Regional Sales Manager

Regional Sales Manager, Western Canada (Brand & Specialty Accounts)

Lupin Pharma Canada Limited (Lupin Canada), established in Toronto and Montreal in 2014, is the Canadian Subsidiary of Lupin Limited, the third largest pharmaceutical company in India, which has expanded its pharmaceutical expertise across the globe.

Lupin Canada is focused on addressing unmet medical needs in the key therapeutic areas like gastroenterology, palliative care, respiratory, and women’s health. We are proud to bring medications to Canadians with the objective of treating disease, enabling healing, and enriching human life.

Our Need

At Lupin Canada, we are committed to improving patient outcomes through high-quality pharmaceutical solutions and strong customer partnerships. We are currently seeking a dynamic and results-oriented Regional Sales Manager, Western Canada (Brand & Specialty Accounts) located in Calgary, AB, to join our Commercial team.

Reporting to the Director of Sales, this hybrid leadership role is responsible for leading and developing a team of three Territory Business Managers across Western Canada (British Columbia, Alberta, Saskatchewan, and Manitoba), while directly managing a portfolio of strategic specialty accounts. The successful candidate will balance people leadership, sales execution, business development, and key account management responsibilities to drive growth across both the Brand and Specialty business segments.

The ideal candidate is a collaborative leader with strong commercial acumen, a passion for coaching and talent development, and a demonstrated ability to build strategic customer partnerships that create long-term business value.

Location: This role covers Western Canada (BC, AB, SK, MB). While candidates located anywhere within the region will be considered, preference will be given to candidates residing in the Calgary area.

Key Responsibilities

Sales Leadership & Team Management (Approximately 70%)

• Lead, coach, develop, and motivate a team of three Territory Business Managers across Western Canada to consistently achieve or exceed business objectives.
• Drive regional sales performance, market share growth, and execution of brand strategies within assigned territories.
• Conduct regular field visits, coaching sessions, and performance reviews to enhance sales effectiveness and professional development.
• Develop and implement regional business plans aligned with corporate objectives.
• Ensure effective execution of marketing initiatives, promotional campaigns, and customer engagement strategies.
• Analyze sales trends, business performance metrics, market dynamics, and competitive activity to identify opportunities and risks.
• Foster a culture of accountability, collaboration, customer focus, and continuous improvement.
• Partner closely with Marketing, Medical Affairs, Market Access, and Sales Operations teams to ensure successful execution of strategic initiatives.
• Recruit, onboard, train, and develop talent while supporting succession planning initiatives.
• Manage regional budgets and resources responsibly to maximize return on investment.
• Maintain compliance with all company policies, industry regulations, and ethical standards.

Strategic Specialty Account Management (Approximately 30%)

• Directly manage a portfolio of assigned specialty accounts and key customers to achieve established sales and business objectives.
• Develop and execute account-specific business plans that support sustainable growth and long-term strategic partnerships.
• Build and maintain strong relationships with specialty pharmacies, hospitals, clinics, group purchasing organizations, and other key stakeholders.
• Identify, evaluate, and pursue new business opportunities within the specialty healthcare market.
• Collaborate with cross-functional partners to ensure successful implementation of customer-focused initiatives and solutions.
• Lead account planning discussions and business reviews with key customers to identify growth opportunities and address evolving needs.
• Develop strategic partnerships that enhance patient access and support the successful adoption of Lupin products.
• Negotiate and manage customer agreements in alignment with company objectives and compliance requirements.
• Monitor account performance, customer trends, and market developments to proactively adapt business strategies.
• Serve as the primary point of contact for assigned specialty accounts, ensuring a high level of customer satisfaction and engagement.
• Leverage market intelligence and customer insights to identify innovative opportunities that contribute to long-term business growth.
• Support specialty product launches and commercial initiatives through effective stakeholder engagement and account execution plans

Qualifications and Key Competencies

• Bachelor's degree in Business, Life Sciences, Healthcare, or a related discipline.
• Minimum of 5 years of successful pharmaceutical sales experience.
• Previous people leadership, coaching, or sales management experience preferred.
• Experience in specialty pharmaceuticals, key account management, hospital sales, specialty pharmacy, nephrology, or related therapeutic areas is considered an asset.
• Demonstrated ability to lead, influence, and motivate high-performing teams.
• Strong strategic planning, business analysis, and problem-solving capabilities.
• Proven success building and managing customer relationships at multiple organizational levels.
• Excellent communication, presentation, coaching, and negotiation skills.
• Strong financial and business acumen.
• Ability to work effectively in a fast-paced and evolving business environment.
• Proficiency with CRM platforms, Microsoft Office Suite, and digital engagement tools.
• Valid driver's license, access to a vehicule and ability to travel extensively throughout Western Canada.

Core Competencies

• Leadership and People Development
• Strategic Account Management
• Business Development
• Coaching and Performance Management
• Commercial Excellence
• Customer-Centric Mindset
• Strategic Thinking
• Analytical Decision-Making
• Collaboration and Influence
• Results Orientation
• Negotiation and Partnership Building
• Adaptability and Change Leadership

What You'll Bring

You are a leader who enjoys developing people while remaining closely connected to customers and commercial opportunities. You are equally comfortable coaching a Territory Business Manager in the field, leading cross-functional business discussions, and building strategic relationships with specialty healthcare stakeholders. Most importantly, you are motivated by achieving results through both team success and direct business impact.

If you are interested in this exciting opportunity, please apply to this job posting with your cover letter and resume.

This position is only open to those legally eligible to work in Canada.