PHARMAFull time
Territory Business Manager – Pharmaceutical Sales (ASHA)
NARSINGHPUR (IN)ONSITEPOSTED: 9/26/2026
PHARMAFull time
HIRING ORGANIZATIONABBOTTPharmaceuticals & Healthcare
ROLE OVERVIEW
Abbott's Established Pharmaceuticals Division (EPD) is a cornerstone of the company's emerging-market strategy, and the Territory Business Manager role in Narsinghpur is the frontline engine that converts brand strategy into prescriptions across Madhya Pradesh's semi-urban and rural healthcare network. Working within Abbott's ASHA-aligned commercial structure, this position owns a defined geography and is accountable for sales targets, prescriber coverage and chemist-stockist relationships that determine market share in a highly competitive therapy landscape. For candidates with a BSc or B.Pharm background, this is an unusually strong entry point into an MNC of Abbott's global reputation, offering structured product training, digital reporting tools, and a well-defined promotion ladder into Area Business Manager and regional sales leadership. It is a hands-on, high-autonomy role best suited to commercially driven life-sciences graduates who enjoy field work.
ROLE DEFINITION & RESPONSIBILITIES
- •Achieve assigned territory and geography-wise monthly, quarterly and annual sales targets across Abbott EPD's promoted brands.
- •Plan and execute daily field work independently, covering physicians, specialists, chemists and stockists as per approved coverage and frequency norms.
- •Meet prescribed Call Average, Coverage and Frequency metrics, and log daily activity on Abbott's online sales reporting system.
- •Generate maximum prescriptions and increase market share by promoting divisional products strictly as per approved strategy and brand messaging.
- •Build and sustain long-term relationships with key stakeholders including doctors, pharmacists, stockists and distributors within the territory.
- •Implement divisional brand campaigns, new-product launches, cycle meetings and CME activities at the field level.
- •Monitor competitor activity, pricing and prescription trends, and share actionable field intelligence with the Area Business Manager.
- •Facilitate strategy building by providing structured feedback on therapy trends, territory potential and evolving customer needs.
QUALIFICATIONS & REQUIREMENTS
REQUIRED QUALIFICATIONS
- BSc (Life Sciences, Biology or Pharmacy-related stream) or B.Pharm from a recognised Indian university.
- Minimum 2+ years of pharmaceutical field sales experience; freshers with strong communication and analytical ability may also be considered.
- Prior or current experience in the same therapy area is preferred.
- Experience with a multinational or top-tier Indian pharmaceutical company is an added advantage.
- Fluent, confident communication in Hindi and English with a strong understanding of the Narsinghpur and Madhya Pradesh market.
- Willingness to travel 100% of the time within the assigned territory, including continuous standing during field days.
- Valid two-wheeler or four-wheeler driving licence and readiness for remote, self-supervised field working.
PREFERRED QUALIFICATIONS
- •Existing prescriber network in Narsinghpur and adjoining Madhya Pradesh districts
- •Experience launching new products in semi-urban and rural markets
- •Proficiency with tablet-based digital detailing and CRM tools
- •Working knowledge of pharmacy retail schemes and demand-generation activities
- •Exposure to organising CMEs and round-table discussions with specialist doctors
REQUIRED VERIFIED SKILLS
Pharmaceutical Field Sales & Territory Management
Prescription Generation & Market Share Growth
Doctor, Chemist and Stockist Relationship Management
Call Average, Coverage & Frequency Planning
Product Detailing & Brand Promotion
Distributor and Channel Management
Competitor Intelligence & Market Analysis
CRM / Online Field Reporting (SFA Systems)
Therapy Area Knowledge across EPD Established Pharma brands
Negotiation and Objection Handling
COMPENSATION & REWARDS
Salary: Competitive / Disclosed upon candidate shortlisting
ORGANIZATION CONTEXT & CULTURE
Abbott is actively hiring for this position.
INDUSTRY: Pharmaceuticals & Healthcare
EXPECTED CAREER ROADMAP
Successful Territory Business Managers at Abbott EPD typically progress to Area Business Manager within two to three years, taking ownership of a representative team and a larger revenue mandate. From there, the natural trajectory runs through Regional Business Manager, Zonal Sales Manager and national sales leadership roles. High performers with strong analytics may also pivot into Marketing (brand or product management), key account management, commercial excellence or sales training. Because Abbott's portfolio spans multiple therapies and geographies, internal mobility is realistic and often faster than the industry average. Externally, this experience transfers readily to MNC and leading Indian pharma companies, medical devices, diagnostics and health-tech sales organisations, as well as to market access and therapeutic brand management roles.
APPLICATION ADVISORY
Tailor your CV around numbers: territory revenue handled, percentage target achievement, call average, coverage and prescriptions generated. Highlight the therapy areas you have detailed and the specialist categories you have called on. For interviews, revise the anatomy of the relevant therapy, product differentiation and objections handling, and prepare a territory plan for Narsinghpur's semi-urban doctor and chemist network. Bring a 30-60-90 day fieldwork plan, be ready for role-play detailing sessions, and demonstrate confident Hindi and English communication throughout.
RECOMMENDED TRAINING
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