Job Description

Designation:

Zonal Sales Manager (ZSM) / Third Line Manager (TLM)

Division: Dermatology – Super Specialty
Industry: Leading Pharma / OTC Company
Base Location: Delhi
Territory: Delhi Chandigarh Uttar Pradesh West Bengal & Assam

Role Objective

We are looking for an experienced Third Line Manager (TLM) to lead the Dermatology Super Specialty business across North & East India. The incumbent will be responsible for driving zonal business growth through effective leadership of Regional Sales Managers Area Business Managers and frontline teams while ensuring achievement of sales prescription generation and market expansion objectives.

Key Responsibilities

• Drive zonal business and achieve monthly quarterly and annual sales targets.
• Lead and develop Regional Sales Managers (RSMs) Area Business Managers (ABMs) and frontline sales teams.
• Build and execute zonal business strategies for sustainable growth.
• Strengthen relationships with Key Opinion Leaders (KOLs) leading Dermatologists hospitals and specialty clinics.
• Drive prescription generation and increase market share across the assigned zone.
• Ensure effective implementation of marketing initiatives and product launches.
• Review primary & secondary sales performance across all regions.
• Conduct regular business reviews coaching and field visits with reporting managers.
• Analyze competitor activities and market trends to identify business opportunities.
• Ensure effective distributor management and product availability.
• Recruit train mentor and retain high-performing sales teams.
• Work closely with Marketing Medical Affairs Commercial Excellence and Supply Chain teams.
• Ensure compliance with company SOPs and ethical business practices.

Eligibility Criteria

• Graduate in Science/Pharmacy (Mandatory)
• MBA Preferred
• 10–15 Years of Pharmaceutical Sales experience.
• Mandatory experience in Dermatology Super Specialty.
• Must currently be working as Third Line Manager (TLM) Zonal Sales Manager (ZSM) or equivalent.
• Experience in handling multiple states and large geographical territories.
• Strong exposure to KOL management team leadership and business planning.
• Excellent leadership coaching analytical and communication skills.

Reporting Structure

• Designation: Third Line Manager (TLM)
• Reporting To: National Sales Manager / Business Head
• Managing: Regional Sales Managers → Area Business Managers → Medical Representatives

Preferred Companies

Candidates from leading Dermatology / Super Specialty Pharma / OTC companies will be preferred.

Key Performance Indicators (KPIs)

• Sales Target Achievement
• Prescription Growth
• Market Share Growth
• Team Productivity
• Business Expansion
• KOL Development
• New Product Launch Success
• People Development & Retention
• Distributor Effectiveness
• Compliance & Business Reviews

Eligibility Criteria

• Qualification: / / Life Sciences Graduate (Mandatory)
• MBA Preferred
• Experience: 10 Years in the Pharmaceutical Industry.
• Mandatory experience in Dermatology / Super Specialty.
• Must currently be working as Third Line Manager (TLM) Zonal Sales Manager (ZSM) or an equivalent leadership role.
• Strong experience in leading Regional Sales Managers (RSMs) Area Business Managers (ABMs) and frontline sales teams.
• Proven track record of handling multi-state operations and delivering consistent business growth.
• Excellent exposure to KOL Management Business Planning Prescription Generation and Team Development.
• Strong leadership communication analytical and people management skills.
• Willingness to travel extensively across Delhi Chandigarh Uttar Pradesh West Bengal and Assam.

Required Skills:

Dermatology Sales Super Specialty Sales Prescription Generation KOL (Key Opinion Leader) Management Scientific Product Promotion Territory & Zonal Management Multi-State Business Management Team Leadership Third Line Management (TLM) Regional Sales Management Area Business Manager (ABM) Management Sales Force Effectiveness (SFE) Business Planning & Execution Sales Strategy Development Primary & Secondary Sales Distributor & Channel Management New Product Launches Market Development Business Expansion Key Account Management Hospital & Institutional Sales Doctor Relationship Management Coaching & Team Development Performance Management Budget & P&L Management Sales Forecasting Market Intelligence Competitor Analysis Customer Relationship Management (CRM) Stakeholder Management Cross-functional Coordination Negotiation Skills Leadership & People Management Business Review Meetings (BRM) Target Achievement Compliance & Ethical Promotion