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Job Description

Job Title

Assistant Manager – Sales (Pharmaceuticals) | Field Role

Function / Department

Commercial / Sales – Pharmaceuticals

Location - Based out of Kolkata

Field-based (Territory role) — extensive local and outstation travel within assigned territory/cluster.

Reporting To

Lead Sales/ Sales Manager (Pharma)

Role Purpose

The Assistant Manager – Sales is responsible for driving pharmaceutical product sales, expanding and retaining key accounts, and executing brand/portfolio strategies within an assigned territory. The role requires strong field execution, stakeholder management (distributors, hospitals, doctors, pharmacy/OT, purchase teams), and strict adherence to ethical promotion, compliance, and quality standards expected in a healthcare environment.

Key Outcomes / Success Measures

• Achieve territory sales targets (value, volume, and product-mix goals) with disciplined forecasting.

• Improve account coverage and frequency, resulting in measurable growth across priority institutions and channels.

• Strengthen distribution health (availability, visibility, liquidation, and inventory hygiene).

• Build robust pipeline of new accounts and institutional opportunities (tenders/contracting where applicable).

• Execute brand strategy and promotional plans while maintaining 100% compliance with company policies and local regulations.

Core Responsibilities

1) Territory & Account Management

• Own an assigned territory to deliver monthly/quarterly/annual sales targets across Baxter’s pharmaceutical portfolio.

• Map the territory: identify high-potential accounts, prescribing influencers, buying points, and referral networks.

• Drive call planning and coverage routines (daily plan, weekly route, monthly coverage dashboard).

• Build relationships with key stakeholders: Hospitals/institutions: purchase, pharmacy, ICU/OT, anesthesia/critical care teams (as relevant to portfolio) Clinics and prescribers (where permissible) Channel partners: distributors/stockists/wholesalers

• Create and maintain account plans (objectives, stakeholder map, barriers, action plan, timelines).

2) Business Development & Growth

• Generate growth through: New account additions and onboarding Product penetration and cross-sell/upsell Institutional contracting support and compliant negotiations Conversion initiatives based on clinical/health-economic value (as per approved materials)

• Identify local market trends, competitor moves, price dynamics, and provide insights to marketing and leadership.

3) Channel & Distribution Excellence

• Manage distributor performance including Order generation, secondary sales, liquidation Stock norms, expiry management, and returns (as per policy) Distributor claims, schemes, and documentation accuracy

• Ensure optimal product availability at key outlets/accounts; address stock-outs and service issues rapidly.

• Coordinate with internal supply chain/customer service teams for smooth order-to-cash execution.

4) Promotional & Brand Execution (Compliant)

• Execute brand strategies through approved activities such as: Scientific detailing using approved visual aids CMEs / education programs (as per policy) Account-level engagement plans

• Ensure all communication is scientifically accurate, balanced, and aligned to approved label/indications and company policy.

5) Forecasting, Reporting & CRM Discipline

• Maintain accurate: Sales forecasts, pipeline updates, and demand signals Daily call reports and doctor/account interactions in CRM Expense reports and travel plans (timely & compliant)

• Analyze territory performance trends and correct course quickly.

6) Cross-functional Collaboration

• Work closely with: Marketing for campaign execution and feedback Customer service/supply chain for fulfilment and service levels Finance for collections support, credit discipline (as per policy) Medical/RA/QA teams where required for scientific queries and product issues

• Support regional meetings, product launches, and special projects.

7) Compliance, Ethics & Quality Mindset (Non-negotiable)

• Adhere to: Company Code of Conduct, anti-bribery/anti-corruption standards Promotional compliance, interactions policy, and documentation requirements Data privacy and record retention rules

• Report adverse events/complaints/product quality issues per SOP timelines.

• Maintain highest standards of professional conduct in all stakeholder interactions.

Key Performance Indicators (KPIs)

• Primary sales achievement vs target (monthly/quarterly/yearly)

• Secondary sales/liquidation and distributor health metrics

• Product mix achievement (focus brands/new launches)

• New account activations and institutional conversions

• Coverage & call productivity (frequency, reach, quality metrics)

• Forecast accuracy and pipeline hygiene

• Collections support / credit compliance (where applicable)

• Compliance score: zero critical violations; timely reporting (complaints/AEs)

Stakeholders (Internal & External)

Internal

Sales leadership, Marketing, Supply Chain, Finance, Medical Affairs, Regulatory/Quality, HR.

External

Distributors/stockists, hospital purchase/pharmacy teams, clinicians, KOLs, institutional decision makers.

Required Qualifications

• Graduate in Life Sciences / Pharmacy / Business preferred
  (MBA/PGDM is an advantage)

• Up to 8 years of field sales experience in pharmaceuticals / critical care / hospital/institutional sales preferred

• Strong understanding of: Institutional selling process and channel dynamics Distributor management and secondary sales concepts Compliance-led field execution in a regulated industry

Skills & Competencies

Functional

• Territory planning, account management, negotiation (policy-compliant)

• Forecasting and analytical selling

• Distributor & institutional management

• Strong product/therapy learning agility and scientific communication

Behavioral

• Result orientation with strong execution discipline

• Relationship building and stakeholder influence

• High integrity and compliance-first mindset

• Resilience and ownership in a field environment

• Collaboration and communication across functions

Digital / Tools

• CRM usage (Salesforce or equivalent), MS Excel/PowerPoint

• Comfort with dashboards, data-based selling and territory analytics

Working Conditions / Travel

• Field-intensive role with frequent travel across territory.

• Periodic attendance in regional meetings, trainings, and national cycles.

What Baxter Typically Values (for the “fit” section)

• Patient-first mindset and ethical engagement

• Quality and compliance as foundational behaviors

• High learning Adaptability

• Ownership, agility, and strong collaboration across teams

Equal Employment Opportunity

Baxter is an equal opportunity employer. Baxter evaluates qualified applicants without regard to race, color, religion, gender, national origin, age, sexual orientation, gender identity or expression, protected veteran status, disability/handicap status or any other legally protected characteristic.

Reasonable Accommodations

Baxter is committed to working with and providing reasonable accommodations to individuals with disabilities globally. If, because of a medical condition or disability, you need a reasonable accommodation for any part of the application or interview process, please click on the link here and let us know the nature of your request along with your contact information.

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