GM / Sr. GM - Sales & Marketing (Dental)

Job Description:- Role Purpose To lead the Sales & Marketing function for the Dental / Oral Care business, driving brand growth, market expansion, and profitability through strategic planning, strong field execution, KOL engagement, and portfolio development across dental professionals and institutions.

Key Responsibilities 1. Business Strategy & P&L Ownership Develop and execute the Dental business strategy aligned with organizational growth plans. Own full P&L responsibility including revenue, market share, margins, and promotional investments. Identify growth opportunities across therapeutic segments (oral infections, oral hygiene, implants, pain management, preventive care). Drive new product launches and portfolio expansion in dental and oral care. 2. Sales Leadership & Field Force Effectiveness Lead and scale the dental sales team across regions (ZSM/ RSM/ Territory Managers). Set sales targets, incentive plans, and territory strategies. Drive productivity, coverage, and prescription generation among dentists and dental clinics. Monitor field KPIs: call average, coverage, conversion, and secondary sales. 3. Marketing & Brand Management Develop brand strategy, positioning, and annual marketing plans for dental portfolio. Design scientific promotion campaigns, clinical communication, and dentist engagement programs. Lead product lifecycle management and brand profitability. Manage ATL/BTL, digital, and professional marketing initiatives targeting dentists. 4. KOL & Institutional Engagement Build relationships with key dentists, dental chains, and dental colleges. Drive clinical advocacy, endorsements, and speaker programs. Expand institutional and tender business in dental hospitals and teaching institutions. Represent company at dental conferences, CMEs, and professional forums. 5. Market Development & Insights Analyze market trends, competitor activity, and prescription behavior. Identify unmet clinical needs and guide portfolio development. Track brand performance, ROI of campaigns, and market share. Provide insights for R&D / business development on new dental opportunities. 6. Cross-Functional Leadership Collaborate with Medical, Regulatory, Supply Chain, and Finance for business delivery. Ensure compliance with pharma marketing and ethical promotion standards. Forecast demand and manage inventory for dental portfolio.

Qualifications & Experience Bachelor’s degree in Pharmacy / Science / Dentistry; MBA (Marketing) preferred. 18–22+ years pharma experience with significant exposure to Dental / Oral Care segment. Proven leadership in Sales & Marketing roles with P&L responsibility. Strong network with dentists, dental chains, and institutions. Successful track record of brand building and product launches. Experience managing large field teams across regions.

Leadership Competencies Strong commercial and strategic orientation. Team leadership and people development capability. Market-driven and customer-centric approach. Influencing and relationship-building skills with KOLs. Analytical decision-making and execution excellence.

Key Success Metrics Dental business revenue and market share growth. Brand performance and profitability. New product launch success. Dentist coverage and prescription growth. Field force productivity and ROI of marketing spend.