Area Sales Manager - Institutional Business, Karachi

About the role

The Area Sales Manager for Institutional Business in Karachi drives institutional sales growth and achieves assigned business targets by building relationships with government, semi-government, military and private healthcare institutions. The role covers new business identification, key account management, the full tender lifecycle and coordination with distributors, supply chain, finance and other internal stakeholders.

Key responsibilities

• Achieve assigned institutional sales targets and grow business in the designated area.
• Develop and maintain relationships with government, semi-government, military and private healthcare institutions.
• Identify new opportunities and strengthen existing institutional accounts.
• Manage the full tender process: opportunity identification, tender documentation, bid submission, contract negotiation and post-award execution.
• Monitor demand and coordinate with distributors and supply chain to ensure timely product availability.
• Ensure efficient order processing, timely deliveries and resolution of customer issues.
• Monitor outstanding receivables and ensure timely collection with the finance team.
• Conduct regular field visits to procurement authorities, hospital management, pharmacists and other decision-makers.
• Prepare sales forecasts, business plans, tender updates and performance reports.
• Monitor market trends and competitors, and adhere to company policies and tender procedures.

Required profile

• Bachelor's degree in Pharmacy, Business Administration or a related field; a postgraduate qualification is an advantage.
• 4-6 years of pharmaceutical sales experience, preferably including 2-3 years in institutional sales and tertiary care hospitals.
• Proven experience managing government, semi-government, military and private institutional accounts.
• Demonstrated ability to achieve sales targets, manage receivables and build sustainable relationships.

Required skills

• Institutional sales and business development
• Tender management and contract negotiation
• Key account management and institutional procurement coordination
• Receivables management and sales forecasting
• Communication, negotiation, analytical and stakeholder management skills