Head of Commercial - Private UAE Market

Job Overview

The Head of Commercial Department holds the critical responsibility for steering and executing the commercial strategy for Julphar across the UAE market. This leadership position supervises the Sales and Key Account Management (KAM) teams, ensuring the achievement of revenue objectives, profitability, and expansion within the market. The role emphasizes forecasting, team management, client relations, and syncing sales efforts with marketing initiatives.

Key Duties

• Lead, supervise, and develop Sales and KAM teams throughout the UAE, striving to surpass sales goals.
• Hold comprehensive Profit & Loss accountability for UAE commercial operations assuring sustainable growth and profitability.
• Create precise sales forecasts and demand plans using market analytics, historical trends, and strategic goals.
• Deploy and refine CRM systems tailored for medical representatives to boost efficiency, reporting accuracy, and client interaction.
• Manage field force scheduling, including territory assignments, area coverage, and resource optimization.
• Conduct routine performance evaluations, establish KPIs, and track team success relative to objectives.
• Drive the successful listing of both current and new pharmaceuticals across hospitals, pharmacies, and clinics in the UAE.
• Forge and sustain robust relationships with key healthcare stakeholders, distributors, and accounts.
• Collaborate closely with Marketing to ensure seamless execution of campaigns, product launches, and promotional strategies.
• Facilitate regular sales meetings, business reviews, and long-term strategic planning sessions.
• Identify new market potentials, gaps, and competitive trends to fortify the market position.
• Ensure adherence to local laws, corporate policies, and industry standards.

Required Qualifications & Experience

• A Bachelor’s degree in Pharmacy, Medicine, or an equivalent field is required; an MBA is preferred.
• At least 15 years' experience in the pharmaceutical sector, including five years in a senior commercial leadership role based in the UAE.
• Demonstrated ability to meet sales targets and lead effective teams.
• Expertise in KAM, hospital and pharmacy sales channels, and product listing procedures.
• In-depth knowledge of UAE healthcare market dynamics and regulatory frameworks.
• Proficiency with CRM platforms, sales forecasting, and making data-driven business decisions.

Key Skills & Competencies

• Leadership and team management capabilities
• Strategic planning and execution expertise
• Strong financial literacy including P&L management
• Exceptional communication and negotiation proficiency
• Analytical mindset with problem-solving skills
• High accountability and results orientation
• Capability to work collaboratively across departments and influence key stakeholders

Performance Metrics

• Achievement against set sales and revenue targets
• Profitability and P&L effectiveness
• Growth in market share and penetration
• Team productivity and performance metrics
• Successful pharmaceutical listings across target markets
• Efficiency in CRM adoption and accuracy of reporting

Reporting Structure

This role reports directly to the GCC Director.