Summary
Julphar is seeking a Head of Commercial to lead its private-market commercial operations across the UAE. The role oversees Sales and Key Account Management teams, owns P&L performance, and manages forecasting, field force deployment, and team KPIs. It also focuses on product listings, stakeholder relationships, market expansion, and coordination with Marketing. Applicants need a relevant bachelor's degree, at least 15 years in the pharmaceutical industry, and at least 5 years in senior commercial leadership in the UAE.
The posting
As published on julphar.net. Pulled from the employer's site and shown as they wrote it.
Job Summary:
The Head of Commercial Department is responsible for leading and driving the overall commercial strategy across the UAE market. This role oversees the Sales and Key Account Management (KAM) teams, ensuring the achievement of revenue targets, profitability (P&L), and market expansion. The position plays a critical role in forecasting, team performance management, customer engagement, and aligning sales execution with marketing strategies.
Key Responsibilities:
* Lead, manage, and develop the Sales and KAM teams across the UAE to achieve and exceed sales targets.
* Own full P&L responsibility for the UAE commercial operations, ensuring sustainable and profitable growth.
* Develop accurate sales forecasts and demand plans based on market trends, historical data, and business objectives.
* Implement and optimize CRM systems for medical representatives to enhance productivity, reporting accuracy, and customer engagement.
* Plan and manage field force deployment, including territory alignment, area distribution, and coverage optimization.
* Conduct regular performance reviews, set KPIs, and monitor team achievements against targets.
* Drive the listing (enlisting) of existing and new products in hospitals, pharmacies, and clinics across the UAE.
* Build and maintain strong relationships with key stakeholders, including healthcare providers, distributors, and key accounts.
* Coordinate closely with the Marketing team to ensure effective execution of marketing strategies, campaigns, and product launches.
* Lead regular sales meetings, business reviews, and strategic planning sessions.
* Identify new business opportunities, market gaps, and competitive insights to strengthen market position.
* Ensure compliance with local regulations, company policies, and industry standards.
Qualifications & Experience:
* Bachelor’s degree in pharmacy, Medicine, or related field (MBA preferred).
* Minimum 15 years of experience in the pharmaceutical industry, with at least 5 years in a senior commercial leadership role in the UAE.
* Proven track record of achieving sales targets and managing high-performing teams.
* Strong experience in KAM management, hospital and pharmacy channel sales, and product listing processes.
* Solid understanding of UAE healthcare market dynamics and regulatory environment.
* Experience in CRM systems, forecasting, and data-driven decision-making.
Skills & Competencies:
* Strong leadership and people management skills
* Strategic thinking with strong execution capability
* Financial acumen and P&L management
* Excellent communication and negotiation skills
* Analytical and problem-solving abilities
* Results-driven with a high level of accountability
* Ability to work cross-functionally and influence stakeholders
Key Performance Indicators (KPIs):
* Achievement of sales targets and revenue growth
* P&L performance and profitability
* Market share expansion
* Team performance and productivity
* Successful product listings and market penetration
* CRM utilization and reporting accuracy
Reporting Line:
Reports directly to GCC director.