NovartisArea Manager- Institutional: Regional Business Manager
Novartis is hiring an Area Manager- Institutional: Regional Business Manager. Level rates it ; you can apply on Novartis.
Level's read on this job
- Level rates this role Little AI ●○○○: aI is not part of the work.
- The posting mentions CRM, Sales Analytics and sales management among its tools and skills.
- Level classes it as a senior role.
- Novartis has 840 other open roles on Level.
AI in this role
Regional business manager leading a sales team to drive institutional healthcare accounts and optimize brand market access.
Job Description Summary
The Institutional Regional Business Manager/First Line Sales Manager is responsible for leading a high-performing sales team to deliver exceptional customer engagement and achieve commercial objectives. This role requires strategic thinking, deep payer market knowledge and the ability to translate national strategies into effective local execution.
Job Description
Location- Mumbai
Key Responsibilities:
Lead and coach the team to achieve sales, productivity and performance targets through strong in-field coaching, call planning and disciplined execution.
Drive business growth for innovative, concept-driven brands across government and institutional healthcare accounts by developing and executing strategic account plans.
Navigate the complex Indian public healthcare ecosystem, including Central and State Government institutions, CGHS, ESIC, Defence, Railways, leading government medical colleges, to optimize brand access and utilization.
Build and strengthen advocacy among key healthcare professionals, institutional decision-makers, and opinion leaders through scientific engagement and evidence-based value discussions.
Facilitate inclusion and sustained utilization of company brands within institutional formularies, treatment protocols, and clinical pathways through compliant stakeholder engagement.
Map and engage key stakeholders across institutional accounts, including department heads, formulary committee members, procurement authorities, pharmacists, administrators, and clinical influencers.
Identify access barriers impacting patient availability and collaborate with cross-functional teams to develop solutions that improve institutional adoption and patient access.
Track institutional business performance, analyze account trends, and implement corrective actions to achieve short-term targets and long-term strategic objectives.
Create and execute regional/territory business plans aligned to brand strategy (targeting, coverage, quarterly priorities, cycle plans) and review progress through regular business reviews.
Use sales and prescription insights, analytics and market intelligence to optimize targeting, improve call effectiveness and implement timely corrective actions.
Ensure brand plan execution and KPI governance (coverage, call quality, demand drivers, availability) and manage risks across competition, access and supply.
Operate within company policies and ethical codes
Partner with Marketing, Medical, Value & Access and Supply to deliver regional initiatives, resolve customer issues and improve patient access where applicable.
Build team capability through structured coaching (joint work, role plays, feedback), onboarding, performance reviews and talent development/succession planning.
Own forecasting and business hygiene: accurate outlook, budget/expense discipline, and timely reporting/documentation.
Work with distribution/trade partners to ensure availability, primary–secondary alignment and stock/expiry risk control in priority channels.
Drive omnichannel execution and ensure data quality, privacy and use of approved content.
Continuously track competition and guideline/evidence updates and translate insights into local actions to protect and grow share.
Essential Requirements:
Bachelor’s degree (Life Sciences/Pharmacy/Business or related).
MBA/PGDM preferred.
6–10 years pharma sales experience, with 3-4 years of managing Institutional/Government business.
Immunology, Vaccines, Oncology, Cardiovascular/ Specialty therapy exposure preferred.
2–4 years team handling with strong coaching and performance management skills.
Mandatory requirement of proven experience in navigating the Indian government healthcare ecosystem, including Central Government Health Scheme (CGHS), ESIC, State Government Health Programs, Railways, Defence, ECHS, Municipal Corporations, and major government medical colleges.
Experience launching or scaling innovative therapies in institutional or government segments is highly preferred.
Strong analytics; proficient in MS Office.
Strong communication, influencing and stakeholder management skills.
High ethics and compliance orientation; working knowledge of promotional codes/SOPs.
Employees with CRM team experience will be preferred
High field orientation; willing to travel extensively within the region.
Commitment to Diversity and Inclusion / EEO paragraph:
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
Skills Desired
Change Management, Coaching, Collaboration, Commercial Excellence, Complexity Management, Leadership, Mentorship, Professional EthicsHow we rate this
Area Manager- Institutional: Regional Business Manager at Novartis rates 0 out of 100 for how much of the daily work is AI. That makes it Little AI (AI Level 1 of 4). The level is about AI in the job, not seniority.
Little AI. AI is not part of the work.
- ●●●● Builds AI80 to 100
- ●●●○ Works on AI60 to 79
- ●●○○ Uses AI40 to 59
- ●○○○ Little AI0 to 39
Levels come from how often the tools, models and workflows of the role are named in the posting itself. Read the description and count the AI tools, models and workflows it names.
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Built from this posting and from similar jobs on Level.
Skills and AI tools this role asks for
Questions you could be asked
- Tell me about a project where sales management was part of your work. What did you do?
- Tell me about a project where institutional sales was part of your work. What did you do?
- Tell me about a project where key account management was part of your work. What did you do?
- Tell me about a project where strategic planning was part of your work. What did you do?
- Walk me through how you've used CRM in your day-to-day work.
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- List these exact terms on your resume: Sales Management, Institutional Sales, Key Account Management, Strategic Planning, and CRM. An applicant tracking system matches the wording, not the idea.
- Attach one line of real, concrete experience to at least one of them. A tool named with nothing behind it rarely survives a human read.
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