Country Sales Manager - Pharmaceutical & Medical Trade
Skills
About This Role
Overview
The Sales Manager – Pharmaceutical & Medical Trade
is responsible for leading and driving the commercial performance of the company's pharmaceutical and medical product portfolio across assigned territories.
This role demands a results-oriented leader with deep knowledge of the pharma and medical trade landscape, strong relationships with healthcare professionals, distributors, and key accounts, and the ability to build and mentor a high-performing sales team.
Sales Strategy & Revenue Growth
- Develop and execute the annual sales plan to achieve revenue, margin, and market share targets.
- Identify and capitalize on new business opportunities across hospitals, clinics, pharmacies, and medical distributors.
- Monitor market trends, competitor activity, and customer needs to adapt sales strategies accordingly.
- Drive launch strategies for new pharmaceutical and medical products in the territory.
Team Leadership & Development
- Recruit, manage, coach, and develop a team of Medical Sales Representatives and Key Account Managers.
- Set clear KPIs and performance targets; conduct regular reviews and performance appraisals.
- Foster a high-performance culture focused on accountability, continuous improvement, and customer focus.
Key Account & Stakeholder Management
- Build and maintain strong relationships with key decision-makers including physicians, pharmacists, procurement officers, and hospital administrators.
- Negotiate and manage contracts, pricing agreements, and tender submissions with major accounts.
- Collaborate with marketing and regulatory teams to align field activities with product strategies.
Operations & Reporting
- Maintain accurate sales forecasting and pipeline reporting using CRM systems.
- Oversee territory coverage plans, call plans, and promotional activity execution.
- Ensure full compliance with regulatory requirements, company policies, and industry ethical standards (e.g., IFPMA/EFPIA guidelines).
- Provide regular reports on sales performance, market intelligence, and team activity to senior management.
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