Head of Sales

Role Sales Head .....pharmaceutical

Reporting to

Senior Management / Commercial Leadership

Role Overview

The Business Development Executive will be responsible for identifying, developing, negotiating, and closing

B2B opportunities across Europe and international markets, which a focus on the MENA region. This is a highly

entrepreneurial role suited to someone who is comfortable operating in a fast-growth environment, building

from the ground up, and taking ownership of commercial outcomes.

The successful candidate will bring strong regional market experience, established relationships with

distributors and retailers, and the tenacity to convert opportunities into long-term revenue growth.

This role requires a strong all-rounder: someone equally comfortable negotiating with senior commercial

partners, managing offshore teams, reporting to management, and rolling up their sleeves to build the

operational foundations of a scalable B2B function.

Key Responsibilities

Business Development & Market Expansion

• Identify, develop, and close new B2B opportunities across international markets focusing on Africa and the

wider MENA region.

• Build and manage relationships with distributors, wholesalers, retailers, and strategic commercial partners.

• Develop a clear pipeline of regional opportunities and convert prospects into active trading accounts.

• Map key markets, channels, and decision-makers across target territories.

Distributor & Retailer Relationships

• Leverage existing relationships with distributors and retailers across Africa, with the ability to build new

partnerships quickly.

• Assess distributor capability, market coverage, commercial fit, and long-term potential.

• Negotiate commercial terms, pricing, volume commitments, payment terms, exclusivity arrangements, and

route-to-market structures.

• Ensure commercial agreements are structured to support profitable and scalable growth.

Commercial Negotiation & Deal Closing

• Lead negotiations with prospective and existing partners.

• Prepare commercial proposals, pricing models, margin analysis, and deal structures.

• Drive deals from first conversation through to contract, onboarding, and first orders.

• Maintain urgency and accountability throughout the sales cycle.

• Demonstrate persistence, resilience, and tenacity in closing opportunities.

Building the B2B Operation

• Help build the B2B function from the ground up, including processes, reporting, pipeline management,

partner onboarding, and account development.

• Work across all facets of the B2B operation, including sales, commercial planning, logistics coordination,

customer service, forecasting, and internal reporting.

• Identify operational gaps and propose practical solutions.

• Take a hands-on approach where required, with a willingness to get involved in both strategic and day-to

day execution.

Team Leadership

• Lead, support, and develop an offshore B2B team.

• Set clear expectations, KPIs, and workflows for offshore team members.

• Provide structure, guidance, and accountability to ensure the team supports commercial growth effectively.

• Help build a scalable team model as the B2B operation expands.

Communication & Management Reporting

• Communicate clearly and regularly with senior management.

• Provide updates on pipeline, market activity, risks, opportunities, commercial performance, and partner

progress.

• Prepare concise management reports, commercial summaries, and recommendations.

• Act as a strong internal voice for the B2B function, ensuring leadership has visibility of progress and key

decisions required.

Key Requirements

• Demonstrable experience working with clients, distributors, retailers, or commercial partners across Africa

and/or the MENA region.

• Strong existing connections with distributors and retailers in Africa.

• Proven experience in B2B business development, international sales, export sales, distribution, or channel

development.

• Strong commercial negotiation skills, including pricing, margins, payment terms, and partner agreements.

• Experience leading or managing offshore, remote, or distributed teams.

• Ability to build commercial processes and operations from an early-stage or high-growth environment.

• Strong communication skills, particularly when dealing with senior management and external commercial

partners.

• Highly driven, resilient, and tenacious, with a clear ability to close deals.

• Comfortable working hands-on and getting involved in the detail when required.

• Entrepreneurial mindset with the ability to operate in ambiguity and move quickly.

• Strong commercial judgement and the ability to balance growth, margin, and operational feasibility.

Preferred Experience

• Experience in consumer goods, wellness, health, beauty, nutrition, FMCG, pharmaceuticals, supplements,

or e-commerce-led brands.

• Knowledge of distributor and retailer structures across key African markets.

• Experience working in owner-managed, entrepreneurial, or high-growth businesses.

• Understanding of export, international trade, logistics, and regional regulatory considerations.

• Experience building B2B revenue channels from scratch or scaling an early-stage B2B function.

Candidate Profile

We are looking for someone who is commercially sharp, well-connected, and execution-focused. The ideal

candidate will not be limited to strategy or relationship management alone; they will be willing to get involved at

every level required to build a successful B2B operation.

This person should be confident dealing with senior external partners, capable of managing internal and

offshore teams, and comfortable working closely with management in a fast-paced environment.

They must have the drive, persistence, and commercial discipline to turn conversations into signed deals and

signed deals into long-term revenue.

What We Offer

• Opportunity to build and shape a growing international B2B function.

• Exposure to Africa and MENA growth markets.

• Fast-paced, entrepreneurial environment backed by the strength of Zydus Wellness.

• Commercially rewarding commission structure.

• Opportunity to work across strategy, sales, operations, and team development.

Compensation

Salary is to be confirmed and will be aligned with experience.

A commission structure will form part of the overall package and will be linked to commercial performance,

new business generation, and revenue growth.