Job Purpose
Responsible for achieving and exceeding sales targets, enhancing the market share of the company's brands within the assigned area, and leading a team of Key Account Executives. The role is responsible for driving team performance, developing capabilities, managing key customer relationships, and ensuring the effective execution of commercial strategies to achieve business objectives.
Key Responsibilities
Team Leadership & Performance Management
- Lead, coach, and develop a team of Key Account Executives to achieve individual and team sales objectives.
- Monitor team performance through regular field visits, coaching sessions, and performance reviews.
- Provide ongoing guidance, motivation, and support to ensure high levels of productivity and engagement.
- Identify development needs and collaborate with management on training and capability-building initiatives.
- Ensure effective territory coverage and execution of business plans across the assigned area.
Sales & Market Share Achievement
- Achieve or exceed assigned sales targets and drive market share growth within the designated area.
- Develop and implement sales plans and field activities to maximize business opportunities.
- Monitor sales performance and take corrective actions to address performance gaps.
Key Account Management
- Manage strategic key accounts and support the achievement of the company's commercial objectives.
- Build and maintain long-term relationships with key customers and stakeholders.
- Ensure accurate documentation and maintenance of key account records and customer databases.
Market Intelligence
- Provide timely market insights and customer feedback to Sales and Marketing Management.
- Monitor competitor activities, market trends, and customer needs to support business planning.
Customer Relationship Management
- Establish and maintain strong relationships with key customers to enhance customer satisfaction and loyalty.
- Proactively resolve customer issues and ensure timely follow-up to maintain service excellence.
Reporting & Performance Monitoring
- Prepare weekly and monthly sales, activity, and forecasting reports.
- Monitor business performance and team KPIs, recommending improvement plans where required.
- Maintain accurate records and performance metrics for the assigned area.
Resource & Business Management
- Ensure the effective utilization of company resources while maintaining compliance with company policies and procedures.
- Support the direct manager in annual business planning, budgeting, and monitoring expenditures.
- Submit timely reports on sales performance, promotional activities, competitive intelligence, and business updates.
Leadership
- Lead by example by promoting the company's Mission, Vision, and Values.
- Foster a collaborative, high-performance culture focused on customer excellence and business growth.
Qualifications & Experience
- Bachelor's degree in pharmacy or a related field.
- 3–7 years of pharmaceutical sales experience, including experience managing or leading Key Account Executives or sales teams.
- Demonstrated track record of consistently achieving sales targets, including strong performance over the last two years.
- Proven experience in key account management, customer relationship management, and team leadership.
- Strong coaching, negotiation, business development, and analytical skills.
- Excellent communication and presentation skills in both English and Arabic.
- Ability to analyze business performance, develop action plans, and drive continuous improvement.
