Abbott - National Sales Lead - Oncology

Primary Job Function:

- The National Sales Lead will be responsible for driving the strategic and operational sales management of the Oncology division across India.

- This includes leading a high-performing team, managing key accounts, and ensuring sustainable growth through scientific engagement, tender management, and stakeholder relationships.

Key Responsibilities:

Strategic Sales Leadership:

- Drive national-level sales performance to exceed targets.

- Develop and implement strategic plans to achieve brand objectives within approved budgets.

- Lead competitive defense strategies, especially in top key accounts.

Key Account Management:

- Build and execute Key Account Management plans for top oncology centers and institutions.

- Maintain and grow relationships with the top Key Opinion Leaders in Oncology.

- Navigate and manage government and institutional tenders, rate contracts (RCs), and procurement processes.

Team Leadership & Development:

- Lead a team of 40 KAM and 5 First Line Managers across India.

- Set clear performance targets and incentive structures.

- Coach and mentor field teams to enhance scientific knowledge and selling capabilities.

- Foster a culture of collaboration, accountability, and continuous learning.

Operational Excellence:

- Ensure optimal resource allocation and support for the salesforce (e.g., marketing materials, SFE tools, managerial guidance).

- Monitor and review performance of zonal / Regional teams regularly.

- Ensure robust supply chain coordination to maintain inventory levels and avoid stock-outs.

- Uphold compliance with corporate governance and ethical trade practices.

Experience:

- Minimum 15 years in the healthcare/pharmaceutical industry.

- At least 10 years in Oncology sales and key account management.

- Proven experience in managing tenders, RCs, and institutional sales.

- Strong scientific acumen and ability to engage with medical professionals.

Key Competencies:

- Strategic Thinking: Ability to define goals and develop actionable strategies.

- Team Leadership: Build, manage, and inspire high-performing teams.

- Talent Development: Identify and nurture high-potential talent.

- Customer Orientation: Deep understanding of HCP needs and decision-making drivers.

- Planning & Execution: Strong organizational skills with a focus on realistic planning and execution.

- Communication: Clear, persuasive communicator with ability to align cross-functional teams.

Scope & Accountability:

- Responsible for national revenue targets aligned with divisional goals.

- Manage internal stakeholders (Marketing, Medical, Supply Chain) and external stakeholders (KOLs, Institutions, Government Bodies).

- Ensure compliance and ethical standards across all operations.