Territory Manager (Individual Contributor) - Coimbatore

6929 Roche DC India; Chennai; On-site; INR 600,000 - 1,200,000; Full time

Benefits offered by this job

Field travel

Career development

Job summary

Roche invites a Territory Manager to Coimbatore to drive retail growth and support HCP engagement across OTC and OTX portfolios. You will plan territory activities, manage distributor relationships, execute promotions, monitor sales, and ensure monthly targets while traveling within the Coimbatore region.

A Bachelor's degree in Pharmacy or related field and proven experience in pharma sales or distribution are required to succeed.

Qualifications

• Bachelor's degree in Pharmacy, Business, Marketing, Life Sciences, or related field.
• Proven practical experience in pharmacy sales, distribution management, or a territory management role.
• Experience with OTC and/or OTX pharmaceutical products is highly preferred.
• Strong interest in driving retail market growth, pharmacy relationships, demand generation, and in-store marketing strategies.
• Excellent communication and negotiation skills with chemist, dealer, and doctor interactions.
• High organization and discipline in reporting, expense tracking, and collections.

Responsibilities

• Lead retail sales and market penetration by building strong relationships with pharmacies, chemists, and retail partners.
• Promote pharmaceutical products to HCPs through targeted scientific communication and ethical marketing.
• Assist in territory planning by providing market insights and inventory requirements.
• Prepare and execute monthly retail sales promotion plans and in-store activations.
• Achieve month-wise targets and drive SKU-level sales plans in the retail market.
• Manage distributor performance and propose new or terminate underperforming distributors.
• Engage stakeholders through regular visits and correspondence to address accounts, pricing, and schemes.
• Organize distributor/retail meetings and ensure monthly collections through follow-ups.
• Monitor competitor activities and report market intelligence and customer/dealer feedback.

Skills

Pharmacy sales

Distribution management

Territory management

OTC/OTX experience

Retail promotion

Negotiation

Communication

Education

Bachelor's degree in Pharmacy/Business/Life Sciences

Tools

CRM systems

MS Excel

Job description

At Roche you can show up as yourself, embraced for the unique qualities you bring. Our culture encourages personal expression, open dialogue, and genuine connections, where you are valued, accepted and respected for who you are, allowing you to thrive both personally and professionally.

This is how we aim to prevent, stop and cure diseases and ensure everyone has access to healthcare today and for generations to come.

Join Roche, where every voice matters. The Position A healthier future. It’s what drives us to innovate. To continuously advance science and ensure everyone has access to the healthcare they need today and for generations to come. Creating a world where we all have more time with the people we love. That’s what makes us Roche.

As a Territory Manager based in Coimbatore, you will play a crucial role in driving our business with a primary focus on Retail promotion alongside vital Doctor/HCP support. You will champion our OTC (Over the counter) and OTX (Over The Counter and Prescription) portfolios, ensuring our products effectively penetrate the pharmacy and retail markets.

By managing distribution networks, executing sales promotion plans, and partnering with the Area Sales Manager (ASM), you will help us achieve our business goals.

Opportunity Drive Retail Growth (Main Line Business)

Lead retail sales and market penetration by building strong, lasting relationships with pharmacies, chemists, and retail partners to ensure optimal placement and movement of our OTC and OTX product lines.

HCP Support

Promote pharmaceutical products to Healthcare Professionals (HCPs) through targeted scientific communication, relationship building, and ethical marketing to increase product awareness and support OTX prescriptions.

Territory Planning

Assist the ASM in planning for the territory by providing retail market environment insights to estimate yearly demand, submitting distributor-level inventory requirements, and monitoring the stock availability of promotional materials.

Merchandising & Activation

Prepare and execute monthly retail sales promotion plans—including in-store field activation and pharmacy merchandising activities—and meticulously record expenses and sales generated to evaluate program efficacy.

Target Achievement

Ensure the month-wise achievement of your targets and execute SKU-wise monthly sales plans by actively generating secondary sales in the retail market.

Network Management

Manage the distribution network by monitoring distributor performance, proposing the appointment of new distributors, or recommending the termination of non-performing ones.

Stakeholder Engagement

Motivate distributors, dealers, and retail chemists through regular visits, calls, and correspondence, helping to resolve their concerns regarding accounts, pricing, competition, and schemes.

Strategic Meetings & Collections

Organize distributor and retail dealer meetings in alignment with marketing strategies and ensure successful monthly collections through continuous follow-ups.

Market Intelligence

Act as the eyes and ears of the market by monitoring competitor activities in the retail space, addressing customer or dealer complaints by forwarding them to customer care, and ensuring daily reporting of your visits.

Who You Are

• You hold a Bachelor’s degree in Pharmacy, Business, Marketing, Life Sciences, or a related field.
• You have proven practical experience in pharmacy sales, distribution management, or a territory management role.
• You bring highly preferred experience working with OTC (over-the-counter) and/or OTX (Over-the-Counter and Prescription) pharmaceutical products.
• You have a strong interest in driving retail market growth, with a focus on pharmacy relationship building, demand generation, and executing in-store marketing strategies.
• You have excellent communication and negotiation skills and are confident in handling Chemist, dealer, and Doctor interactions, resolving issues, and conducting promotional meetings.
• You are highly organized and diligent with administrative tasks, including daily/weekly/monthly reporting, tracking expenses, and managing collections.
• You are comfortable with field travel within the Coimbatore territory and thrive in a structured environment where you collaborate closely with the Area Sales Manager.

Who we are

A healthier future drives us to innovate. Together, more than 100’000 employees across the globe are dedicated to advance science, ensuring everyone has access to healthcare today and for generations to come. Our efforts result in more than 26 million people treated with our medicines and over 30 billion tests conducted using our Diagnostics products. We empower each other to explore new possibilities, foster creativity, and keep our ambitions high, so we can deliver life-changing healthcare solutions that make a global impact. Let’s build a healthier future, together.

Roche is an Equal Opportunity Employer. We believe it’s urgent to deliver medical solutions right now – even as we develop innovations for the future. We are passionate about transforming patients’ lives. We are courageous in both decision and action. And we believe that good business means a better world. That is why we come to work each day. We commit ourselves to scientific rigor, unassailable ethics, and access to medical innovations for all. We do this today to build a better tomorrow. We are proud of who we are, what we do, and how we it documented. We are many, working as one across functions, across companies, and across the world. We are Roche.