Territory Manager - Pharmaceutical Sales and Retail Promotion

Roche Diagnostics India Pvt Ltd; Chennai; On-site; INR 900,000 - 1,300,000; Full time

Job summary

Roche Diagnostics India Pvt Ltd in Coimbatore is seeking a Territory Manager (Individual Contributor) to drive retail growth, promote OTC/OTX products, and support Healthcare Professionals in a dynamic field role. You will collaborate with the Area Sales Manager to manage distributor networks, plan territory activities, and ensure timely collections and promotions.

The role requires a Bachelor's degree and proven experience in pharmacy sales or territory management, with strong communication and

Qualifications

• Bachelor's degree in Pharmacy, Business, Marketing, Life Sciences or related field.
• Experience in pharmacy sales, distribution management or territory management.
• Experience with OTC/OTX products preferred.
• Willingness to travel within Coimbatore territory and adjacent markets.

Responsibilities

• Drive retail growth and market penetration by building relationships with pharmacies, chemists and retail partners.
• Promote OTC/OTX products to Healthcare Professionals through ethical scientific communication and relationship building.
• Assist ASM in territory planning, estimating yearly demand and monitoring stock levels for promotional materials.
• Prepare and execute monthly retail sales promotions and in-store activations with recorded expenses and outcomes.
• Achieve monthly targets and develop SKU-wise sales plans with secondary sales in the retail channel.
• Manage distributor performance, evaluate new distributors and advise on terminations of underperformers.
• Motivate distributors, dealers and chemists through regular visits and timely communication.
• Organize distributor and retail meetings aligned with marketing strategies and ensure timely collections.
• Monitor competitor activities and capture market intelligence for daily reporting.

Skills

Pharmacy sales

Distribution management

Territory management

Communication skills

Negotiation skills

Field travel

Education

Bachelor's degree

Job description

Territory Manager (Individual Contributor) - Coimbatore 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.

The 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.

Product Expertise

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. Lets build a healthier future, together.

Roche is an Equal Opportunity Employer.

Experience Level Mid Level