Sales Rep (Institutional Territory Business Executive), CRM

Novartis India; West Bengal; On-site; INR 500,000 - 900,000; Full time

Job summary

Novartis India is seeking a Territory Business Executive in Kolkata. You will lead with purpose, building connections with HCPs and driving territory plans to exceed sales targets through multi-channel engagement and value-based selling.

You will translate clinical and product knowledge into benefits for healthcare professionals, manage relationships, and ensure compliant, data-driven forecasting and reporting across the territory.

Qualifications

• Science education background (B.Sc. or B. Pharma).
• Management degree preferred.
• Minimum 2+ years in pharmaceutical sales, preferably with cardiology or other specialty background.
• Strong scientific acumen and ability to translate knowledge into value-based selling.
• Proven ability to drive prescription generation and achieve sales targets.
• Knowledge of CGHS, ARMY, Railways, ESIC and State Government accounts (Institutional TBE/Sr. TBE/ ASM).
• 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.
• Build and strengthen customer relationships to deliver impactful solutions.
• 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

Account management

Clinical knowledge

Relationship building

Communication

Negotiation

Territory planning

Education

B.Sc.

B. Pharma

Management degree

Job description

Summary

As a Territory Business Executive (TBE), you’ll lead with purpose – crafting personalized experiences that reflect the unique needs of each account and Health Care Provider (HCP). Acting as the primary point of contact, you’ll build meaningful connections, identify shared priorities, and navigate solutions that link customers to Novartis resources, all with the goal of improving patient outcomes.

Success in this role comes from balancing demand generation with strategic account engagement. You’ll bring expertise in clinical and account-based selling, access navigation, collaborative problem-solving, team orchestration, and omni-channel engagement.

About The Role

Location-Kolkata

Key Responsibilities

• Drive territory business plans to exceed sales and growth objectives.
• Build and strengthen customer relationships to deliver impactful solutions.
• 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 or other specialty 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
• Additional requirement for Institutional TBE/Sr. TBE/ ASM – Understanding/Knowledge of 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

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

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

Read our handbook (PDF 30 MB)