Country Sales Manager - Pharmaceutical & Medical Trade

The Sales Manager – Pharmaceutical & Medical Trade

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.