Job Description

Sales Leadership & Account Management

  • Drive Revenue Growth: Lead, motivate, and manage the pharmaceutical sales team to meet and exceed territorial sales targets and market share growth.

  • Key Account Management: Maintain and strengthen relationships with key medical experts (KOLs), hospital procurement boards, and major healthcare distributors.

  • Performance Management: Set clear KPIs for the sales force, conduct regular performance reviews, and provide field coaching and mentoring to upskill the team.

2. Commercial Excellence & Sales Force Effectiveness (SFE)

  • SFE Frameworks: Design and optimize sales force structures, territory allocation, and target-setting methodologies to maximize field productivity.

  • Incentive Modeling: Develop and manage motivating sales incentive reward programs (SIP) aligned with corporate governance and compliance guidelines.

  • CRM & Digital Tools: Oversee the adoption and strategic utilization of CRM platforms (e.g., Veeva, Salesforce) to track call rates, coverage, frequency, and digital engagement.

  • Training & Capability Building: Identify competency gaps within the sales team and collaborate with Medical/Marketing to design training programs on disease state, product knowledge, and advanced selling skills.

3. Business Intelligence, Data Analytics & Forecasting

  • Market Insights: Analyze pharmaceutical market data (e.g., IQVIA, internal sales, distributor data) to identify market trends, competitor activities, and growth opportunities.

  • Predictive Forecasting: Partner with Marketing and Finance to provide accurate demand forecasting and sales projections for product portfolios.

  • Dashboard Management: Establish and maintain commercial dashboards to deliver actionable insights to senior leadership regarding sales performance and ROI on marketing campaigns.


Job Requirements

  • Degree: Bachelor’s degree in Pharmacy, Medical Sciences, Business Administration, or a related field. An MBA is a distinct advantage.

  • Experience: 7+ years of experience in the pharmaceutical or life sciences industry, with a proven track record in both direct sales management and commercial excellence/SFE roles.

  • Sector Knowledge: Deep understanding of the pharmaceutical landscape, hospital listing processes, and ethical channel dynamics.

Technical & Professional Skills

  • Data Literacy: Strong proficiency in pharmaceutical data analytics tools (e.g., IQVIA, Power BI, Excel advanced modeling).

  • Platform Expertise: High proficiency with pharma-specific CRM systems, particularly Veeva CRM or Salesforce.

  • Compliance: Strict adherence to pharmaceutical compliance, compliance regulations, and industry codes of conduct (e.g., PReMA or equivalent local regulatory frameworks).