Area Sales Manager - Karachi

The Area Sales Manager – Institutional Business will be responsible for driving sales growth and achieving business targets within a designated region by building and nurturing relationships with key government, semi-government, military, and private healthcare institutions. This role involves identifying new business opportunities, managing key institutional accounts, and overseeing the entire tender process. The incumbent will coordinate closely with distributors, supply chain, finance, and other internal teams to ensure timely product availability and smooth order execution. Additionally, the role requires monitoring market trends, managing receivables, preparing sales forecasts, and implementing effective business development strategies to enhance market penetration and sustain long-term customer relationships aligned with company goals.

Key Responsibilities

- Achieve assigned institutional sales targets and contribute to business growth within the designated area.
- Develop and maintain strong relationships with government, semi-government, military, and private healthcare institutions.
- Identify new business opportunities and strengthen existing institutional accounts.
- Manage the full tender lifecycle, including opportunity identification, tender documentation, bid submission, contract negotiation, and post-award execution.
- Monitor institutional demand and collaborate with distributors and supply chain teams to ensure timely product availability.
- Ensure efficient order processing, timely deliveries, and prompt resolution of customer issues.
- Monitor outstanding receivables and coordinate with the finance team to ensure timely collections.
- Conduct regular field visits and engage with procurement authorities, hospital management, pharmacists, and other key decision-makers.
- Prepare sales forecasts, business plans, tender updates, and periodic performance reports.
- Keep abreast of market trends, competitor activities, and emerging business opportunities to strengthen the company’s institutional market presence.
- Ensure compliance with company policies, regulatory requirements, and institutional tender procedures.

Required Qualifications

- Bachelor’s degree in Pharmacy, Business Administration, or a related field; a relevant postgraduate qualification is advantageous.
- 4 to 6 years of pharmaceutical sales experience, with at least 2 to 3 years focused on institutional sales and tertiary care hospitals.
- Proven track record managing government, semi-government, military, and private institutional accounts.
- Strong expertise in tender management, institutional procurement, contract execution, and key account management.
- Demonstrated ability to meet sales targets, manage receivables, and build sustainable business relationships.
- Excellent communication, negotiation, analytical, and stakeholder management skills.
- Strong business acumen, planning capabilities, and the ability to work independently.

Skills & Competencies

- Institutional Sales and Business Development
- Tender Management and Contract Negotiation
- Key Account Management
- Institutional Procurement and Supply Chain Coordination
- Financial Acumen and Receivables Management
- Sales Forecasting and Business Planning
- Team Leadership and Performance Management

This role offers the opportunity to work in a dynamic environment with significant responsibility for driving institutional sales growth and expanding the company’s footprint across key healthcare sectors. Candidates with a proactive approach and strong relationship-building skills will find this position rewarding and impactful.