Head - Territory Sales (North & West Region), Discovery Solutions, Life Science, India

Develop and own the North & West regional sales strategy in alignment with the overall India country plan.

Translate strategic objectives into actionable sales plans, forecasts, and budgets.

Monitor regional performance and adjust plans as required to achieve business objectives.

Establish ambitious but achievable revenue targets and lead regional teams to meet or exceed them.

Lead, mentor, and manage the North Sales Head and West Sales Head.

Build and maintain a high-performance regional sales culture.

Drive talent acquisition, onboarding, coaching, succession planning, and performance reviews.

Facilitate collaboration across regions to share sales best practices, market intelligence, and customer-success examples.

Oversee market segmentation, opportunity identification, and strategic account planning for major customers.

Develop a strong understanding of customer requirements, competitive conditions, and regulatory considerations affecting Discovery Solutions.

Represent customer needs and insights in strategic business planning and product or solution improvement discussions.

Drive multi-channel sales initiatives covering direct field sales, channel partnerships, and digital campaigns.

Ensure disciplined opportunity management, qualification, pipeline hygiene, and standardized sales processes.

Champion solution selling across Discovery Solutions offerings, including discovery platforms, data analytics, and consultative services.

Collaborate with Marketing, Product, Customer Success, and Support teams to create a coordinated go-to-market strategy.

Develop and maintain executive-level relationships with strategic customers and key accounts across North and West India.

Coordinate with regional leadership to align demand-generation programs and field-sales activities.

Manage regional P&L and ensure cost-effective sales operations.

Optimize resources to maximize return on investment.

Monitor and report KPIs, sales metrics, forecasts, and other performance indicators to leadership.

Maintain accurate sales forecasts.

Ensure compliance with internal controls, governance requirements, and applicable regulations.

Drive high levels of customer satisfaction across the territory.

Support renewals and expansion within existing strategic accounts.

Partner with Customer Success teams to reduce churn and maximize customer lifetime value.

Promote the Discovery Solutions value proposition in an ethical and responsible manner.

Ensure adherence to company policies, safety standards, and regulatory guidelines.

MBA or equivalent degree in Business, Life Sciences, or a related discipline.

12+ years of progressively responsible B2B sales leadership experience, preferably in life sciences, R&D, biotechnology, or related sectors.

Proven experience managing large, multi-region territories and senior sales leaders.

Demonstrated success in revenue growth, complex deal management, and strategic customer-partnership development.

Preferred familiarity with discovery platforms, laboratory informatics, data analytics, or comparable scientific software and services.

Understanding of laboratory workflows, research environments, and procurement processes across academia, pharmaceutical, and biotechnology organizations.

The position is responsible for revenue growth, market expansion, customer success, retention, and strategic account development across North and West India.

The role combines regional sales leadership, people management, financial accountability, strategic selling, customer intelligence, and cross-functional go-to-market execution.

Merck emphasizes an inclusive workplace bringing together diverse backgrounds, perspectives, and experiences.

Employees are encouraged to develop and grow at their own pace while contributing to science, technology, and human progress.