Regional Sales Manager

We Make Life More Rewarding and Dignified

Location

Mumbai/Chennai

Department

Sales

Summary

Region sales management role, responsible for staffing and sales for the assigned region. This role is key to effectively manage assigned sales team to execute the outlined ostomy sales strategy and deliver the assigned goal number established for the region.

Responsibilities

Implement Business Strategies

Lead a team of 7-8 Territory Managers in established regions

Manage multiple areas of sales focus within assigned region

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

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.

Execute strategies and tactics outlined to deliver sales, market shares and margin contribution

Execute strategies to gain ostomy new fits in the acute, home health, and aftermarket

Execute ostomy sales strategy to ensure proper sales time and focus

Professional and personal development of assigned team. Development areas to be identified and supported through the Hollister Development/Succession planning process

Responsible for maintaining region budgets by territory, overall region

Select, train, develop and appraise team as necessary to address the needs of the region

Consistently demonstrate effective behaviors that support and personify the Company’s mission, vision and values

Communication and Market Orientation

Responsible for on-going two way communications with customers, sales team, other company associates and with agencies and leaders outside the company that are key to success within a particular market/country

Responsible for continually updating personal and corporate knowledge related to customers and their needs, competitors, payers, and local government & regulatory bodies

Ability to travel extensively (60%), ability to communicate verbally and through electronic media

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.

Benefits That Care

At Hollister, we offer benefits that go beyond compensation, including insurance benefits, paid leave (Sick leave, loyalty Leave, Casual Leave and Earned leave), Maternity & Paternity benefits, flexible work