Territory Sales Manager - Egypt & KSA

Job Objective

This role is responsible for driving sales and commercial growth within the assigned territory by managing and expanding the customer base, identifying new business opportunities, and ensuring price realization and collections. The role works closely with customers through regular visits, market research, and customized solution development, while maintaining accurate CRM documentation, forecasts, and MIS reports. Additionally, it supports strategic planning through annual budgets and contributes innovative ideas to strengthen market presence.

Responsibilities

Strategic and Planning

• Prepares Annual Budget for the territory and achieves targeted sales volumes.

Functional Core

• Establish, maintain and expand customer base in the area. Identify and actively search for new prospects, analyze the sales potential and plan sales activities for commercial development.

• Ensures price realization and collection from the customers as per the credit limits.

• Develop and manage an efficient sales network to improve sales performance.

• Regularly visit customers for sales & business development.

• Conduct market research to understand competitors and market trends

• Provide innovative ideas and suggestions to improve the market presence

• Identify new product opportunities at existing and new prospects, coordinate for development of a customized viable solution and steer the concept to commercialization of the same.

• Prepare and develop quarterly rolling forecasts for regular and new products and report the achievement, variances and relevant market information on the same on a monthly basis to reporting manager/regional sales head.

Internal process

• Ensure that the CRM is updated accurately and the documentation for all existing and new business opportunities are completed as per the defined policies

• Prepare MIS reports on a regular basis and develop timely action plan to meet the defined targets of the territory

• Updates self with developments in Pharma industry and how can the same be capitalized through innovative solutions

Any other additional responsibility could be assigned to the role holder from time to time as a standalone project or regular work. The same would be suitably represented in the primary responsibilities and agreed between the incumbent, reporting manager and HR.

Key Result Areas

o Sales volume

• Target

• Growth % year on year

o Sales revenue

• Target

• Growth % year on year

o Repeat order rate

o Customer retention rate

o Conversion rate (%tage of new leads converted in that territory)

o % of sales & revenue generated from new products

Key Interfaces

Internal Interfaces

• Zonal Sales (Target Setting)

• Plant Operations

• Quality and Regulatory affairs

• Technical Service

• Customer Service

• Scientific Business Development

• Planning, despatch & logistics

External Interfaces

• Customers

Requirements

- Bachelor's in Pharmacy or Science + MBA in Marketing

- 10-12 years of sales experience in Middle East region, having a strong network in the Pharma industry & must have handled B2B business of Pharma ingredients, excipients, consumables

- Willing to travel extensively including to Iraq, Jordan, United Arab Emirates, and Algeria.

- Strong technical knowledge of pharma products, analytical, communication, presentation and customer management skills

- Strong relationship with R&D and purchase team of pharma companies