Head of Commercial Department - Pharmaceutical Industry

Job Overview

The Head of Commercial Department will steer the commercial strategy throughout the UAE pharmaceutical market, managing sales and key account management teams to drive revenue, profitability, and market growth. This pivotal role includes responsibility for forecasting, team oversight, client interaction, and alignment of sales with marketing efforts.

Primary Duties

• Lead and develop Sales and KAM teams ensuring sales targets are surpassed.
• Assume complete P&L accountability for UAE operations to achieve sustainable growth.
• Formulate precise sales forecasts and demand plans analyzing market trends and data.
• Enhance CRM systems to improve medical representatives' productivity and customer management.
• Plan field force deployment optimizing territory coverage and area distribution.
• Conduct performance assessments, establish KPIs, and track team accomplishments.
• Drive product listings across hospitals, pharmacies, and clinics nationwide.
• Forge and nurture relationships with healthcare providers, distributors, and key accounts.
• Collaborate with Marketing to implement campaigns and product launches effectively.
• Facilitate sales meetings, business reviews, and strategic planning regularly.
• Scout new business prospects, identify market gaps, and monitor competitors.
• Ensure adherence to local laws, company policies, and industry standards.

Educational and Professional Background

• Bachelor's in Pharmacy, Medicine, or related field; MBA preferred.
• At least 15 years' pharmaceutical industry experience, with a minimum of 5 years in senior commercial leadership in the UAE.
• Proven sales target achievement and leadership of high-performing teams.
• Extensive experience in key account management, hospital and pharmacy sales, and product listing.
• In-depth knowledge of UAE healthcare market and regulatory context.
• Expertise in CRM tools, sales forecasting, and utilizing data for decisions.

Key Skills & Traits

• Effective leadership and team management capabilities.
• Strategic vision paired with strong execution skills.
• Financial proficiency including full P&L responsibility.
• Excellent communication and negotiation proficiency.
• Strong analytical and problem-solving aptitude.
• High accountability and results-focused mindset.
• Cross-functional collaboration and stakeholder influence.

Performance Indicators

• Meeting and exceeding sales and revenue objectives.
• Profitability and P&L health.
• Growth of market share.
• Team performance and efficiency.
• Successful market penetration with product listings.
• Effective CRM usage and accuracy of reports.

Additional Information

Reports directly to the GCC Director. This is a full-time position based in Dubai, UAE, requiring onsite presence.