PHARMAFull time
Territory Business Manager – Multitherapy (Pharma Field Sales)
MUMBAI (IN)ONSITEPOSTED: 9/30/2026
PHARMAFull time
HIRING ORGANIZATIONABBOTTPharmaceuticals & Healthcare
ROLE OVERVIEW
Abbott's Established Pharmaceuticals Division (EPD) is a cornerstone of the company's emerging-markets strategy, delivering trusted, affordable branded generics across cardiology, diabetes, pain management and multi-therapy portfolios. The Territory Business Manager role is the frontline engine of that strategy in Mumbai, converting brand plans into prescriptions, market share and sustained revenue growth across a defined geography. The position matters because EPD's commercial success depends on deep physician relationships, disciplined territory execution and real-time field intelligence that shapes national marketing decisions. For ambitious pharma sales professionals, it offers structured exposure to a global MNC's compliance-led selling model, multi-specialty therapy knowledge, digital reporting discipline and a transparent, performance-linked career ladder into area sales management or brand marketing.
ROLE DEFINITION & RESPONSIBILITIES
- •Achieve monthly, quarterly and annual sales targets for the assigned Mumbai territory across the multi-therapy portfolio, tracking primary and secondary sales against plan.
- •Execute daily independent field work, completing the prescribed call average, coverage and frequency norms across physicians, hospitals and nursing homes.
- •Generate maximum prescriptions by scientifically detailing Abbott's products to general practitioners and consultants as per divisional brand strategy.
- •Build lasting relationships with doctors, chemists, stockists and distributors to secure product availability, advocacy and shelf presence.
- •Log all field activity daily on the company's SFA/CRM online system, submitting call reports, expense claims and competitor updates on time.
- •Monitor competitor pricing, schemes and new launches, feeding actionable market intelligence back to the Regional Sales Manager for strategy building.
- •Organise CME meets, group meetings and patient-awareness programmes to strengthen brand recall within the assigned therapy area.
- •Support collection follow-up, credit control coordination and distributor inventory checks to prevent stock-outs and near-expiry losses.
QUALIFICATIONS & REQUIREMENTS
REQUIRED QUALIFICATIONS
- BSc, B.Pharm or M.Pharm from a recognised Indian university; life-sciences graduates are preferred.
- 2+ years of pharmaceutical field sales experience; freshers with strong communication and analytical skills may also be considered.
- Prior or current experience in the same or adjacent therapy area (cardiology, diabetology, pain, multitherapy) is highly valued.
- Demonstrated track record of consistently achieving or exceeding assigned territory sales targets.
- Valid driving licence and willingness to travel 100% of the time within the allocated Mumbai geography.
- Working familiarity with SFA/CRM reporting tools and basic Excel-based sales analytics.
- Candidates from MNCs or leading Indian pharma companies hold a distinct added advantage.
PREFERRED QUALIFICATIONS
- •Hospital and institutional tender selling exposure
- •Key Account Management experience
- •Data-driven territory analytics using Excel or BI dashboards
- •Digital/phygital doctor engagement channels
- •Hands-on experience with a cardiology or diabetology portfolio
REQUIRED VERIFIED SKILLS
Pharmaceutical Field Selling
Prescription Generation & Scientific Detailing
Territory & Coverage Planning
Doctor, Chemist and Stockist Relationship Management
Multi-Therapy Product Knowledge
Sales Force Automation (SFA/CRM) Reporting
Negotiation & Objection Handling
CME and Brand Activation Execution
Competitive Market Intelligence
Fluent English with Hindi/Marathi communication
COMPENSATION & REWARDS
Salary: Competitive / Disclosed upon candidate shortlisting
ORGANIZATION CONTEXT & CULTURE
Abbott is actively hiring for this position.
INDUSTRY: Pharmaceuticals & Healthcare
EXPECTED CAREER ROADMAP
High-performing Territory Business Managers at Abbott typically progress to Senior TBM or Area Sales Manager within 2–3 years, owning a team of representatives and a larger revenue mandate. From there, natural pathways open into Regional Sales Manager, Key Account Manager for hospitals and institutions, or brand/product management within the EPD marketing function. Strong commercial performers may also pivot to market access, therapy-area training, or medical representative capability development. Because Abbott operates across 100+ emerging markets, internal mobility into international assignments or cross-division roles (nutrition, diagnostics, medical devices) is realistic. External exit options in India include area/regional sales leadership at Sun Pharma, Cipla, Mankind, USV or Dr. Reddy's, plus specialty-care startups hiring seasoned territory talent.
APPLICATION ADVISORY
Tailor your resume to highlight therapy-area fit, territory size, number of doctors covered, and specific target-achievement percentages with years attached. Be ready to role-play a product detailing call and to explain how you build a coverage plan for a new Mumbai suburb. Interviewers will probe call average discipline, SFA/CRM usage, objection handling with reluctant prescribers, and how you converted a low-volume chemist into a stockist partner. Prepare two or three concrete CME or brand-activation stories with measurable prescription uplift. Mention your willingness to travel 100% and your local language fluency confidently.
RECOMMENDED TRAINING
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