About this role
52% of the world can’t access essential healthcare: we’re a business that does something about it. Join us.
We focus on access to health products and services in emerging markets through a three-part model; focusing on collecting insights on community’s health needs, running targeted health campaigns (education, screening, etc.) and managing the distribution of a range of essential medicines and health products.
Why work with us? We are challenging established business norms, with a new value proposition to build a socially minded business model for half the planet. You get to be creative, move fast, own truly important things, grow, learn, and help people. We’re not a charity; we are redesigning how affordable healthcare is delivered through truly innovative business and service delivery models.
We already work with over half of the world’s largest pharmaceutical companies and have footholds in markets across Southeast Asia, India and Africa. We will be expanding rapidly over the next year and entering a number of new regions and markets.
Who are we looking for?
Title: National Sales Manager
Arrangement: Full-time
Location: Mumbai, India (with travel to field markets)
Reporting to: Head of India
Company Link: www.reach52.com
Role Overview
The National Sales Manager owns the performance and effectiveness of reach52's India field sales organization - a multi-division, multi-tier team spanning Zonal Managers, Regional Managers, Area Managers and Territory Managers. This is a dual role: part strategist, part people leader. The incumbent brings a sales force effectiveness (SFE) mindset designing the KPIs, incentive structures, segmentation logic and territory frameworks that make the field organisation productive while also being a genuinely engaging, energising leader who can rally a large, geographically dispersed team, build loyalty, and represent the field organisation credibly to senior leadership and external stakeholders. The role works closely with Head of India.
Key Responsibilities
Field Leadership & Team Management
• Lead, coach, motivate and performance-manage a large, multi-layered field sales hierarchy across several divisions and geographies
• Build a strong, energised field culture someone the team wants to follow, not just report to; drive engagement and retention across a dispersed team
• Own recruitment, onboarding and capability-building for field roles, working closely with HR to raise the bar on field talent
• Run a disciplined cadence of field reviews and coaching conversations with the management layer beneath them
Sales Force Effectiveness & Strategy
• Own the national revenue target end-to-end cascade it through the field hierarchy, track delivery against plan, and drive corrective action wherever performance lags
• Design and continuously refine the KPI framework, coverage norms, call-average standards and incentive structures that govern field performance
• Own segmentation and targeting logic for healthcare provider and retail coverage, and ensure it translates into sound territory and tour plans
• Build the analytics and reporting backbone (dashboards, MIS, weekly review cadence) that gives leadership a clear, reliable read on field productivity
• Identify structural or process gaps in the field operating model and lead the fixes from data quality to planning discipline
Cross-Functional & Stakeholder Management
• Partner with Commercial Excellence and Marketing on incentive design, campaign execution and productivity initiatives
• Provide accurate, credible demand forecasts and field intelligence to Supply Chain and leadership
• Represent the field organisation confidently in leadership, board and external stakeholder settings translating field performance into a clear, credible narrative
Governance & Compliance
• Ensure field operations run to reach52's SOPs, expense and code-of-conduct standards, and applicable pharma regulatory requirements
• Escalate disciplinary, compliance or data-integrity issues in a timely, transparent way
Qualifications & Experience
• Bachelor's degree required; masters preferred. 12+ years in pharmaceutical sales, including several years leading a large, multi-state field force
• Experience leading pharmaceutical sales teams across Primary Care, Acute Care and Maternal, Newborn and Child Health (MNCH) segments, with a strong understanding of field force management across diverse therapeutic portfolios
• Strong sales force effectiveness (SFE) orientation comfortable designing KPIs, incentive frameworks, segmentation and territory models, not just executing against them
• Proven ability to lead and energise a large, multi-tier, geographically dispersed team; a natural people leader with real presence and charisma
• Sharp analytical ability fluent with field MIS, dashboards and productivity data, and able to turn numbers into decisions
• Confident communicator, credible in front of senior leadership, board members and external stakeholders
• Working knowledge of pharma regulatory and compliance norms
• Willingness to travel extensively across India