NSM OTC in Pharma MNC

Job Description: National Sales Manager (NSM) - OTC / Consumer Healthcare in Pharma MNC

Location: Mumbai (HQ)

Reporting To: Business Head / CEO

Focus: Over-the-Counter (OTC) & Consumer Healthcare

Budget: Up to 60 Lakhs Per Annum (LPA)

1. Role Summary

The National Sales Manager (NSM) for the OTC division will be the strategic architect of the companys consumer healthcare footprint across India. This role demands a seasoned leader who can transition pharmaceutical science into consumer-driven retail success. Based in Mumbai, the NSM will lead the national sales force, drive retail distribution expansion, and manage the P&L for the entire OTC portfolio.

2. Key Requirements & Qualifications

Requirement

Specification

Designation

National Sales Manager (NSM)

Location

Mumbai (HQ)

Experience

18+ Years in Pharma/FMCG; at least 5 years in a National leadership role within the OTC segment .

Domain Expertise

Strong grasp of Retail Distribution , Chemist Channel Management, and Consumer Marketing.

Team Handling

Experience in managing a pan-India team of 200+ members.

Education

MBA from a premier institute preferred; Science/Pharmacy background is an asset.

Compensation

Up to 60 Lakhs PA .

3. Core Responsibilities

A. National Sales & Distribution Strategy

• Distribution Expansion: Drive numeric and weighted distribution across pharmacy chains, independent chemists, and modern trade outlets.
• GTM Strategy: Design and execute the Go-To-Market strategy for new product launches and existing portfolio rejuvenation.
• Channel Management: Optimize the stockist and sub-stockist network to ensure 100% fill rates and stock freshness.

B. P&L & Commercial Excellence

• Revenue Ownership: Direct accountability for the National Sales Budget and bottom-line profitability.
• Trade Marketing: Collaborate with marketing to design high-impact trade schemes, secondary sales drivers, and in-shop branding initiatives.
• Financial Oversight: Manage accounts receivable, inventory aging, and trade spends within the approved budget.

C. Leadership & Talent Development

• Structure Design: Review and optimize the sales force structure to ensure maximum territory coverage and productivity.
• Culture Building: Foster a data-driven, result-oriented culture using SFA (Sales Force Automation) and real-time dashboard tracking.

4. Key Competencies

• Expertise in the "Pharmacy + FMCG" hybrid model.
• Exceptional negotiation skills with large retail chains and distributors.
• Strategic thinking with the ability to execute at the grassroots level.

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