Novartis

Global pharmaceutical company delivering science-based innovations

Area Manager - Senior Regional Business Manager

Field SalesUpdated on Nov 12

Full-timeDelhi, IndiaNo salary listed

About the Job

Requirements

A bachelor's degree in Life Sciences, Pharmacy, Business, or a related field is required.
An MBA or PGDM is preferred.
Four to ten years of pharmaceutical sales experience, including at least two years in the Dermatology segment, is required.
Two to four years of team-handling experience is required, along with leadership, coaching, and performance-management skills.
Experience navigating and driving entry into government accounts and generating demand in those accounts is required.
Strong market understanding and the ability to drive compliant, scientific, value-based healthcare professional engagement are required.
Experience in pre-launch planning and launch execution for specialty or innovative pharmaceutical products is required.
Experience with launch excellence, go-to-market execution, and cross-functional ways of working is required.
Strong analytical skills that inform business decisions are required.
Proficiency in Microsoft Office and a digital-forward approach are required.
The ability to build strong market networks and engage effectively with key opinion leaders, institutions, and internal stakeholders is required.
Strong communication, influencing, and stakeholder-management skills are required.
High ethics and compliance orientation, including working knowledge of promotional codes and standard operating procedures, is required.
High field orientation and willingness to travel extensively within the region are required.

Responsibilities

Lead and coach the team to achieve sales, productivity, and performance targets through in-field coaching, call planning, and disciplined execution.
Drive effective pre-launch and launch execution for new products, ensuring readiness across teams, customers, and priority accounts.
Create and execute regional and territory business plans aligned to brand strategy, including targeting, coverage, quarterly priorities, and cycle plans, and review progress through regular business reviews.
Drive high-quality, compliant, tailored healthcare professional engagement using evidence-led, value-based selling; strengthen disease and patient pathway understanding and objection handling.
Use sales and prescription insights, analytics, and market intelligence to optimize targeting, improve call effectiveness, and implement timely corrective actions.
Ensure brand-plan execution and key performance indicator governance for coverage, call quality, demand drivers, and availability, and manage competition, access, and supply risks.
Partner with Marketing, Medical, Value and Access, and Supply teams to deliver regional initiatives, resolve customer issues, and improve patient access where applicable.
Develop key accounts and key opinion leaders across priority institutions and clinics to build advocacy and sustain demand.
Support market-access and institutional processes where applicable to improve adoption, affordability, and continuity of therapy.
Own forecasting and business hygiene, including accurate outlook, budget and expense discipline, and timely reporting and documentation.
Work with distribution and trade partners to ensure availability, primary-secondary alignment, and stock and expiry risk control in priority channels.
Drive omnichannel execution and ensure data quality, privacy, and use of approved content.
Track competition and guideline and evidence updates and translate insights into local actions to protect and grow market share.
Ensure optimal deployment of promotional resources, marketing inputs, and samples where applicable, in line with business priorities and company policies.
Build team capability through structured coaching, including joint work, role plays, and feedback; support onboarding, performance reviews, talent development, and succession planning.
Promote a culture of compliance, ethics, and continuous improvement, and ensure own and team operations comply with company policies and ethical codes.

Desired Qualifications

An MBA or PGDM is preferred.
Desired skills include change management, coaching, collaboration, commercial excellence, complexity management, leadership, mentorship, and professional ethics.

Job Description Summary

The Area Manager / RBM is responsible for leading a high-performing sales team to deliver exceptional customer engagement and achieve commercial objectives. This role requires strategic thinking, deep market knowledge, and the ability to translate national strategies into effective local execution.
If you are looking to launch a new product in a specialty portfolio in a priority TA and create a meaningful impact for patients, then this is the right place for you
By personalizing your approach, using data, and working closely with your team, you’ll help us achieve our mission—making every interaction and outcome matter.

Job Description

Key Responsibilities

Lead and coach the team to achieve sales, productivity and performance targets through strong in-field coaching, call planning and disciplined execution
Drive effective pre-launch and launch execution for new product, ensuring readiness across teams, customers, and priority accounts.
Create and execute regional/territory business plans aligned to brand strategy (targeting, coverage, quarterly priorities, cycle plans) and review progress through regular business reviews
Drive high-quality, compliant, tailored HCP engagement using evidence-led, value-based selling; strengthen disease/patient pathway understanding and objection handling
Use sales and prescription insights, analytics and market intelligence to optimize targeting, improve call effectiveness and implement timely corrective actions.
Ensure brand plan execution and KPI governance (coverage, call quality, demand drivers, availability) and manage risks across competition, access and supply
Partner with Marketing, Medical, Value & Access and Supply to deliver regional initiatives, resolve customer issues and improve patient access where applicable
Develop key accounts and KOLs across priority institutions/ clinics to build advocacy and sustain demand
Support market access and institutional processes (where applicable) to improve adoption, affordability and continuity of therapy.
Own forecasting and business hygiene: accurate outlook, budget/expense discipline, and timely reporting/documentation.
Work with distribution/trade partners to ensure availability, primary–secondary alignment and stock/expiry risk control in priority channels.
Drive omnichannel execution and ensure data quality, privacy and use of approved content.
Continuously track competition and guideline/evidence updates and translate insights into local actions to protect and grow share.
Ensure optimal deployment of promotional resources, marketing inputs, and samples, where applicable, in line with business priorities and company policies.
Build team capability through structured coaching (joint work, role plays, feedback), onboarding, performance reviews and talent development/succession planning
Promote a culture of compliance, ethics, and continuous improvement & ensure own & team operation within company policies and ethical codes

Role Requirements

Bachelor’s degree (Life Sciences/Pharmacy/Business or related).
MBA/PGDM preferred.
4–10 years pharma sales experience, with minimum 2 years in Dermatology segment
2–4 years experience in team handling with strong leadership, coaching and performance management skills
Experience in navigating, driving entry and generating demand in government accounts
Strong market understanding and ability to drive compliant, scientific/value-based HCP engagement.
Experience in pre-launch planning and launch execution for specialty or innovative pharmaceutical products
Experience with launch excellence / go-to-market execution and cross-functional ways of working
Strong analytics that inform business decisions
Proficiency in MS Office; digital forward approach
Ability to build strong market networks and engage effectively with key opinion leaders, institutions, and internal stakeholders.
Strong communication, influencing and stakeholder management skills.
High ethics and compliance orientation; working knowledge of promotional codes/SOPs.
High field orientation; willing to travel extensively within the region

Skills Desired

Change Management, Coaching, Collaboration, Commercial Excellence, Complexity Management, Leadership, Mentorship, Professional Ethics

About the Company

Novartis

Global pharmaceutical company delivering science-based innovations

Novartis is a global pharmaceutical company that uses science-based innovations to develop treatments and improve patient outcomes worldwide. Its products are medicines developed through research and development to address various diseases, aiming to reach nearly 1 billion people. The company differentiates itself by large-scale investment in R&D, a global presence with a diverse workforce, and a clear mission to Reimagine Medicine, focusing on meeting the changing needs of patients. Its goal is to improve quality of life and extend life expectancy by delivering meaningful therapies through its research and development efforts.

Company size: 10,001+
Company stage: IPO
Headquarters: Basel, Switzerland
Founded: 1970

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