Asst Mgr, Sales - Pharma (Hyderabad) at Baxter… · Gurugram

Asst Mgr, Sales - Pharma (Hyderabad) Location: Gurgaon, Haryana This is where your work makes a difference. At Baxter, we believe every person—regardless of who they are or where they are from—deserves a chance to live a healthy life. It was our founding belief in 1931 and continues to be our guiding principle. We are redefining healthcare delivery to make a greater impact today, tomorrow, and beyond. Our Baxter colleagues are united by our Mission to Save and Sustain Lives. Together, our community is driven by a culture of courage, trust, and collaboration. Every individual is empowered to take ownership and make a meaningful impact. We strive for efficient and effective operations, and we hold each other accountable for delivering exceptional results. Here, you will find more than just a job—you will find purpose and pride. Job Title Assistant Manager – Sales (Pharmaceuticals) | Field Role Function / Department Commercial / Sales – Pharmaceuticals Location - Based out of Hyderabad Field-based (Territory role) — extensive local and outstation travel within assigned territory/cluster. Reporting To Lead Sales/ Sales Manager (Pharma) Role Purpose The Assistant Manager – Sales is responsible for driving pharmaceutical product sales, expanding and retaining key accounts, and executing brand/portfolio strategies within an assigned territory. The role requires strong field execution, stakeholder management (distributors, hospitals, doctors, pharmacy/OT, purchase teams), and strict adherence to ethical promotion, compliance, and quality standards expected in a healthcare environment. Key Outcomes / Success Measures Achieve territory sales targets (value, volume, and product-mix goals) with disciplined forecasting. Improve account coverage and frequency, resulting in measurable growth across priority institutions and channels. Strengthen distribution health (availability, visibility, liquidation, and inventory hygiene). Build robust pipeline of new accounts and institutional opportunities (tenders/contracting where applicable). Execute brand strategy and promotional plans while maintaining 100% compliance with company policies and local regulations. Core Responsibilities 1) Territory & Account Management Own an assigned territory to deliver monthly/quarterly/annual sales targets across Baxter’s pharmaceutical portfolio. Map the territory: identify high-potential accounts, prescribing influencers, buying points, and referral networks. Drive call planning and coverage routines (daily plan, weekly route, monthly coverage dashboard). Build relationships with key stakeholders: Hospitals/institutions: purchase, pharmacy, ICU/OT, anesthesia/critical care teams (as relevant to portfolio) Clinics and prescribers (where permissible) Channel partners: distributors/stockists/wholesalers Create and maintain account plans (objectives, stakeholder map, barriers, action plan, timelines). 2) Business Development & Growth Generate growth through: New account additions and onboarding Product penetration and cross-sell/upsell Institutional contracting support and compliant negotiations Conversion initiatives based on clinical/health-economic value (as per approved materials) Identify local market trends, competitor moves, price dynamics, and provide insights to marketing and leadership. 3) Channel & Distribution Excellence Manage distributor performance including Order generation, secondary sales, liquidation Stock norms, expiry management, and returns (as per policy) Distributor claims, schemes, and documentation accuracy Ensure optimal product availability at key outlets/accounts; address stock-outs and service issues rapidly. Coordinate with internal supply chain/customer service teams for smooth order-to-cash execution. 4) Promotional & Brand Execution (Compliant) Execute brand strategies through approved activities such as: Scientific detailing using approved visual aids CMEs / education programs (as per policy) Account-level engagement plans Ensure all communication is scientifically accurate, balanced, and aligned to approved label/indications and company policy. 5) Forecasting, Reporting & CRM Discipline Maintain accurate: Sales forecasts, pipeline updates, and demand signals Daily call reports and doctor/account interactions in CRM Expense reports and travel plans (timely & compliant) Analyze territory performance trends and correct course quickly. 6) Cross-functional Collaboration Work closely with: Marketing for campaign execution and feedback Customer service/supply chain for fulfilment and service levels Finance for collections support, credit discipline (as per policy) Medical/RA/QA teams where required for scientific queries and product issues Support regional meetings, product launches, and special projects. 7) Compliance, Ethics & Quality Mindset (Non-negotiable) Adhere to: Company Code of Conduct, anti-bribery/anti-corruption standards Promotional compliance, interactions policy, and documentation requirements Data privacy and record retention rules Report adverse events/complaints/product quality issues per SOP timelines. Maintain highest standards of professional conduct in all stakeholder interactions. Key Performance Indicators (KPIs) Primary sales achievement vs target (monthly/quarterly/yearly) Secondary sales/liquidation and distributor health metrics Product mix achievement (focus brands/new launches) New account activations and institutional conversions Coverage & call productivity (frequency, reach, quality metrics) Forecast accuracy and pipeline hygiene Collections support / credit compliance (where applicable) Compliance score: zero critical violations; timely reporting (complaints/AEs) Stakeholders (Internal & External) Internal Sales leadership, Marketing, Supply Chain, Finance, Medical Affairs, Regulatory/Quality, HR. External Distributors/stockists, hospital purchase/pharmacy teams, clinicians, KOLs, institutional decision makers. Required Qualifications Graduate in Life Sciences / Pharmacy / Business preferred (MBA/PGDM is an advantage) Up to 8 years of field sales experience in pharmaceuticals / critical care / hospital/institutional sales preferred Strong understanding of: Institutional selling process and channel dynamics Distributor management and secondary sales concepts Compliance-led field execution in a regulated industry Skills & Competencies Functional Territory planning, account management, negotiation (policy-compliant) Forecasting and analytical selling Distributor & institutional management Strong product/therapy learning agility and scientific communication Behavioral Result orientation with strong execution discipline Relationship building and stakeholder influence High integrity and compliance-first mindset Resilience and ownership in a field environment Collaboration and communication across functions Digital / Tools CRM usage (Salesforce or equivalent), MS Excel/PowerPoint Comfort with dashboards, data-based selling and territory analytics Working Conditions / Travel Field-intensive role with frequent travel across territory. Periodic attendance in regional meetings, trainings, and national cycles. What Baxter Typically Values (for the “fit” section) Patient-first mindset and ethical engagement Quality and compliance as foundational behaviors High learning Adaptability Ownership, agility, and strong collaboration across teams Equal Employment Opportunity Baxter is an equal opportunity employer. Baxter evaluates qualified applicants without regard to race, color, religion, gender, national origin, age, sexual orientation, gender identity or expression, protected veteran status, disability/handicap status or any other legally protected characteristic. Reasonable Accommodations Baxter is committed to working with and providing reasonable accommodations to individuals with disabilities globally. If, because of a medical condition or disability, you need a reasonable accommodation for any part of the application or interview process, please click on the link here and let us know the nature of your request along with your contact information. Recruitment Fraud Notice Baxter has discovered incidents of employment scams, where fraudulent parties pose as Baxter employees, recruiters, or other agents, and engage with online job seekers in an attempt to steal personal and/or financial information. To learn how you can protect yourself, review our Recruitment Fraud Notice.