Sales Rep- Institutional (Territory Business Executive)
About the role
Summary
Incumbent is responsible for driving territory performance by executing robust business plans, building strong customer relationships, and delivering impactful, compliant engagement. The role focuses on achieving sales and growth objectives through effective multi-channel customer interactions, data-driven insights, and close collaboration with cross-functional teams.
They play a critical role in translating strategy into in-field execution - leveraging market intelligence, optimizing resource utilization, and continuously enhancing promotional effectiveness to maximize customer impact and territory outcomes. The role requires strong ownership of reporting, responsiveness to operational issues, and a commitment to upholding Novartis’ ethical and compliance standards
The Institutional Sales Representative is responsible for driving demand generation, stakeholder advocacy, and business growth for innovative brands across government and institutional healthcare accounts. The role requires effective engagement with healthcare professionals, institutional authorities, and key decision-makers to improve access, adoption, and utilization of innovative, concept-driven pharmaceutical brands within the institutional healthcare ecosystem
About the Role
Location-Mumbai
Key Responsibilities:
Drive territory business plans to exceed sales and growth objectives across assigned government and institutional accounts.
Identify business opportunities across government hospitals, medical colleges, Army, CGHS, ESIC, railways, and other public healthcare systems.
Build strong professional relationships with healthcare professionals, department heads, faculty members, pharmacists, and institutional influencers.
Generate advocacy for innovative brands through scientific and evidence-based discussions aligned with patient needs.
Effectively navigate institutional decision-making processes to facilitate broader product access.
Lead multi-channel engagement to maximize coverage and influence.
Ensure accurate reporting and resolve issues promptly.
Collaborate with cross-functional teams to optimize resources and forecasts.
Champion compliance and uphold Novartis’ ethical standards.
Monitor market trends and competitor activities to inform strategy.
Provide insights to enhance promotional effectiveness and territory performance.
Essential Requirements:
Science educational background is must, B.Sc., B. Pharma
Management degree preferred
Minimum 2+ years in pharmaceutical sales, preferably with a Cardiology , Immunology, Oncology, Vaccines or other innovative portfolio sales background.
Strong scientific acumen with the ability to translate clinical and product knowledge into value-based selling, effectively communicating differentiated patient and therapeutic benefits to healthcare professionals.
Proven ability to drive prescription generation and achieve sales targets
Demonstrated understanding & experience working with CGHS, ARMY, Railways, ESIC and State Government accounts
Strong knowledge of disease management and treatment protocols
Ability to engage with healthcare professionals from the territory effectively
Preferred experience with specialty as well as mass market product
Excellent communication, negotiation and relationship-building skills
Novartis is committed to building an outstanding, inclusive work environment and diverse teams’ representative of the patients and communities we serve.
Why Novartis: Helping people with disease and their families takes more than innovative science. It takes a community of smart, passionate people like you. Collaborating, supporting and inspiring each other. Combining to achieve breakthroughs that change patients’ lives. Ready to create a brighter future together? https://www.novartis.com/about/strategy/people-and-culture
Benefits and Rewards: Read our handbook to learn about all the ways we’ll help you thrive personally and professionally: https://www.novartis.com/careers/benefits-rewards
Why Novartis: Helping people with disease and their families takes more than innovative science. It takes a community of smart, passionate people like you. Collaborating, supporting and inspiring each other. Combining to achieve breakthroughs that change patients’ lives. Ready to create a brighter future together? https://www.novartis.com/about/strategy/people-and-culture
Benefits and Rewards: Learn about all the ways we’ll help you thrive personally and professionally.
Read our handbook (PDF 30 MB)
Division
International
Business Unit
Sales
Location
India
Site
Mumbai (Head Office)
Company / Legal Entity
IN10 (FCRS = IN010) Novartis Healthcare Private Limited
Functional Area
Sales
Job Type
Full time
Employment Type
Regular (Sales)
Shift Work
No
Accessibility and accommodation
Novartis is committed to working with and providing reasonable accommodation to individuals with disabilities. If, because of a medical condition or disability, you need a reasonable accommodation for any part of the recruitment process, or in order to perform the essential functions of a position, please send an e-mail to [email protected] and let us know the nature of your request and your contact information. Please include the job requisition number in your message.
Questions about this role
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