Zonal Sales Manager - Super Specialty (South India)

Dr Lal PathLabs; Bengaluru; On-site; INR 1,500,000 - 2,200,000; Full time

Job summary

Dr Lal PathLabs in Bangalore is seeking a Zonal Sales Manager – Specialty Sales for South India to drive growth of the specialty diagnostics business, achieve revenue targets, and lead a sales team.

You will build relationships with clinicians, KOLs, hospitals, and diagnostic centers across neurology, nephrology, gastroenterology and oncology, develop strategies, and expand market presence while coordinating with laboratories and operations.

Qualifications

• Qualification: B.Sc./B.Pharma/M.Sc. or Life Sciences.
• Experience: 8+ years in diagnostics/pharma/healthcare sales, preferably with specialty segments.

Responsibilities

• Own and drive the overall specialty sales revenue and business targets for the South India zone.
• Develop and execute zonal sales strategies and annual/quarterly plans.
• Build and maintain relationships with hospitals, clinicians, and institutions; engage KOLs.
• Lead, mentor and review the specialty sales team; ensure coverage and productivity.
• Identify new opportunities, markets and partnerships to expand presence.
• Coordinate with branches, labs, operations, and marketing to ensure service delivery.

Skills

Sales leadership

KOL management

Cross-functional coordination

Strategic sales planning

Business development

Communication skills

Analytical skills

Education

B.Sc./B.Pharma/M.Sc. in Life Sciences

Job description

Job Description Zonal Sales Manager Specialty Sales (South India)

Position: Zonal Sales Manager – Specialty Sales

Location: Bangalore
Department: Sales & Business Development
Reporting To: Head – Sales / Business Head

Role Purpose

The Zonal Sales Manager – Specialty Sales will be responsible for driving the growth of the specialty diagnostics business across South India. The role will focus on achieving zonal revenue and business targets, developing specialty markets, strengthening relationships with key clinicians and institutions, identifying new business opportunities, and leading the sales team to deliver sustainable business growth.

The position will play a key role in expanding the organization's presence across specialty segments such as Neurology, Nephrology, Gastroenterology, Oncology and other relevant specialty areas.

Key Responsibilities

1. Zonal Business & Revenue Management

• Own and drive the overall specialty sales revenue and business targets for the South India zone.
• Develop and execute zonal sales strategies in line with organizational objectives.
• Prepare annual, quarterly and monthly business plans and ensure achievement of agreed targets.
• Monitor sales performance across territories and take corrective actions wherever required.
• Identify opportunities for revenue growth, market expansion and improvement in customer penetration.
• Ensure effective forecasting, pipeline management and regular reporting of business performance.

2. Specialty Market Development

• Develop and expand the specialty diagnostics business across South India.
• Identify potential markets, institutions, hospitals, diagnostic centres and specialty practices for business development.
• Drive focused sales initiatives for specialty segments including Neurology, Nephrology, Gastroenterology and Oncology.
• Understand regional market dynamics, competitor activities, customer requirements and emerging opportunities.
• Develop strategies for launching and scaling new specialty tests and services.

3. Key Account & KOL Management

• Build and maintain strong relationships with key specialists, consultants, hospitals, institutions and other strategic customers.
• Engage with Key Opinion Leaders (KOLs) and specialty doctors to create awareness and adoption of relevant diagnostic services.
• Conduct regular meetings with key customers to understand their requirements and identify opportunities for business development.
• Support the team in managing strategic and high‑value accounts.
• Develop long-term partnerships with key healthcare stakeholders.

4. Team Leadership & Performance Management

• Lead, guide and mentor the specialty sales team across the South India zone.
• Set clear targets and performance expectations for team members.
• Review individual and territory‑wise performance through regular reviews and business meetings.
• Coach team members on specialty selling, customer engagement, product knowledge and business development.
• Identify capability gaps and facilitate appropriate training and development.
• Ensure effective territory allocation, customer coverage and sales productivity.

5. New Business Development

• Identify and acquire new customers, hospitals, institutions and strategic accounts.
• Develop new territories and strengthen business presence in underpenetrated markets.
• Explore opportunities for institutional tie‑ups, referral networks and strategic partnerships.
• Drive conversion of identified leads into sustainable revenue‑generating accounts.

6. Branch & Cross‑functional Support

• Work closely with branch teams to support specialty business development and revenue generation.
• Provide strategic support to branches for key customer acquisition and retention.
• Coordinate with laboratory, operations, logistics, marketing, finance and customer service teams to ensure smooth delivery of services.
• Address customer and operational issues in coordination with relevant internal teams.

8. Market Intelligence & Reporting

• Track competitor activities, pricing, product offerings and market developments.
• Maintain a strong understanding of the specialty diagnostics landscape across South India.
• Provide regular MIS, sales forecasts, pipeline updates and market intelligence to the management.
• Use sales data and market insights to identify opportunities and improve business performance.

Preferred Candidate Profile

Qualification: B.Sc. / B.Pharma / M.Sc. or relevant qualification in Life Sciences

Experience: 8+ years of relevant experience in diagnostics/pharma/healthcare sales, preferably with significant experience in specialty or super‑specialty segments.

Preferred Experience

• Experience in specialty segments such as Neurology, Nephrology, Gastroenterology, Oncology or related areas.
• Prior experience managing a large territory/region or zonal business.
• Proven experience in achieving sales targets and developing new markets.
• Experience in managing and mentoring sales teams.
• Strong exposure to hospitals, clinicians, KOLs, institutions and diagnostic networks.
• Experience in the diagnostics industry will be preferred.
• Strategic sales planning and execution
• Excellent communication and negotiation skills
• Strong customer and relationship‑management skills
• Business development and market‑expansion capability
• Analytical and data‑driven approach
• Strong understanding of specialty healthcare markets
• Ability to work collaboratively with cross‑functional teams
• Result‑oriented and target‑driven approach
• Willingness to travel extensively across the South India zone