Mindblowing Jobs

Territory Manager – Diabetes Care

By Admin · Pharma Sales, Marketing & Commercial

MUMBAI (IN)ONSITEPOSTED: 9/25/2026
HEALTHCAREFull time
HIRING ORGANIZATIONROCHEPharmaceuticals and Diagnostics
Roche

ROLE OVERVIEW

Roche Diabetes Care is a global leader in integrated diabetes management, and the Territory Manager role in Mumbai is central to ensuring its life-changing diagnostics and self-care products reach patients through robust distribution and retail channels. Reporting to the Area Sales Manager, this position combines strategic territory planning, distributor performance management, and field activation. The role directly impacts access to blood glucose monitoring, insulin delivery, and digital diabetes solutions across a competitive urban market. By translating marketing campaigns into secondary sales, managing schemes, and capturing competitor intelligence, the Territory Manager shapes Roche’s commercial footprint. For sales professionals passionate about healthcare, it offers a rare chance to work with a science-driven multinational, build deep channel partnerships, and contribute to improved diabetes outcomes while developing a long-term career in medical devices and diagnostics.

ROLE DEFINITION & RESPONSIBILITIES

  • •Develop and execute monthly territory plans to achieve SKU-wise secondary sales targets across Mumbai’s retail and distribution network.
  • •Monitor distributor and dealer performance, review existing coverage, and recommend appointment or termination of channel partners.
  • •Drive field activation and merchandising programs designed by marketing, maintaining expense records and measuring sales impact.
  • •Collect and report competitor activity, pricing moves, stock availability, and promotional material gaps to the Area Sales Manager.
  • •Resolve distributor and customer complaints by coordinating with customer care and organizing dealer meetings aligned to brand strategy.
  • •Ensure timely monthly collections through disciplined follow-up and submit distributor inventory requirements based on sales forecasts.
  • •Maintain daily reporting of customer visits, market insights, and sales performance using Roche’s CRM and work norms.
  • •Collaborate with internal teams to break down access barriers and ensure sales plans are executed with operational excellence.

QUALIFICATIONS & REQUIREMENTS

REQUIRED QUALIFICATIONS

  • Bachelor’s degree in Science or Pharmacy; a postgraduate qualification such as MBA or M.Pharm is an added advantage.
  • Minimum 2–3 years of proven sales experience in OTC, surgical equipment, pharmaceutical, or medical device products.
  • Demonstrated track record of managing independent representatives, distributors, dealers, or agents in a healthcare market.
  • Deep understanding of the Mumbai or Maharashtra diabetes care market, including retail chemists and channel dynamics.
  • Strong analytical ability to track sales performance, inventory, collections, and competitor data with high accountability.
  • Excellent interpersonal, negotiation, and conflict-resolution skills to influence external partners and internal stakeholders.

PREFERRED QUALIFICATIONS

  • •Diabetes Care / Blood Glucose Monitoring Product Knowledge
  • •Experience in Mumbai/Goa Pharmaceutical Market
  • •Key Account Management with Retail Chains
  • •Digital CRM Tools (Salesforce, Veeva)
  • •Cross-functional Collaboration with Marketing

REQUIRED VERIFIED SKILLS

Territory Sales Management
Distributor & Channel Management
Secondary Sales Generation
Retail Chemist Engagement
Sales Forecasting & Inventory Planning
Field Activation & Merchandising
Competitor Market Intelligence
CRM Reporting & Analytics
Customer Complaint Resolution
Collections & Credit Follow-up

COMPENSATION & REWARDS

Salary: Competitive / Disclosed upon candidate shortlisting

ORGANIZATION CONTEXT & CULTURE

Roche is actively hiring for this position.

INDUSTRY: Pharmaceuticals and Diagnostics

EXPECTED CAREER ROADMAP

Starting as Territory Manager – Mumbai, high performers typically progress to Area Sales Manager within 2–3 years, managing a larger team and distributor network. From there, roles such as Regional Sales Manager, National Channel Manager, or Commercial Excellence Lead become accessible, especially with exposure to Roche’s diabetes portfolio and diagnostics. Lateral movement into product management, key account management, or market access is common for commercially strong candidates. In India’s medical device and diagnostics sector, Roche’s brand reputation opens doors to senior sales leadership, strategic partnerships, and healthcare consulting. Continued training in consultative selling, data-driven territory planning, and people leadership accelerates promotion. Exit options include multinational diagnostics, pharma, digital health, and healthcare distribution companies.

APPLICATION ADVISORY

Tailor your resume to highlight quantified secondary sales, distributor network expansion, and monthly collection achievements. Prepare for interviews by reviewing Roche Diabetes Care’s product portfolio, including Accu-Chek devices and digital solutions, and be ready to discuss Mumbai’s retail chemist landscape. Expect case questions on territory planning, underperforming distributor turnaround, and competitor response. Demonstrate CRM discipline, daily reporting habits, and ability to influence dealers. Use specific examples of field activation ROI and scheme management. Emphasize science or pharmacy education, plus any MBA, as Roche values both commercial drive and healthcare knowledge.
RECOMMENDED TRAINING
1/2
The Fundamentals of Regulatory Affairs

The Fundamentals of Regulatory Affairs

READY TO SUBMIT?

Verify your capability profile and matching credentials before submitting direct applications.