Regional Sales Manager

We Make Life More Rewarding and Dignified

Location: ​Gurugram​
Department: ​Sales

Summary

The Regional Sales Manager is responsible for the outcomes of sales performance within the assigned region, leading a team of Area Managers, Territory Managers, and associated commercial roles. The role focuses on execution of regional sales strategy, establishment of regional processes, and people leadership, ensuring achievement of revenue, market access, and customer engagement objectives aligned with Hollister Commercial India’s growth strategy.

Responsibilities

1. Sales & Business Execution

• Own and deliver regional sales targets, growth plans, and market share objectives for ostomy and continence care portfolios.
• Translate national sales strategy into region-specific execution plans, account prioritization, and territory deployment.
• Monitor sales performance, pipeline, forecasting accuracy, and corrective actions.
• Ensure disciplined execution of pricing, contracting, and distributor/CFA engagement models in the region.

1. Team Leadership & Development

• Lead, coach, and manage Area Managers, Territory Managers, and regional sales resources.
• Set clear priorities, performance expectations, and development plans for direct reports.
• Mentor team members within the region and contribute to leadership development beyond immediate team when required.
• Drive a culture of compliance, ethical selling, and patient-centric behavior.

1. Process & Operational Excellence

• Establish and continuously improve regional sales processes, reporting cadence, and field governance.
• Ensure effective implementation of CRM, sales analytics, and standard operating procedures.
• Resolve complex operational, customer, or organizational issues impacting regional performance.
• Balance management responsibilities with selective field involvement to resolve critical issues or meet timelines

1. Clinical & Market Development

• Strengthen clinical advocacy by collaborating with surgeons, stoma care nurses, GI/urology specialists and rehabilitation centers.
• Support market creation projects, patient education initiatives, and clinician training programs.
• Utilize advanced industry knowledge to recommend innovative approaches for market penetration and therapy adoption.

1. Judgment, Decision-Making & Impact

• Work on complex sales and business problems requiring in-depth evaluation of multiple variables.
• Exercise sound judgment in selecting methods, techniques, and evaluation criteria to achieve regional results.
• Decisions directly impact regional revenue, costs, and short- to medium-term business objectives.
• Failure to achieve results may impact regional goals, timelines, and operating costs

1. Collaboration & Stakeholder Management

• Build collaborative networks across Marketing, Clinical Education, Supply Chain, Finance, and Regulatory teams.
• Interact with senior department managers and key external stakeholders (KOLs, hospital administrators, distributors).
• Adapt communication and leadership style based on cross-functional and cross-regional nuances.
• Represents the region in national business reviews and cross-functional forums

Essential Functions of the Role

• Build and maintain strong relationships with clinicians, distributors, and retail partners.
• Develop and execute territory-specific business plans.
• Analyze sales data to identify trends and opportunities.
• Meet or exceed sales targets and KPIs.
• Communicate effectively across internal teams and with external stakeholders.
• Use CRM tools (e.g., Salesforce) and Microsoft Office to manage communications and reporting.
• Travel frequently within the assigned territory (30–50%), including overnight and occasional weekend travel.
• Conduct on-site visits to healthcare facilities, retail locations, and customer offices.
• Adhere to company policies, healthcare regulations, and ethical standards.
• Maintain accurate documentation and timely reporting.
• Ability to operate standard office equipment and CRM systems.
• Occasional lifting of materials up to 15 pounds may be required.
• Must be able to drive and sit for extended periods during travel.

Education & Work Requirements

• Bachelor’s Degree with 8-12 years of related experience

Education & Work Preferences

• Total Experience:

  • 8–12 years of experience in medical devices (Ostomy or Wound Care mandatory), with at least 5 years in people management.

  Experience Type:

  • Proven experience managing multi-state regions, distributors, and hospital accounts.
  • Strong understanding of India healthcare market dynamics, tendering, and institutional sales
  • Advanced understanding of healthcare sales models, reimbursement dynamics, and clinical workflows.
  • Strong analytical capability—forecasting, CRM usage, territory management.
  • Ability to interpret market data, competitor positioning, and industry trends.
  • Proficiency in MS Office, CRM systems and sales analytics tools.

Competencies

• Be Agile - Innovates and adapts quickly, approaching change with curiosity while persisting through obstacles.
• Be Customer Centric - Considers the needs, experiences and feedback of customers in all we do.
• Be People-Focused - Builds trust and collaborates with an inclusive and empathetic approach.
• Be Performance Driven - Operates with an ownership mindset, driving meaningful outcomes.
• Live The Schneiders’ Legacy, Our Noble Purpose - Passionately serves Our Mission and Vision, while demonstrating the Immutable Principles.

About Hollister Incorporated
Hollister Incorporated is an independent, employee-owned company that develops, manufactures and markets healthcare products worldwide. The company spearheads the advancement of innovative products for ostomy care, continence care and critical care, and also creates educational support materials for patients and healthcare professionals. Headquartered in Libertyville, Illinois, Hollister has manufacturing and distribution centers on three continents and sells in nearly 80 countries. Hollister is a wholly owned subsidiary of The Firm of John Dickinson Schneider, Inc., and is guided both by its Mission to make life more rewarding and dignified for people who use our products and services, as well as its Vision to grow and prosper as an independent, employee-owned company, and in the process, to become better human beings.

EOE Statement
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.

Job Req ID: 36694