Head — Distribution | Specialty Pharma | Mumbai

Company: Winter Solstice Healthcare

Location: Mumbai (MMR) — on-site, field-first

Experience: 5–8 years

Function: Pharma / Healthcare Distribution & Channel Sales

Employment type: Full-time

CTC: ₹12–15 LPA (fixed + performance-linked variable)

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About the company

Winter Solstice Healthcare is an independent specialty-pharma distribution company supplying IV therapeutics, injectables, and orals to dermatologists, aesthetic clinics, and medical practitioners across the Mumbai Metropolitan Region, with a planned multi-state expansion.

Role summary

We are looking for a Head — Distribution to build and run our channel across MMR. This is a high-ownership role for someone from a pharma or medical-device distribution background who is ready to step up from managing a territory to owning an entire channel — appointing stockists, opening clinic accounts, driving a field team, and owning both revenue and collections.

Key responsibilities

• • Appoint and manage the stockist / distributor network across MMR — selection, credit terms, coverage, and performance
• • Open and retain key dermatology and aesthetic clinic accounts
• • Hire, train, and lead a team of Sales Executives; work alongside existing Sales Managers
• • Own billed revenue, collections, receivables ageing, and gross margin
• • Manage fill rate, days of cover, cold chain, and expiry control in coordination with warehousing
• • Drive Pharma ERP adoption and a disciplined weekly sales cadence
• • Ensure compliance with the Wholesale Drug Licence framework (Forms 20B/21B), Schedule H, and CDSCO norms

• Required skills & experience

• • 5–8 years in pharma, specialty-pharma, or medical-device **distribution**, with direct experience in the stockist / distributor channel
• • Hands-on track record in stockist appointment, credit management, and collections
• • Working knowledge of Indian drug licensing — Forms 20B/21B, Schedule H, cold chain logistics
• • Based in Mumbai with strong knowledge of the local clinic and distribution landscape
• • Comfortable building in an early-stage, high-ownership environment

Preferred

• Existing network in the dermatology or aesthetics segment

• Exposure to injectables or cold-chain products

• Currently at ASM / Regional Sales Manager level and ready for a step up

What we offer

• End-to-end ownership of a channel from the ground up

• Direct visibility with the founders and a real seat at an early-stage company

• Performance-linked variable that rewards collections and margin, not just billing

Pay: ₹1,200,000.00 - ₹1,500,000.00 per year

Application Question(s):

• How many years of experience do you have in pharma/medical-device distribution?
• Have you directly managed stockists/distributors in your current or previous role?
• How many stockists/distributors have you managed at one time?
• How many people have you managed in your sales team?
• Do you have practical knowledge of Forms 20B/21B, Schedule H and drug-distribution compliance?
• Are you comfortable building a distribution channel from zero and travelling extensively across MMR?

Work Location: In person