Role Summary
The Sales Manager is responsible for driving revenue growth, managing and developing the sales team, expanding market presence, and ensuring achievement of sales targets across assigned pharmaceutical product portfolios. The role requires strong leadership, deep understanding of the UAE healthcare market, and strict adherence to regulatory and ethical standards governing pharmaceutical sales.
Key Responsibilities
1. Sales Strategy & Business Planning
- Develop, implement, and execute annual and quarterly sales strategies aligned with company objectives.
- Prepare sales forecasts, budgets, and territory plans.
- Identify new market opportunities, product positioning strategies, and revenue growth channels.
- Lead product launch strategies in collaboration with marketing and medical teams.
2. Team Leadership & Management
- Recruit, train, coach, and manage a team of medical representatives / sales executives.
- Set clear KPIs, sales targets, and performance expectations.
- Conduct regular field visits, joint calls, and performance evaluations.
- Drive motivation, discipline, and continuous improvement within the sales team.
3. Key Account & Relationship Management
- Build and maintain strong relationships with:
- Doctors and healthcare professionals (HCPs)
- Hospital procurement teams
- Pharmacies and pharmacy chains
- Distributors and wholesalers
- Negotiate commercial agreements, pricing, and promotional activities within approved guidelines.
- Manage strategic accounts and key opinion leaders (KOLs).
4. Market Intelligence & Competitive Analysis
- Monitor competitor activities, pricing strategies, and promotional campaigns.
- Analyze market trends, prescription behavior, and product performance.
- Provide actionable market insights and recommendations to senior management.
- Identify risks and opportunities affecting sales performance.
5. Product Knowledge & Promotion
- Maintain in-depth knowledge of assigned therapeutic areas and product portfolios.
- Ensure sales teams deliver accurate, compliant, and value-driven product detailing.
- Support continuous medical and product training initiatives.
- Coordinate with marketing to execute promotional campaigns, conferences, and events.
6. Compliance & Regulatory Adherence
- Ensure full compliance with:
- UAE Ministry of Health (MOH / Dubai Municipality) regulations
- Company SOPs and ethical promotion standards
- Enforce proper documentation, reporting, and ethical sales conduct.
- Act as a role model for compliance and corporate governance.
7. Reporting & Performance Tracking
- Prepare and submit:
- Weekly and monthly sales reports
- Pipeline and forecast updates
- Team performance analyses
- Track ROI on promotional activities and sales initiatives.
- Present sales performance updates to senior leadership.
Key Performance Indicators (KPIs)
- Achievement of sales targets and revenue growth
- Market share growth within assigned therapeutic areas
- Sales team productivity and retention
- Customer coverage and engagement metrics
- Compliance and audit outcomes
Required Qualifications & Experience
Education
- Bachelor's degree in Pharmacy, Life Sciences, Medical Sciences, Business Administration, or related field
- MBA or commercial certification is an advantage
Experience
- 510 years of experience in pharmaceutical or healthcare sales
- Minimum 37 years in a managerial or supervisory role
- Proven track record of achieving or exceeding sales targets in the UAE market
Skills & Competencies
- Strong leadership and people management skills
- Excellent negotiation, communication, and presentation abilities
- Strategic thinking with strong analytical skills
- Ability to work under pressure and manage multiple priorities
- Proficiency in CRM systems and MS Office
- Strong understanding of UAE pharmaceutical market dynamics
