaceutical sales with innovative portfolio background.
• Translate clinical knowledge into value-based selling to healthcare professionals.
• Proven ability to drive prescription generation and meet sales targets.
• Experience with CGHS, ARMY, Railways, ESIC and State Government accounts.
• Strong knowledge of disease management and treatment protocols.
• Excellent communication, negotiation and relationship-building skills.

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 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.

Skills

Pharma sales

Territory management

Scientific acumen

Communication skills

Negotiation

Relationship building

Key account management

Education

B.Sc.

B. Pharma

Job description

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 Description

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

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

Skills Desired

• Commercial Excellence
• Conflict Management
• Cross-Functional Coordination
• Customer Insights
• Influencing Skills
• Key Account Management
• Professional Ethics

Improving the lives of people living with disease takes more than innovative science. It takes a focus on the needs of people and a community committed to meeting them. It takes a team of people like you. Working together. Learning together. Thriving together. Discover how you can join us in changing people’s lives.