Territory Manager - Industrial

Halyard Health; Pune District; On-site; INR 6,686,000 - 9,551,000; Full time

Job summary

Owens & Minor, a global healthcare solutions company, seeks a Territory Sales Manager to drive sales across assigned accounts and geography, develop territory plans, and manage distributors to exceed targets in multiple product categories.

You will build relationships with pharmaceutical manufacturers, R&D units and testing labs, monitor KPIs, and collaborate with marketing, supply chain and finance to ensure compliant, growth-focused execution; frequent customer visits and accurate CRM

Qualifications

• Graduate in Life Sciences, Pharmacy, or equivalent discipline.
• MBA/PGDBM preferred.
• Proven track record in institutional sales and territory management.
• Experience with distributors and tender-driven institutional sales.

Responsibilities

• Achieve sales targets through territory and key account management.
• Identify and develop opportunities to expand share of wallet.
• Monitor KPIs and report performance; adjust plans as needed.
• Coordinate with cross-functional teams to ensure aligned strategy.
• Manage distributor relationships and ensure timely order fulfilment.

Skills

Communication

Negotiation

Relationship Mgmt

Team Leadership

Strategic Thinking

CRM Tools

Education

Life Sciences degree

Pharmacy degree

MBA preferred

Tools

Salesforce/SFDC

MS Office

Job description

Owens & Minor is a global healthcare solutions company providing essential products, services and technology solutions that support care delivery in leading hospitals, health systems and research centers around the world. For over 140 years, Owens & Minor has delivered comfort and confidence behind the scenes, so healthcare stays at the forefront, helping to make each day better for the hospitals, healthcare partners, and communities we serve. Powered by more than 14,000 teammates worldwide, Owens & Minor exists because every day, everywhere,Life Takes Care™. Global Reach with a Local Touch 140+ years serving healthcare Over 14,000 teammates worldwide Serving healthcare partners in 80 countries Manufacturing facilities in the U.S., Honduras, Mexico, Thailand and Ireland 40+ distribution centers Portfolio of 300 propriety and branded product offerings 1,000 branded medical product suppliers 4,000 healthcare partners served

Job Position Purpose / Summary

The Territory Sales Manager will be responsible for driving sales performance across assigned accounts and geography, ensuring business growth and customer satisfaction. The role involves developing and executing territory-level business plans, expanding key customer relationships and effectively managing distributors to achieve or exceed sales targets across all product categories.

Job Position Scope:

The position will report to the Business Development Manager.

Job Position Accountabilities / Expectations:

• Sales Execution
  • Achieve sales targets through effective territory and key account management
  • Regular customer visits to build relationships and drive product adoption
  • Identify, develop and convert opportunities in SFDC to build a strong funnel
  • Monitor sales KPIs and submit corrective actions to close performance gaps
  • Collaborate with the regional team & HO team to ensure alignment on strategy and execution
• Business Development:
  • Identify new business opportunities in Pharmaceutical manufacturing, R&D units and testing labs
  • Execute customer-wise strategies to drive value capture and increase share of wallet
  • Monitors sales call frequency, territory coverage, sales performance and execute plans for further growth.
  • Responsible for budgeting, controls and executing governance and compliance.
  • Support implementation of product launches and marketing campaigns within the territory
• Market Management:
  • Maintain up-to-date knowledge of competitor activities, market trends and customer needs
  • Participate in customer meetings, industry events and other external forums
  • Collaborate with internal cross-functional teams (marketing, supply chain, finance) to support smooth execution
• Distributor & Channel Management:
  • Manage relationships with distributors and channel partners
  • Monitor secondary sales, stock availability and order fulfillment
  • Ensure compliance with pricing, India FDA policies and commercial terms
  • Drive Distributor engagement program to meet commercial objective
• Compliance & Reporting:
  • Adhere to all corporate governance and compliance guidelines
  • Submit timely reports on sales performance, market insights and activities
  • Maintain accurate records in CRM (e.g., SFDC) and ensure data hygiene

Key Relationships / Customer Expectations:

Internal: Business Development Manager, Country Marketing, Sales Operations, Finance, Supply Chain

External: Pharma, food, semiconductor Industry units, QA, Safety ,Procurement Heads, & distributors

Key Leadership Behaviors: IDEAL Values:

• I: Integrity- Honor commitments. Be thoughtful, honest and fair
• D: Development- Aspire for improvement and growth
• E: Excellence- Perform to the highest standards. Embrace our mission to empower our customers to advance healthcare into the future
• A: Accountability- Own our actions and results. Be responsible for what we do.
• L: Listen- Listen to our customers and to one another. Understand needs and deliver solutions

Qualifications / Education / Experience / Skills Required:

• Education:
  • Graduate in Life Sciences, Pharmacy, or an equivalent discipline. MBA / PGDBM preferred
• Experience:
  • 8-10 years of overall sales experience in the MedTech / healthcare industry
  • Proven track record in institutional sales and territory management
  • Prior experience in Infection Prevention products
  • Experience working with distributors and tender-driven institutional sales
  • Broad-based understanding of healthcare customers, markets and competitors
  • Experience working cross-functionally with marketing, supply chain and finance teams
• Skills Required:
  • Strong communication, interpersonal and negotiation skills
  • Excellent relationship management and customer engagement capabilities
  • Ability to lead, coach and develop high-performing teams
  • Strategic thinking with hands-on execution ability
  • High levels of integrity, initiative and organizational sensitivity
  • Proficiency in CRM systems (e.g., Salesforce/SFDC) and MS Office tools

Owens & Minor is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, national origin, sex, sexual orientation, genetic information, religion, disability, age, status as a veteran, or any other status prohibited by applicable national, federal, state or local law.

At Owens & Minor, our greatest strength is the unrivaled dedication of our teammates. Powered by more than 14,000 teammates worldwide, Owens & Minor delivers comfort and confidence behind the scenes so healthcare stays at the forefront. The contributions, experiences, and perspectives of all our teammates helps strengthen our company as we innovate and grow to serve our healthcare customers. We appreciate your interest in joining Team O&M!