Territory Manager (Mumbai)

Roche; Mumbai; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

Roche India – Diabetes Care seeks a Territory Manager for Mumbai to lead sales through distributors and retailers, partnering with the ASM to drive market growth. You will leverage market insights to optimize demand, activation, and brand presence while ensuring execution of sales plans with discipline and customer focus.

You will collaborate with distributors to improve access, manage pricing schemes, and monitor field activities, with emphasis on data-driven decisions and strong communication

Qualifications

• Bachelor’s degree in Science or Pharmacy required; postgraduate qualification advantageous.
• 2–3 years of experience with OTC, Surgical Equipment or Pharmaceutical Product.
• Experience managing independent representatives, distributors, or agents.
• Strong data-driven sales tracking and daily reporting capability.

Responsibilities

• Territory Planning & Execution: drive market insights to estimate yearly demand and achieve SKU-wise sales plans.
• Distribution Management: monitor distributor performance and optimize partner network.
• Sales Promotion & Merchandising: plan field activations and merchandising with Marketing Team, track costs and outcomes.
• Market Intelligence: monitor competitors and provide regular reports on stock and promotional activity.
• Customer Excellence: address distributor/customer feedback with Customer Care and align with marketing strategies.
• Financial Oversight: ensure timely monthly collections and inventory planning with distributors.

Skills

Strong Communicator

Analytical & Disciplined

Strategic Partner

Industry Experience

Regional Expert

Education

Bachelor’s degree in Science or Pharmacy

Job description

Territory Manager (Mumbai)

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

Territory Manager (Mumbai)

Roche India – Diabetes Care

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 aTerritory Manager - Mumbai, you are responsible for managing the sale of the organization’s products through distribution and retail channels across the New Delhi geographic area. You serve as a strategic partner to the Area Sales Manager (ASM), providing critical market insights to estimate product demand and drive the organization’s growth. You apply new approaches to merchandising and field activation to increase brand visibility and ensure that our life-changing products reach the customers and patients who need them. You work collaboratively with distributors and dealers to break down barriers to access, ensuring that our sales plans are executed with precision and operational excellence.

Your Opportunity

• Territory Planning & Execution: You drive business results by providing information on the market environment to help estimate yearly product demand. You ensure the monthly achievement of SKU-wise sales plans and targets by generating secondary sales in the market
• Distribution Management: You monitor distributor performance, reviewing the existing network to propose the appointment of new partners or the termination of non-performing ones. You motivate distributors and dealers through regular communication, sorting out issues regarding accounts, pricing, and schemes
• Sales Promotion & Merchandising: You prepare and execute sales promotion plans through field activation and merchandising activities designed by the Marketing Team. You maintain rigorous records of these activities, tracking expenses and sales generated to provide feedback on program efficacy
• Market Intelligence: You monitor competitor information and feedback within your category. You provide regular reports to the ASM on competitor activities and stock availability of promotional materials to ensure Roche remains competitive in the landscape
• Customer Excellence: You address all complaints and suggestions from distributors and customers by coordinating with customer care. You organize dealer meetings in alignment with marketing strategies to ensure brand consistency and strong partnerships
• Financial Oversight: You ensure timely monthly collections through continuous follow-ups and submit inventory requirements at the distributor level as per the sales plan. You maintain disciplined daily reporting of customer visits as per established work norms

Who You Are

• Qualified Professional: You hold a Bachelor’s degree in Science or Pharmacy. A post-graduate qualification is considered an additional advantage
• Industry Experience: You have a minimum of 2‑3 years of experience with a proven track record in OTC, Surgical Equipment or Pharmaceutical Product
• Regional Expert: You possess a deep understanding of the Goa market environment and have experience managing independent representatives, distributors, or agents
• Strategic Partner: You have demonstrated the ability to assist leadership in planning and executing complex sales promotion plans with a focus on productivity and efficiency
• Analytical & Disciplined: You rely on data to track sales performance and inventory, with a high degree of accountability for daily reporting and meeting monthly sales targets
• Strong Communicator: You possess excellent interpersonal skills, with the ability to influence stakeholders, resolve conflicts, and motivate external business partners toward a unified goal

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 healthy future, together.

Roche is an Equal Opportunity Employer.