Area Sales Manager - Institutional Business (Karachi)

Job Summary:Area Sales Manager – Institutional Business will be responsible for driving institutional sales growth and achieving assigned business targets within the designated area by developing and strengthening relationships with key government, semi-government, military, and private healthcare institutions. The role involves identifying new business opportunities, managing key institutional accounts, overseeing the complete tender lifecycle, and ensuring effective coordination with distributors, supply chain, finance, and other internal stakeholders to facilitate timely product availability and order execution. The incumbent will also be responsible for monitoring market trends, managing receivables, preparing sales forecasts, and implementing effective business development strategies to enhance market penetration, ensure sustainable business growth, and maintain long-term customer relationships in line with company objectives.

Key Responsibilities

Achieve assigned institutional sales targets and drive business growth within the designated area.Develop and maintain strong relationships with government, semi-government, military, and private healthcare institutions.Identify new business opportunities and strengthen existing institutional accounts.Manage the complete tender process, including opportunity identification, tender documentation, bid submission, contract negotiation, and post-award execution.Monitor institutional demand and coordinate with distributors and supply chain teams to ensure timely product availability.Ensure efficient order processing, timely deliveries, and resolution of customer issues.Monitor outstanding receivables and ensure timely collection in coordination with the finance team.Conduct regular field visits and engage with procurement authorities, hospital management, pharmacists, and other key decision-makers.Prepare sales forecasts, business plans, tender updates, and periodic performance reports.Monitor market trends, competitor activities, and business opportunities to strengthen the company's institutional market presence.Ensure adherence to company policies, applicable regulatory requirements, and institutional tender procedures.Required Qualifications & ExperienceBachelor's degree in Pharmacy, Business Administration, or a relevant discipline; a relevant postgraduate qualification will be an advantage.4–6 years of pharmaceutical sales experience, preferably including 2–3 years in institutional sales and tertiary care hospitals.Proven experience managing government, semi-government, military, and private institutional accounts.Strong understanding of tender management, institutional procurement, contract execution, and key account management.Demonstrated ability to achieve sales targets, manage receivables, and develop sustainable business relationships.Excellent communication, negotiation, analytical, and stakeholder management skills.Strong business acumen, planning capabilities, and ability to work independently.Skills & CompetenciesInstitutional Sales & Business DevelopmentTender Management & Contract NegotiationKey Account ManagementInstitutional Procurement & Supply Chain CoordinationFinancial Acumen & Receivables ManagementSales Forecasting & Business PlanningTeam Leadership & Performance Management