Job Details:

Job Title: Country Manager – UAE.
Reports to: GCC Director.
Function: Commercial
Location: Dubai, United Arab Emirates

Job Summary: To direct all tactical field sales efforts within a specified territory while ensuring the successful attainment of all regional sales goals and operating budgets to develop the overall sales strategy and establish annual sales objectives that maximises profit for existing and new products.

Key Accountabilities:

Strategy

• Participates in the development of the departmental strategy in line with the functional strategy to ensure vertical alignment and horizontal integration with other interfacing departmental strategies across.
• Ensures that departmental strategies and related strategic plans are developed and implemented, which are aligned with the vision and mission of Commercial.

Policies, Processes & Procedures

• Participates in the development and recommends improvement on commercial department policies, and procedures, and manages the implementation to ensure all relevant procedural/legislative requirements are fulfilled.

Budget

• Oversees the consolidation and recommends the commercial department budget and monitors financial performance versus the budget so that the business is aware of anticipated costs/revenues, areas of unsatisfactory performance are identified and potential areas of cost reduction or performance improvement opportunities are capitalised upon.

Job Specific Accountabilities

• Reviews commercial reports and attends corporate meetings that require commercial input in order to ensure implementation of all relevant procedural/legislative requirements within the country.
• Plans and implements tactical sales plans in order to establish territory strategic sales objectives.
• Analyses competitors program and develops response strategies in coordination with Territory Sales & Business Support in order to evaluate commercial data and current trends.
• Ensures that the sales of the assigned products and/or services in the country are maximised and increased in order to achieve the monthly sales target.
• Manages the preparation of sales reports on product performance against those of competitors within the country and presents them to the S&M Director/GM, in order to raise awareness of market trends and establish key tactics to gain market share.
• Leads project level advice on commercial matters, contract negotiations, contract risk allocation, probity, cost benchmarking and reporting and value for money measurement to support the achievement of best practice .
• Oversees the most complex sales/brands in a variety of scenarios and negotiates commercial terms in order to set high degree business opportunities.
• Formulates the sales business plan and communicate them with the senior management in order to ensure their alignment with the company’s overall objectives and business plans within the country.
• Provides leadership, motivation, and training sessions for the commercial team in order to optimise sales strategies and maximise subordinate’s performance.
• Manages collaborations with account managers with contract negotiations in order to ensure pricing and contract implementation.
• Directs collaborative relationships with customers, Governments and the pharmaceutical associations to assess supply demands, while providing accurate short- and long-term revenue forecasts.
• Collaborates with the leadership team on industry trends, market dynamics, to identify new market opportunities and developing innovative long term growth strategies.

People Management

• Manages the effective achievement of commercial departmental objectives through setting individual targets, key performance indicators, developing and motivating staff in order to maximize subordinate performance.

Continuous Improvement

• Stimulates subordinates and contributes to the identification of opportunities for continuous improvement of systems, processes and practices taking into account ‘international best practice’, improvement of business processes, cost reduction.

Reporting

• Manages the preparation of timely and accurate reports to meet company and department requirements, policies and standards.

Safety, Quality & Environment

• Ensures compliance to all relevant safety, quality and environmental management policies, procedures and controls across the department in order to guarantee employee safety, legislative compliance and a responsible environmental attitude.

Related Assignments

• Performs other related duties or assignments as directed

Education / Qualifications / Experience

• BSc. Degree in Pharmacy or related health science.
• Master’s degree in business management is preferred.
• 15 years of commercial experience with wide range of therapy area (DM, CVD, AI, CNS, Derma, primary care, etc.) in pharmaceutical industry in all sectors (private, trade and government) with at least 5 years of sales & people management in UAE market.
• Transformational leader with wide scope of UAE future vision.